The #1 piece of content you'll ever need to convert corporate clients

Are you struggling to convert your corporate leads into clients? In our latest Selling to Corporate ® podcast episode, I reveal the number one piece of content you truly need: a corporate newsletter. Instead of getting lost in the endless cycle of social media posts, focus on a well-crafted newsletter to book sales calls and engage decision makers. It's a game changer in the B2B world! Whether your list is big or small, this strategy can transform your sales pipeline. Tune in today and discover why content on LinkedIn won't pay your bills—but the right newsletter strategy just might!   In this episode I’m sharing; Why corporate newsletters are your best tool to book sales calls How to avoid content traps and leverage corporate newsletters for sales conversions Common misconceptions about corporate newsletters The importance of content in corporate sales Why you should attend this year’s Converting Corporate Event   Key Quotes; "A corporate newsletter done well is actually one of the best sales tools that you can have in your business B2B." 00:17:4800:17:54 "Your list size is irrelevant when you're thinking about your corporate newsletter because these are people who are actively engaged in your area of specialism and who are most likely to pay you." 00:24:4000:24:54 "Having a newsletter, however you choose to create, is integral for your business. It's absolutely integral for booking sales calls with people who have not yet converted." 00:35:2600:35:38 "No; creating endless amounts of content is not going to help me make cash." 00:16:0300:16:08  "You are never going to have to post again on LinkedIn if you don't want to. And you're going to do something else that is much, much better and actually going to book you sales calls with qualified stakeholders." 00:03:4600:03:56 "If you are not booking five or more qualified sales calls a month with prospects in the corporate space, you, a, need a newsletter, and, b, really need to be working on improving your sales strategy." 00:27:2700:27:40   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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 was so excited to record today’s podcast on whether you should be hiring a salesperson to build your B2B revenue! It may be a slightly controversial topic but stick around to learn about the practical reasons why hiring a salesperson might not be the right move for your business at this stage, the high costs and risk factors involved, and how to ensure a successful onboarding process if you do choose to hire.  If you’ve been considering adding a salesperson to your team or have already done so with less-than-stellar results, then tune in. I’ll also be addressing the frustrations many business owners felt last year about generating revenue and the challenges of building out a sales process and helping you to understand the key considerations you need to take into account before making the decision as to whether you should hire a salesperson to build your B2B revenue! Plus, I’ll share how and when to invest in your own sales skills through resources like The C Suite ® to build a proven, metrics-driven sales process that sets your business up for scalable success. In this episode I’m sharing; Should you hire a salesperson to boost your B2B revenue in 2025? The pros and cons of hiring salespeople for small business success Is hiring a salesperson the right move for your growing B2B business? Key considerations before hiring a salesperson for your coaching or consulting business Building a proven sales process before hiring and essential tips When to hire a salesperson and when to train yourself instead Common pitfalls in hiring salespeople for small businesses Why you might want to rethink hiring a salesperson right now The high stakes of hiring salespeople for a small business under 150k revenue Effective sales process training: Your path to hiring success Key Quotes; "When coaches and consultants and service-based business owners generally are thinking about hiring a salesperson, they can be so caught up in the fact they just don't want to do sales activity, or they just hate sales and want to get rid of that job, that they don't necessarily, prepare in the best way for having a salesperson." 00:14:1900:14:40 "So if you're somebody who is generating less than 150 k a year in revenue yourself for your own business, then a salesperson probably shouldn't be top of your list for hiring." 00:03:5800:04:10 "It doesn't matter what you call a salesperson, whether you're saying that you want a closer or a new biz development exec or an account manager, unless you know what skills are required in those roles and how to interview to find out whether those people have those skills, it's going to be a very, very time consuming lengthy process." 00:29:1100:29:39 "What you will find is that the best salespeople out there are usually the most expensive. So unless you've got something that is going to help set them up for success right from the beginning, you could end up paying a very, very high salary, a very high monthly cost for somebody who arguably could have been absolutely phenomenal, when working for a large company where they were adequately supported." 00:34:2900:34:58 "Most companies will actually give salespeople, new salespeople, a grace period where they don't actually have to bill or they don't expect them to bill." 00:18:2700:18:37   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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 sharing the significant changes coming to The C Suite ® and what this means for your sales strategy. I'll also be sharing how the changes to The C Suite ® can help you future-proof your business.  Whether you're a coach, consultant, speaker, trainer or a done-for-you service provider, this episode is packed with actionable advice to help you navigate the shifting landscape and ensure your sales process is set up for success in 2025. So tune in and get ready for some valuable sales lessons and tips for your business! In this episode I’m sharing; Sales Process Insights: Learn the key aspects of your sales process that need attention. The importance of future-proofing your business, are you prioritising the right aspects to sustain and grow your B2B revenue? Changes in the C Suite ® for 2025 and boosting your B2B sales revenue Companies cut staff, hire external suppliers Building a strategic sales mindset Key Quotes;   "To inspire, to see people motivated and engaged and excited about trying new sales activities and seizing opportunities and doing the right things for their business, for their revenue, for their families. Right? That's why most of us start businesses."00:10:4500:11:01 "The market has shifted politically and economically which means that, with more redundancies come more people who are freelancing or going into freelancing and will be trying to sell their own consulting coaching services back into companies they already worked with. Which will mean more competition for people like you, who have been trying to sell to corporate." 00:23:5400:24:18 "If you're somebody who is incredibly self motivated, driven, knows that once you've got the strategies and techniques, you're really, really good at making that time to implement, then the self study is absolutely for you.” 00:34:3500:34:49 “If you're somebody who is feeling overworked, overwhelmed and you want to be working with organisations in a strategic or a more long term, higher price point way, you want to be thinking about sales mindset and how you can create a more predictable pipeline so that you're not actually worried, or having that kind of fear around losing clients because you raise your rates or because you set boundaries with them. Instead work on that resilience piece and put in place practical pipeline driving methods that are going to help you sign sales on repeat where you don't have to worry about them." 00:45:4900:46:28 "So if your sales are taking longer than that to go through, particularly if they're lower than a 100k, you have a sales problem or part of your sales process isn't working as it should."00:41:4600:41:57   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.

Welcome to 2025! If you want to start the new year with a new sales process, tune in and start your sales year in a positive way for 2025! So, say goodbye to the negativity surrounding sales and social media comparisons—2025 is the time to focus on creating the best outcomes for our clients.  I’m sharing how to become more strategic and efficient with sales activities, including my goal to achieve a 20-hour work week by setting realistic, SMART goals, taking accountability for our actions and mindset and adding valuable yet simple practices like maintaining a gratitude journal. Plus, I’ll touch upon some exciting upcoming events and new trends in B2B sales, share my personal goals, and offer a free "new year sales audit" to help you identify your strengths and areas for improvement. So, let's gear up for a transformative year ahead and make 2025 our most successful year yet! In this episode I’m sharing; SMART goals and strategies for 2025 success Establishing clear, honest, and helpful communication to facilitate informed decisions for your prospects Strategic efficiency - Learn how to optimise your time while maximising results. Resilience against rejection - I’m sharing my strategies for building resilience and leveraging rejection as a stepping stone to success. Transparent communication Stay positive!   Key Quotes;   "Just set those SMART goals that are going to actually feel real, and that you can commit to for the year ahead." - 00:12:0600:12:12 "An important topic that I am going to be covering later in the quarter on the podcast is the trends that are going to be seen in the B2B sales space this year because it is going to be changing with the rise and influx of new people starting to realise that the corporate sales space is actually super lucrative and really, really impactful." - 00:02:5900:03:26 "I'm prioritising or continuing to prioritise transparent and empowering sales communication that helps my prospects make informed decisions." - 00:18:3600:18:47 "If you're listening and you're somebody who's maybe been a bit afraid of succeeding in the past because you're worried that if you succeed you'll end up with too many clients, too much overwhelm, just too much going on. Pair it back and start trying to flip the switch and think about how much you enjoy those experiences and how you can be more intentional about what you create, how you can run a sales process that allows you to create those experiences without overwhelm." - 00:24:2600:24:53 "I think a lot of people really had challenging experiences in 2024 when it came to sales, in general, whether that was B2B or B2C. I think that a lot of people had very difficult personal and professional challenges that they experienced in 2024, which really took their toll, mentally." - 00:05:4700:06:09 "Having goals and setting them in the way that works for you is an integral part of your sales journey. Because it's kind of like getting in a car without having a destination planned." - 00:07:4500:07:59 Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.  

As we wrap up another incredible year, I'm really excited to share the final episode of Selling to Corporate ®of 2024: 3 lessons learned from supporting corporate clients in 2024, the importance of a robust sales process, the joy of working on large customised projects and the benefits of consistent daily sales activities to avoid that feast-famine cycle.  This year has been a journey filled with invaluable insights, high-impact projects, and the joy of seeing our community thrive. I want to thank each of you for your continued support and engagement. Your feedback is invaluable, please keep sharing your thoughts to help shape future podcast episodes. Wishing you a joyful holiday season and a prosperous New Year! In this episode I’m sharing; Insights and trends for 2024 sales success. Exciting new projects in business development coaching. Embrace effective sales processes for future success. The importance of consistent daily sales activities to avoid the feast-famine cycle. The importance of a solid sales process, particularly during market shifts. Consistent communication styles across different client types. Importance of adapting sales processes to market changes, especially with increasing competition in 2025. Key Quotes; "Part of my job and probably the biggest part of my job is to identify new trends and opportunities to companies so that they can support their sales staff in increasing their performance by a couple of percent." 00:08:4600:09:00 "As a business owner, it's very easy to fall into that feast famine sales cycle where you end up with a lot of work and a lot of delivery at one point, and then you're too burned out, tired and overwhelmed to do any kind of business development." 00:26:4000:26:56 The Hidden Danger of Ignoring Sales Training: "Over 80% of people said that they wanted to increase their revenue in 2025, but there was such a high percentage of people who said that they don't invest in sales training, that they haven't historically allocated budget for sales training for themselves, and that they have not set a sales training budget for themselves in 2025." 00:35:5900:36:15 Investing in Success: "There is a big difference between, for me, investment and expense. And I think a lot of people as new business owners or business owners that have been in less than 5 years, look at investments like expenses. And so if you're thinking about any investments, whether it's sales training or anything else into your business next year, you need to be thinking not in terms of the initial cost, but in terms of what you think you're going to get back, what skills you're going to bring in." 00:40:2200:40:34 "Love Your Sales Process in 2025": "So in 2025, regardless of what else you do, you need to learn to love your sales process. You need to learn to put something in place that's going to work for you, for your business, for your capacity, for your personality, so that you can get the results that you want." 00:49:2600:49:42   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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 I’m hosting a festive, Christmas-themed special! I’m wearing my holiday jumper and eagerly awaiting my post-detox French wine treat and I can't wait to reveal the C Suite ® upgrade with you all! Market dynamics have been shifting so we’re adapting, which is the reason for the exciting new upgrade! The revamped "C Suite ®" program has been designed to cater to diverse learning styles - featuring a self-paced version and an enhanced, community-focused option. Plus,there are some special offers available until December 31st and bonuses to kickstart your success in Q1. So tune in if you want to stay motivated and prepare for a prosperous 2025 and don’t forget to join my email newsletter list for exclusive updates. In this episode I’m sharing; The C Suite ® revamps for 2025 revealed Enhanced learning and community focus for the New Year Future-proofing your sales Transform your sales strategy   Key Quotes;   "So the main reason that I've decided to change The C Suite ® is because over 2024, I've noticed that learning styles just aren't being catered to." 00:15:3100:15:43 "Some people are looking to be either completely self paced to be able to do things at their own speed and not have to be accountable to anybody else other than themselves, and other people want more accountability. They want more time in a room with me. They want taught implementation sessions where they are focused for days at a time on working on their business instead of being in the trenches in it and reacting to everything as it comes in." 00:23:2200:24:00 "Everybody who's been selling digital courses knows that it has become more and more difficult to get people to implement those digital courses." 00:13:2300:13:32 Exciting New Opportunity for 2025: "I am genuinely excited about it. It means I get to be in a room with a limited number of people next year to support those people who want more accountability, more community, to get more of my brain, and spend more time actually implementing and executing, feeling really confident." 00:26:5300:27:59 "The C Suite ® in the market has one of the highest completion and success rates of any course that I can find." 00:08:0100:08:08   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.

As we’re heading into the critical sales planning season for 2024, I want to help you create a sales plan that genuinely works for you and your business. I'll be sharing the reasons why many entrepreneurs struggle with their annual plans, why many sales plans fail and how you can avoid these pitfalls. Whether you're overwhelmed with the thought of planning, struggling with metrics or simply lacking accountability this episode is designed to guide you through creating a plan that isn’t just pretty on paper but is also actionable and effective. Plus, I’ll give you a sneak peek at some exciting changes coming to The C Suite ® in 2025 so tune in and let's get your sales planning on the right track! In this episode I’m sharing; Essential sales planning tips for 2024 Why your sales plans fail and how to fix them The secrets to creating successful sales plans for 2024 Streamline your sales planning strategy for the 2024 season How to develop a sales plan that actually works Overcoming common challenges in sales planning for 2024 The key elements of a winning sales plan for 2024   Key Quotes;   "The online education space has really done people dirty because it's talked about planning like it's something that is generic and doesn't need to be customized to you, to your personality, to your capacity, your time, and ultimately, your strengths." 00:05:2100:05:37 "If you're just creating a sales plan with little to no foundational understanding of how a B2B sales process works and little to no understanding of being able to troubleshoot your existing sales process, it can be really hard to create a plan that actually works." 00:08:0300:08:14 "I believe strongly in things like resilience, grit, being open to spotting opportunities, and actually a lot of things that are similar to money mindset. But you know what I don't believe in is increasing your sales goal by, like, a 1000%, without any kind of data to show that that has the capacity to happen, or that you have the capacity to execute a plan that would lead you to doing that." 00:12:1400:13:23 "We also have to consider the reality that for any plan, you need to know what numbers you're working with, what metrics you're working with and that's where people can go a little bit awry." 00:13:5000:14:05 "It's kind of like knowing that there's something wrong with your car and not being a mechanic. So you’re just pulling out a load of random wires and plugs and hoping for the best. That's what happens when people plan without any kind of foundational understanding of what a sales plan is designed to do and what they want specifically their sales plan to do." 00:06:0500:06:33 "If you are on our email list, you will have heard and seen signs that The C Suite ® is changing in 2025 so keep an eye out for an announcement in the next few weeks of how The C Suite ® is going to look in 2025!" 00:18:0400:18:21   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.  

"Who Dares Wins: The Sales Lesson You Can Take from the SAS!” What a great title and, no I am not even remotely thinking about joining any of our amazing Forces but I will be sharing an inspiring lesson from an SAS talk on perseverance and resilience and we'll navigate through personal and professional challenges from this year, reflecting on accountability and the shifts in the B2B market. I’ll also advise on how to not let a neglected sales process become a leaky bucket, draining your resources and potential. If you're grappling with pricing, sales consistency, or just trying to find a balance in scaling your business, this episode is packed with practical advice and support. Plus, I'll be offering a free gap analysis to help you pinpoint and address your sales process issues. I’ll help you to tackle any obstacles head-on and gear you up  to make 2025 a year of growth and transformation! In this episode I’m sharing; How SAS lessons can transform your sales strategy Turning sales challenges into opportunities: Insights from the SAS selection process Overcoming sales hurdles: Lessons in resilience from the SAS Improve your sales process with the SAS mindset Why a Strong Sales Process is Your Business's Best Asset in 2024 Sales Success in 2024: What the SAS Can Teach Us Conquer Business Sales Issues with Strategies Inspired by SAS Resilience Elevating Your Sales Game: What Entrepreneurs Can Learn from SAS Training From Leaky Buckets to Solid Sales: Transformation Tips via SAS Lessons Actionable Sales Insights for 2024: Drawing Parallels to SAS Determination   Key Quotes;   "So the short thing to say is that if in 2024, you've experienced being fearful around making investments of time, energy and of course, money into your sales process, you need to figure out whether or not the fear of staying where you are with your current results is a better place to be than making a chosen investment into an area that you know needs support." - 00:18:4500:19:30 Leaky Bucket Syndrome - "The reality is that when it comes to sales, if parts of your process are broken then you will continue to leak more money out of them. You will continue to have more problems. And it's kind of like a leaky bucket, in that if you don't fix the first hole in your leaky bucket, the pressure of the water becomes so great that you spring more leaks." 00:21:0700:21:32 Work Life Balance Struggles: "I've been in that space where my business wasn't working like I wanted it to. I didn't have the work life balance that I set up my business for and I've been in a job where I wasn't massively valued, and I've been terrified to let go of that because, like most people, I value financial stability." 00:13:3400:13:55 "So from a professional perspective, I'm seeing lots of sales process gaps and sometimes a lot of fear around identifying those gaps and actually plugging them, which is leading to a lot of problems." 00:04:0100:04:17 Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.  

Introducing our amazing guest Lucy Gordon on today’s episode ‘How Lucy standardised her sales approach to generate sustainable revenue.’ Lucy is a financial expert specialising in cash flow management and financial modelling for businesses of all sizes. With a rich background in real estate and a knack for turning complex financial strategies into practical solutions, Lucy shares her journey from struggling with inconsistent sales processes to mastering a standardised approach that has led to sustainable revenue growth. In this episode, we'll uncover why platforms like LinkedIn are more suited for corporate engagement compared to Instagram, the importance of joining supportive professional communities, and how personalising training can make a significant difference. Lucy also provides valuable insights into setting boundaries, improving client communication, and the key to successful negotiation—even when it means facing rejection. Whether you're looking to refine your sales pipeline, develop better proposals, or simply gain more confidence in your business dealings, Lucy's experiences and strategies offer a wealth of knowledge. So, join us as we explore the transformative power of standardising your sales approach and unlocking new opportunities in the corporate world.    In this episode I’m sharing; How Lucy standardised her sales approach to generate consistent revenue and her sales methods explained. How to balance your workload and boundaries to maintain prospects. Learn to identify red flags early and improve the sales pipeline. How standardising reduces errors and the impact of over-personalising proposals on efficiency and evaluation. Being part of a qualified community such as The C Suite ® provides consistent, reliable guidance. Detaching personal feelings from rejections by focusing on fit and why rejection in sales isn't catastrophic.   Key Quotes;   Lucy Gordon -  My issue was that I was not very good at the sales process, I can talk about myself and how amazing I am at financial modelling. But I just wasn't very good at getting consistent sales and setting up procedures properly.   Jess - I think everyone who's an entrepreneur has heard the stat around, like, 90% of businesses fail within the 1st 5 years and most people think it's because their product wasn't good enough or their website didn't look great or something like that. But actually, it comes down to you didn't sell enough, and you didn't plan to have the right cash flow at the right points.   Lucy Gordon - As a solopreneur you're waiting for someone to pay your invoice before you can actually pay yourself. But it's the same with companies, everyone has cash flow issues, and that's the reason so many companies fail. So you need to be able to try and predict when that money is coming in before you start being able to spend other money.    Jess -  I think it's really interesting when entrepreneurs realise that businesses look at cash flow too and prioritise that. And I think it's interesting because most people assume that businesses are just big corporations, they make money all the time so it’s really easy for them.   Lucy Gordon - I had quite bad boundaries with everything that I was doing and that was the other reason for joining The C Suite ®. I needed to make sure that I was being more consistent with my business development and then also putting in those boundaries to say, no. You're not getting all of this time of mine for free. I can't have endless workshops and handover days and stuff because they all take up my time when I should be prioritising other clients and prioritising my BD.   Jess - When we're newer to sales, I think standardising sales processes feel scary because people think, well, I have to make it as personal as possible so that they like me because people buy from people they know, like, and trust. And that just isn't the same in the corporate space, or they feel that personalising everything to within an inch of its life gives more credibility. When it doesn't, it just gives you a sales process ultimately that has a lot of potential leaky gaps that you don't know how to fix because you can't identify what's gone wrong. Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.  

As we approach the end of the year, it's the perfect time to fine-tune your sales strategies for a strong Q4 finish. In this episode we’re uncovering insights from real sales teams about what you must do differently this quarter. We'll explore how sales roles have evolved to accommodate diverse capabilities and lifestyles, the impact of technological advancements on standardised sales processes, and the shift from traditional cold calling to more effective lead generation methods. I'll share lessons learned from working with salespeople, highlight common pitfalls like focusing too much on negotiation over lead generation, and discuss the importance of tailoring sales strategies whilst sharing how to maintain motivation within sales teams. Plus, I'll give you a sneak peek into the upcoming changes to The C Suite ® and our "Converting Corporates" event in March 2025. Whether you're a seasoned salesperson looking to refine your techniques or you are new to the world of B2B sales, this episode is packed with actionable insights to help you close more deals and optimise your sales strategy. So, grab a notebook and get ready to revolutionise your approach—let's jump in!   In this episode I’m sharing; Adapting sales strategies: Read insights from real teams to boost your quarterly performance. Effective lead generation and motivation tips for this quarter on how to transform your sales game. Personalised strategies for diverse teams and how to elevate your sales approach. Sales success secrets on implementing effective strategies and overcoming bad habits. Techniques for motivated sales teams and effective lead generation. Key sales lessons for a successful quarter and enhancing sales performance through tailored strategies. How to focus on revenue-generating activities this quarter. Overcoming sales challenges: Motivation, implementation and standardisation tips for quarter 4. Innovative sales techniques: Adapting to modern methods for higher conversion rates.   Key Quotes;   "The challenging economic period I talked about 2 years ago, 4 years ago, 6 months ago, is here. There is going to be a lot more focus on creating sustainable businesses and sustainable business practices, which is always a good thing." "You need to be thinking about approach, targeting, all these things. And people say ‘oh no that's scary’ and then they either won't do anything because they don't feel confident to implement it alone or they'll invest in a solution that teaches them how to do it." "And the default is always ‘it's probably my pricing.’ So then you end up in this weird spiral where people have something that was working really, really well but then suddenly isn't. They can't understand why they decide it must be the pricing so they lower the pricing and then experience further issues." Why Entrepreneurs Fail to Make Consistent Sales: "Most people are just learning, consuming, and maybe marketing, but they're not implementing." "So if you have been thinking about joining The C Suite ®  for a little while, all I'm going to say is that it would be a good idea to join now or pre January 2025. There will be some exciting changes that are going to make huge amounts of exciting differences not only to our existing participants but also to people who join us in 2025."   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   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.