How to change your sales outlook and activity in four months

I’m sharing today’s Selling to Corporate ® episode with the amazing Jennifer Macdonald- Nethercott. Taking you on Jennifer’s inspiring journey as a Chartered Marketer and owner of Strath Communications, this episode is a treasure trove of insights for anyone looking to understand the art of blending marketing strategies with business objectives, maintaining financial stability, and effective sales-focused business growth. Tune in as Jennifer discusses her personal approach to building real relationships, the value of local insights, and how proactive outreach and tracking can lead to a 15% increase in turnover and a 35% rise in profit. Whether you’re considering joining the C Suite ®, looking for marketing support, or wanting to balance work and personal life, this episode is packed with actionable advice and real-life success stories.   In this episode I’m sharing; The necessity of performing consistent daily sales activities. This practice is crucial for converting leads and sustaining business momentum. Discover how Jen plans her work schedules to achieve a harmonious balance between personal life and professional commitments, incorporating regular networking and strategic planning. Learn how the C Suite ® training program has transformed Jen’s sales processes, leading to consistent and impressive business results. Jen’s dedication to the training proves that trusting and following the process can yield spectacular outcomes. LinkedIn's effectiveness is waning for corporate clients. The Importance of Local Insight and Financial Planning in Marketing   Key Quotes;   Balancing B2B and B2C: "It's always interesting to me because it's one of the biggest questions that we get is, how possible is it to run a b to c and b to b business? And I always think, well, I do it, so it can't be rocket science."  00:02:1600:02:28 "Because when you are somebody who is qualified to a high level in your area, you can give companies very different strategic support than what we would normally think of as being strategy. When you are working with both coaches, consultants from that kind of solopreneur space to working on marketing campaigns, especially when they have more budget, there's a lot more strategic guidance that goes into that." 00:09:4500:10:28 It's that as a marketer, sales doesn't necessarily come naturally to you. But when you set up your own business, you have to become a salesperson otherwise you're not going to earn any money. Some of the smaller businesses I work with, you have to speak to them about what sales they're doing because, ultimately, like other coaches and consultants I work with, they need to be doing that one to one outreach as well to generate it because marketing is not going to provide all the leads they need for generating the income they want to. 00.27.33 - 00.28.36   Key Resources Mentioned in this Episode:   Tickets are now on sale for Converting Corporates 2025, use code CELEBRATE for your special discount here.   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

In this episode, I’m covering the key reasons why sales can become a bottleneck in your business and sharing the importance of continuously developing your sales skills to avoid bad habits and scale effectively. We’ll explore the impact that lack of experience, confidence, and even a dislike of sales can have on both small business owners and larger corporate sales teams. Plus, I’ll share insights from a corporate client who discovered their own sales team was the bottleneck for their sales pipeline.   In this episode I’m sharing; - Why your B2B sales are sluggish this summer and how to fix it - Unblocking your B2B revenue pipeline this summer: key strategies to implement - Summer Sales Slump? Diagnose and address your B2B revenue bottlenecks - How to Identify and overcome sales hurdles in your B2B business - Proven techniques to boost B2B sales and prevent summer revenue stalls - Is your B2B revenue stalled? Actionable steps to revitalise sales efforts - Combatting summer sales slowdowns: Essential B2B practices for consistent revenue - Re-energize your B2B sales process and avoid revenue stagnation - Overcoming B2B sales challenges in summer: Strategies for unblocking revenue - End your summer sales slump with these expert B2B revenue tips Key Quotes;   "So if you're bottlenecking your business and your sales pipeline, you might find that that's down to a lack of understanding or a lack of measurement around metrics so that, actually, when you're thinking about making any time, energy, or financial investment into your sales pipeline and your development around sales, you're buying similar things rather than buying things that actually fix the problem." — Jess Lorimer 00:28:2300:28:34 "Put things in place, protect yourself, future proof your business, and ultimately give yourself more room to scale, to expand, to outsource, and deliver, most importantly, amazing client experiences, which are the whole point and the whole reason that you got into this crazy business ownership world in the first place." — Jess Lorimer 00:38:1700:38:38 “When they started their business, they started their business from a place of passion, of wanting to do really well, wanting to serve their clients really well, but with no foundational understanding of what it actually takes to create a new business development strategy.” — Jess Lorimer 00:07:0000:07:20 "We have to really make sure that we are learning and developing our sales skills at every stage in our business." — Jess Lorimer 00:16:4400:16:52 "Instead of focusing so much of the time on what I don't like, why don't I start focusing on what a good sales process looks like?" — Jess Lorimer 00:23:3900:23:47 "The biggest difficulty that most entrepreneurs see is that they don't know what they're doing right, but they also don't know what they're doing wrong." — Jess Lorimer 00:24:5600:25:04   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.  Click here if you would like to listen to my recent TEDx talk.

I’m very excited to share today’s podcast with a special guest, Jo Twiselton. As well as an expert facilitator and leadership coach Jo helps organisations and leaders transform and promotes positive corporate cultures through her 20-year journey with Twist Consultants. This episode delves deep into the ethical aspects of employee treatment, the powerful role of public perceptions, and the immense pressure on leadership in corporate decision-making.   In this episode I’m sharing; Leadership pressures and navigating corporate ethical choices  Building sales muscles and mindset shifts in corporate leadership Ethical employee treatment and public perception in leadership decisions Jo’s advice on adapting strategies and facing reputational challenges Jo’s networking strategies from slump to success! The role the C-Suite ® can provide in business mindset and structural changes Overcoming fear and embracing resilience in corporate decision-making Navigating change and organisational culture Key Quotes;   "What I do is help organisations and the leaders in them to support positive organisational cultures when things are really changing so that people communicate better together." — Jo Twiselton 00:01:0000:01:12 "I've taken the perspective that the work that I do for my business is as important as the work that I do for clients, because I can't do that if I don't have business." — Jo Twiselton 00:34:3500:34:45 "If that strategy doesn't work, I'm not fundamentally changing what I do but I'm changing the way that I approach it." — Jo Twiselton 00:12:5100:12:58 "Consistency in following up, consistency in showing up repeatedly. It's not rocket science, but sometimes the emotional aspect of it can get in the way, so it's taking that away." — Jo Twiselton 00:16:1400:16:26 "What was interesting was, back in 2022 when I came to the converting corporate event, you talked to us about the changing market being on the horizon post COVID." — Jo Twiselton 00:06:3100:06:44 Finding Balance in Career Growth: "It's understanding a little bit and making sure that you recognize what really works for you and what really floats your boat at certain points in your life." — Jo Twiselton 00:23:5700:24:38   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

I am delighted to introduce you today to Ros Audoin, the dynamic CEO of Future Edge Group which is a leadership development firm. Ros is a multilingual executive coach and is kindly sharing her transformative journey from B2C sales to thriving in the corporate arena.  Ros discusses her personal and professional growth and shares her strategies on diagnosing client challenges, co-creating tailored solutions, and cultivating long-term relationships.  Jess and Ros highlight the significance of foundational strategies, the power of effective questioning, and the importance of community and support in achieving lasting business transformation.   In this episode I’m sharing; Decision-making, adhering to processes, and allowing space for transformation Understanding corporate dynamics and overcoming nervousness with corporate clients Learning to love sales and developing genuine intentions to assist clients Problem-solving for companies in business-to-business sales Diagnosing challenges and conducting assessments before providing solutions Evolving company cultures and initiatives like lunch and learns Importance of investing in personal growth for business success   Key Quotes;   The Foundation of Success: "These boring things that you do behind the scenes, they're actually the foundation for the big things that you celebrate later. Going back to that whole planting a tree situation, for example, there's not 400 ways, you sow the seeds, you water it, it grows. Right? If you want 400 trees, you have 400 seeds or more." — Ros Audoin 00:17:2400:17:31 00:42:4900:43:07   Letting Go of Corporate Stress: "I'm just going to let go of the stress and nervousness of this is corporate and just really focus on how can I help this organisation." — Ros Audoin 00:09:00:09:2434   Transformative Team Development: "So having a conversation around what they perceive the problems to be and really trying to help them see that a more immersive experience for their team would actually bring bigger transformations than just a training." — Ros Audoin 00:20:5000:21:09   The Power of Insider Insights: "The more information you have about the organisation from an insider, the better the experience you can create for your clients." — Ros Audoin 00:29:3100:29:38 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

Have you ever wondered why celebrities are selling to corporate clients and why they might not be the best fit for corporate organisations? In today’s episode we’re questioning the qualifications of high-profile personalities who are delivering well-being services to businesses resulting in huge entrepreneurial successes. Leaving you to ask the question ‘what advantages can professionally certified experts bring to the table instead’ and why you need to develop a robust sales process to open corporate doors. Interestingly, we’ll be understanding the history of celebrity brand partnerships, the challenges faced by regular entrepreneurs in this space, and why authentic expertise should never be overlooked.  Jess also shares tips on leveraging summer downtime to reflect on your goals, build quality conversations with key stakeholders, and generate valuable referrals. Plus, stay tuned for exciting updates about inbound lead generation, upcoming case studies, and special offers in the C Suite ® program.  In this episode I’m sharing; Whilst celebrities might have star power, clients with professional certifications and genuine expertise offer greater value and tailored services to corporations. Developing a strong and effective sales process is crucial. Focus on quality conversations with the right stakeholders to build lasting influence and generate valuable referrals. How, by learning from both celebrities and industry experts, you can refine your personal and professional development strategies to seize corporate opportunities. As we approach the summer months, take this time to reflect on your sales strategies, client relationships, and your ambitions for Q4. Prepare for an engaging September sprint with dedicated support from Jess!   Key Quotes;   "I think we should have a bit of a conversation about celebrity culture and why celebrities are making that decision to move into more corporate partnerships rather than necessarily just being sponsored by companies to wear their clothes or being paid to endorse products." — Jess Lorimer 00:13:0900:13:27    "We have this rise in celebrities endorsing things or creating products and programs and services that are about their own lived experience and not necessarily because they have any other expertise." — Jess Lorimer 00:16:5000:17:04   "So, yes, there is an uneven playing field, because it is easy for organisations to buy from celebrities. They talk a lot more about what they're doing for a start, and they are usually quite happy to leverage any relationships that they may have themselves, that their publicist may have, etcetera, to get into organisations." — Jess Lorimer 00:18:4700:19:10 "I've had lots of conversations with people who have huge audiences but who want to create more reliable revenue streams, who are tired of some of the things and experiences that they're having in the online world." — Jess Lorimer 00:28:4000:28:56 "I've actually got a really, really cool newsletter planned in August for you about the way that you can focus on raising your prices and why you shouldn't be afraid to be a premium resource for corporate clients." — Jess Lorimer 00:02:2600:02:39 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

If you’re still undecided about joining The C Suite ® or aren’t sure if the timing is right just now then today’s episode is specifically for you! I’m giving you the top five reasons why you should be joining The C Suite ® and more importantly why you should join before September this year! I’m sharing incredible results which have already been achieved by past C Suiters, discussing how the new UK Government pledges are reshaping corporate spending and how this can influence business opportunities. Also why September is the prime month for selling to corporate. So, whether you’re a small business owner or a seasoned professional, stay tuned for exciting updates on upcoming case study episodes and new content designed to help you build the most effective b2b sales process for Q4. If you're ready to take your corporate sales game to the next level, this is an episode you won't want to miss! In this episode I’m sharing; The top five reasons why you should join The C Suite ® before the September price increase. How to maximise your business and prepare for an epic Q4! The benefits included with The C Suite ® course such as templates, strategies, group hot seat and in-person events. The Importance of being prepared with a good sales process to capitalise on election pledges and industry changes   Key Quotes;   With any new government or any change in political party or any election season with pledges being made, there is money to be spent for organisations and they're also changing priorities for organisations. — Jess Lorimer 00:19:2500:19:41   The Power of Community in Business Growth: If you've ever felt isolated as an entrepreneur or isolated as a coach, consultant, trainer, service provider or a speaker sitting there thinking, “well, I just don't know how people are doing it. Is it really possible?” I’m here to tell you that it is! — Jess Lorimer 00:24:5500:25:12   See this for the opportunity that it is. It really is an awesome opportunity to get a phenomenal experience for the current price in a good market at a good time with excellent sprint tasks and accountability to really build the best business that you can possibly have in Q4. — Jess Lorimer 00:31:2900:31:53   The September Sprint is revolutionising C Suite Training! If you want to kick start your C Suite experience, that is going to be an epic way to do it. — Jess Lorimer 00:12:3500:12:42   If you are thinking of joining The C Suite ® then September is a great time to do it because the market is very, very interesting in September. Companies realise that projects that they thought they would start or head down as a priority haven't been started, haven't been finished, and they're also coming up to a good time of the year to spend their budget as well. — Jess Lorimer 00:18:0500:18:27 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

Today’s episode is shedding light on why a poor pricing strategy could be the very reason that your sales have become stagnant, and also how a poor strategy can impact sales success in the corporate world. As well as sharing why companies need to invest in training, consulting and marketing to thrive in challenging economic climates, I’m also addressing the misconceptions around budget and pricing. Sharing the reasons why September is a prime time to fine tune your pricing and negotiation skills and why focusing on price only can be a red flag. So if you want to explore the importance of understanding client priorities and how to position your services, struggling with setting prices or want to ensure you stand out for delivering value, this episode is packed with actionable strategies you won't want to miss. In this episode I’m sharing; Why companies must invest in crucial areas such as training, consulting, coaching, and marketing to remain competitive across varying economic conditions. These investments help growth and transformation within the business. How you can set clear and realistic pricing by understanding your client’s expectations and priorities.  Why September is a strategic time to sell to corporates and the chances of closing deals may be higher as companies are often preparing for new fiscal quarters. When sales revolve around price, the process tends to shift towards volume and convenience, detracting from the emphasis on quality and a more superior service. This shift can undermine your brand and long-term client relationships.   Key Quotes;   Good clients are not just focused on price. They are focused on those other qualitative and quantitative results that come as a result of hiring an external coach, consultant, speaker, trainer service provider. — Jess Lorimer 00:21:0900:21:28   Overcoming Pricing Anxiety in Business: And you think that price is the issue because price is the thing that you feel least confident about. So you don't feel confident in your own pricing or in your own negotiation skills. — Jess Lorimer 00:17:0100:17:10   What other people think of my prices or of your prices are none of your business! And I just want that to be super clear because I see people tying themselves in knots about what their price should be, and it's completely irrelevant to anybody else, and their opinion does not matter. — Jess Lorimer 00:06:0900:06:27   If companies don't spend on training or consulting or coaching or motivating their employees through speaking, or they don't invest in opportunities that would help them market better or communicate better internally and externally, then they know that they will struggle to thrive in good and bad economic periods. — Jess Lorimer 00:10:2100:10:48 It’s a common concern that there is this pervasive, school of thought that if you are an entrepreneur, you should be investing in high ticket luxury retreats, coaching masterminds... — Jess Lorimer 00:12:5300:13:09 Unlock Your Business Potential! We have 10 spaces only for a C Suite ® VIP experience, which includes not only the self study course, the portal, the resources within that which include the strategies, the templates; everything that you need to make your B to B sales process as efficient and as effective as possible. This is the process that hundreds of entrepreneurs have used to sell their own coaching, consulting, speaking, training services into corporates." — Jess Lorimer 00:01:1800:01:48   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

Today we're diving deep into how you can sign an impressive 19 corporate deals in just 6 short weeks. If you're feeling overwhelmed and overworked, particularly from managing a B2C business, this episode is for you. I'll be sharing my journey from feeling responsible for others' results to setting clear boundaries and enjoying client delivery again. In this episode, I'll highlight the importance of balancing both short and long-term revenue strategies for a sustainable business model. We'll discuss the extraordinary outcomes of The C Suite ® Sprint, where participants managed to book 116 business development calls and send out 33 proposals, resulting in 12 sales, despite challenges like holiday interruptions. Not to mention, I'll be giving you insights into the benefits of data-driven sales processes and my move to a new house, which tested my resilience in more ways than one. We'll also cover the various perks of joining The C Suite ® program before August 31st, including hot seat sessions and access to an exclusive in-person day. Get ready to unlock secrets to generating predictable revenue streams and avoiding the feast and famine cycle. Plus, stay tuned for upcoming episodes featuring case studies, B2B sales trends, and sales psychology tips. So grab a notepad, and let's get started! In this episode I’m sharing; How by setting clear boundaries and focusing on group interaction can help in managing personal and professional balance in a B2B business. Why it is important to balance both short-term cash injections and long-term revenue strategies for sustainable business growth. The key benefits of tracking and using data insights in your sales processes. How programs like The C Suite ® enhance a business's profitability, and what critical sales skills are necessary for success in corporate sales. Corporate Sales Success: Booking 116 Calls and 33 Proposals in 6 Weeks. Elevate Your Sales Game: Data Insights and Corporate Deal Strategies   Key Quotes;   Maximise your data usage: "A lot of the time, we don't use the insights. We just track the data almost out of habit, and then we end up not using it." — Jess Lorimer 00:02:1300:03:23   Data driven success: "Data driven sales processes make more money, in a much simpler way and are much better at preventing your own burnout as a business owner." — Jess Lorimer 00:28:5800:29:10   "Maximising sales potential": "You want to have a B2B sales process that works, that is efficient, that you don't have to think about but you can scale using team members as and when you want to." — Jess Lorimer 00:31:5700:32:08   Self-Worth and confidence in sales: "But it is also quite shocking to me the amount of people that I see who would rather spend 6 months to a year trying to figure it out, failing because they're not qualified salespeople, diminishing their self worth and confidence, and then thinking, I don't know whether I can do this." — Jess Lorimer 00:22:4600:23:10 Finding the right business tools: "Sometimes you have to take a little step back and go, what is it that I want to achieve in my business? Am I investing in the right tools or the right resources or the right support to get there?" — Jess Lorimer 00:24:0000:24:10   The importance of longevity in motivation: "About 90 days after being the most motivated version of themselves that they can possibly be, it becomes more difficult to hold yourself accountable and keep doing the things. Because the reality of B2B sales is that it is about progress and following a very clear process and just doing the things consistently." — Jess Lorimer 00:06:4200:07:07   Focus on immediate solutions to prevent overwhelm: “People can fall into this trap of I'm only focusing on long term revenue. That means I'm only going to present the biggest solution ever to prospective clients, and that can be quite overwhelming for the client." — Jess Lorimer 00:15:0500:15:19 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.

In this insightful episode, we delve into the strategic shift many online business owners are making from B2C to B2B revenue streams. Jess doesn't just offer a theoretical perspective; she draws from her own experiences and substantial investments in her own professional journey.  From her recent visit to Los Angeles to analysing the city's unique approach to opportunity cultivation, Jess's anecdotes blend personal growth with practical business insights and covers the importance of a solid B2B sales process, the value of impactful networking events, and how transparency and persistence can redefine your sales strategy. "Wintering in LA" isn't just a dream—it's a blueprint for opportunity! Jess also shares how the city's open, transparent approach to networking transformed her sales mindset. It's all about embracing opportunity boldly. So if you’ve ever wondered how to supplement your B2C revenue with high-paying, predictable corporate revenue - tune in!  In this episode I’m sharing; Transitioning to Corporate Revenue Streams: Tips for Success and Networking Enhancing B2C Income with Corporate Sales: A Strategic Approach Insights into B2B Sales: Tight Processes and Corporate Revenue Opportunities Moving Beyond B2C: Strategies for Successful Corporate Client Engagement Boosting Corporate Sales: Networking, Investments, and Mindset Shifts Debunking Sales Stigmas: Transparent Approaches to B2B Success The Power of In-Person Events for Corporate Revenue Growth From Masterminds to Corporate Sales: Building Networks and Seizing Opportunities   Key Quotes;   Seizing Opportunities in Los Angeles: "In Los Angeles, it is super normal for people to very transparently ask for opportunities." — Jess Lorimer 00:17:3700:17:44   Navigating Opportunities in LA: "A lot of people are working in spaces where they feel like they might meet people who are able to cultivate those opportunities or whether they're going to be able to have more of those opportunity cultivating conversations, which I think is very cool." — Jess Lorimer 00:19:5300:20:11   Maximise the Return on Networking: "If you're going to go to an event make sure that it is going to be something that is going to generate a return on investment for you. Not just in terms of what you're learning but in terms of who are you spending time with? And how is that helping you move forward?" — Jess Lorimer 00:12:2800:12:45 The New Landscape of Corporate Sales: "With corporate companies, can you show that you are capable of delivering the transformation that you promise you can? Do you go in and do a great job and have a clear upsell process? Do you have a clear B to B sales process where you're able to target new corporate clients consistently, book sales calls consistently, navigate those sales calls competently, and be selling premium price solutions that you actually deliver really, really well to those organisations." — Jess Lorimer 00:34:3700:35:10 The Dark Side of B2C Marketing: "Ultimately, the B2C space had become this kind of cesspit, which is quite a strong word, isn't it? But it had become this kind of cesspit where funnels and not actually delivering what was promised to clients had become the norm." — Jess Lorimer 00:06:3100:06:48   Non-Competitive Networking: "It's a very different energy because it's not, like a kind of competitive, we all have to be the best in the room so that we get the most, you know, clients from the room or that we get the most, like, use out of audience building opportunities." — Jess Lorimer 00:14:0100:14:21 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

Have you ever wondered if you could secure future revenue by selling your services now for delivery in the months ahead?  In this episode, we’ll break down the concept of forward selling and why it's not just for B2C markets. We’ll discuss how to manage client expectations, the importance of understanding seasonal trends, and the necessity of building a robust sales pipeline. Join me as we dive into the nuances of this sometimes misunderstood sales strategy, and learn how forward selling can lead to predictable and scalable revenue. We'll also tackle common objections from clients and sellers, and I'll share practical tips on tracking and measuring your sales performance. Whether you have been selling to corporate clients for years or are relatively new to the game, this episode is packed with insights to help you think creatively and strategically about your sales approach. Plus, stay tuned for a special discount code for our recommended sales tracking spreadsheet tool and hear what we have planned for upcoming episodes, including lessons from the C Suite ® and insightful case studies. So, get comfortable and get ready to transform your sales strategy with forward selling!   In this episode I’m sharing; Enhance Corporate Sales with Forward Selling Techniques Addressing Objections in Forward Selling for Corporate Sales Success Future-Proof Your Sales Strategy with Forward Selling Understanding transformation and timing for effective sales. Understanding, confidence, and competence in successful forward selling. How a clients' limited expertise can lead to problems. Worries about forward selling and client management. Forward selling maintains predictable and scalable revenue. Boost Revenue Predictability in Corporate Sales Addressing Objections in Forward Selling for Corporate Sales Success How to Predict Corporate Sales Revenue   Key Quotes;   How to Track Your Revenue Accurately: "Make sure you do. You can still purchase the spreadsheet in the link below. It is a fantastic resource for making sure that you're tracking your revenue accurately and making sure that next year you'll be able to go back and look at your data and figure out exactly what's gone well, what hasn't, what's been the most profitable, what has needed additional work that perhaps you didn't expect." — Jess Lorimer 00:01:0100:01:27   Effective Client Engagement Strategies: "You can forward sell to anybody, but you must have that understanding of what the transformation is that you're adding and also those topical and seasonal understandings so that you're selling the right things at the right time." — Jess Lorimer 00:36:5600:37:09 "Mastering Forward Selling": "Making sure that you have developed the confidence and competence to manage client expectations and adjust them when necessary, making sure that you are confident in your own sales values." — Jess Lorimer 00:40:0700:40:19   **The Best Time to Forward Sell in Corporate Sales**: "If you are somebody who's been selling and delivering consistently to corporate clients for 1 to 2 years, you’ll have a good understanding of the transformation that you provide to corporate clients and the seasonal or topical reasons that they usually look to buy. You should absolutely be forward selling and should be improving your skills in those areas." — Jess Lorimer 00:27:4400:28:09 **The Challenges of Forward Selling in B2B Sales**: "A lot of business owners who are selling to corporate do not have enough in their pipeline so it's completely normal to worry. What if they go away and find somebody else who can do it quicker because I'm not available?" — Jess Lorimer 00:21:5100:22:04 "The interesting thing about forward sales in the B to B space is that the people who have objections around forward selling are the people that we wouldn't expect to which is us as sellers." — Jess Lorimer 00:20:2800:20:40   "I would absolutely encourage you to go away from this episode feeling super inspired and motivated to do forward sales activity and also think about some of the triggers that may stop from doing so or that may cause obstacles for you." — Jess Lorimer 00:13:2700:13:43   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.