Selling To Corporate podcast

STC047 How to know if Converting Corporates is right for your business this year

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Have you been thinking about attending the Converting Corporates event this September? If you’ve thought that it might be the right fit for you - but you have a few unanswered questions about how it could help you to build your corporate revenue stream and scale your B2B sales in the final quarter of 2021, then this episode is for you!

I’m pulling back the curtain so that you can understand exactly who Converting Corporates 2021 is for - and how it can help you have the most profitable quarter in your business this year. It’ll walk you through the sessions that we’re running - and how they can help you to define your B2B sales USPs, learn and practice your consultative sales skills and make sure that you’re able to confidently and competently sell more to corporate clients.

 

In this episode, I’ll be sharing;

 

  • Why dragging prospects through the sales process doesn’t work - and what to do instead. (03:36)
  • Why Converting Corporates 2021 will be an in-person event, based in London. (07:01)
  • The key difference between business training events - and the Converting Corporate workshops. (09:41)
  • Who should be attending the Converting Corporate 2021 event. (11:00)
  • The ARQ framework - and why I’ll be teaching it for the first time ever outside of The C Suite ® and my private clients so that you can confidently navigate every client interaction in the best possible way. (11:54)
  • Who isn’t the right fit to attend Converting Corporates this year - and what you can do instead. (12:55)
  • Why we focus on immediate action taking at Converting Corporates - and how we make it simple for you to implement, practise and see fast results. (20:01)
  • Understanding when/ why you need to practice your business development calls. (22:19)
  • Why pitching shouldn’t be the main focus of your B2B sales strategy. (27:05)
  • Session overviews and how they’ll support you to make more B2B sales in the final quarter of 2021. (28:44)
  • The types of organisations you can apply these sales techniques to. (32:19)
  • Why these sales techniques are used by both our small business owner clients and large scale sales teams. (35:34)
  • How we’ll be ensuring a Covid-secure event environment. (36:37)
  • What to do if you’re worried about attending the event as a solo participant. (38:36)
  • Socialising at Converting Corporates 2021 and how it can benefit your business. (41:23)

 

As always, if you have any questions about the event, please feel free to email Jessica@JessicaLorimer.com and I’ll be more than happy to answer your questions personally. And if you’re ready to grab your ticket? You can grab one of our last places here: https://selltocorporates.com/converting-corporates-2021/  



Key Resources Mentioned in this Episode:

 

Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/  

 

Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite

 

Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle

 

How to leave a review - http://bit.ly/howtoreviewmypodcast

 

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession

 

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: https://bit.ly/top-5-business-development-questions




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    STC050 Having in-house capability? Will that really stop you selling your services to corporates?

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    Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   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: https://bit.ly/top-5-business-development-questions  
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    STC049 Common worries when selling B2B (and how to stop panicking and start selling!)

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    ** Prices for Converting Corporates 2021 tickets go up at the end of July! Grab yours now using the link below **   Have you ever procrastinated when it comes to your B2B sales strategy? Perhaps you’re starting out and thinking about all the things that you need to have in place… worrying about websites, busying yourself with branding and panicking about your positioning? Or maybe you’ve been selling to corporate companies for a while … but you’re taking it up a gear and worrying that you need to have lots of other elements in place before you can progress?   It’s totally normal to worry. And it’s normal to have a whole bunch of fears when it comes to shifting your business and sales strategies. But - you don’t want to be worrying about problems that aren’t happening… or stressing over things that don’t make a difference right now.   That’s why I’ve recorded this episode - to break down exactly what the most common worries are when selling B2B - and whether or not you really need to spend your time stressing about them!   In this episode, I’m sharing;   The one thing that every business owner worries about (and why it infuriates me!) (08:19) What your website really means to prospective corporate clients (09:22) Why business courses are steering you down the wrong path when it comes to B2B sales priorities (10:48) Why inexperienced salespeople see the same objection time and again - and why it’s not real! (13:58) Whether SEO really forms a part of your B2B sales strategy (15:45) The most effective sales tool in my business - and why you should be prioritising it right now (17:30) Why everyone needs to work on their foundational sales processes. (19:03) Whether pitching is really going to be a problem for you - and how you can overcome your concerns (20:52) The two types of pitching that you should be preparing for to sell to corporates. (21:30) How practise genuinely does make perfect when it comes to your sales process. (23:57) Why pitching isn’t where the sale really happens - and what you need to think about instead. (25: 08) How clarity can help you get more B2B clients, quickly. (27:03) Why you shouldn’t ever tell a client ‘what you offer’ - and how it’s losing you sales each week. (29:48) How generic solutions are keeping your revenue stuck. (32:10) Why ‘build it and they’ll come’ doesn’t work for corporate clients. (36:16) How expensive mistakes are made when it comes to corporate course creation - and how you can avoid it. (37:49) Why it’s always integral to get opinions from qualified, external sources - and avoid working in a vacuum. (39:09) How to know which offers will work… and which won’t! (40:43) Why corporate clients are happy to wait for services that work. (42:33) How experienced business owners are working with incomplete foundations - and how it’s keeping them stuck. (46:22) Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   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: https://bit.ly/top-5-business-development-questions
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    STC048 Why clarity is the secret element that's stopping you making B2B sales

    40:34

    Are you spinning your wheels when it comes to selling your services to corporate companies? Perhaps you’re waiting to get all your eggs in a basket… and you’re constantly thinking about what you should sell, which products/ services to offer, how you’re going to approach companies… and not actually moving forward and landing corporate deals? Or maybe you’ve been selling your services for a while… and you’ve been trying to scale but it’s not happening in the timeframe you want? Spoiler: If you’re experiencing those things, then clarity - or lack of it - is definitely one of the reasons that you’re in a muddle. So grab a cup of coffee and take a listen because in this episode, I’m sharing how gaining clarity is nothing to do with theory and the ways that you’ll be able to use it to make more sales, more quickly…    In this episode, I’m discussing;   Why sales ‘experts’ have been getting it wrong when they tell you that sales strategy has to come first. (06:51) How sales trainers typically get a bad rap in the corporate sales world - and the difference that makes for you. (08:12) Why you need to be a salesperson first and a business owner second. (20:00) The secret signs that indicate you’re avoiding the B2B sales process - and why it’s hindering your growth. (21:11) How making sales is nothing to do with the buyer… and why you have much more control over the sales process than you think. (23:10) Why you’re overthinking clarity - and what you can do to change that so that you get better results. (25:24) The vicious cycle that lack of clarity brings. (26:32) Why theory is keeping you from getting any kind of clarity - and holding up your sales cycle. (28:17) Why thinking too far ahead is stopping you from making progress right now. (30:58) The two areas of clarity that you need in order to start taking action and seeing immediate changes in your business. (33:30) How mapping out theoretical products and offers are keeping you stuck. (35:36) How getting clarity will stop you worrying about your elevator pitch - and help you improve all of your negotiations. (37:34) How your messaging isn’t just your written content - and the difference it makes to your close rate. (38:46) The biggest business investment I ever made - and why the first part benefitted me most. (40:11) When you need to revisit getting clarity in your B2B sales process. (41:37) Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   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: https://bit.ly/top-5-business-development-questions
  • Selling To Corporate podcast

    STC047 How to know if Converting Corporates is right for your business this year

    44:22

    Have you been thinking about attending the Converting Corporates event this September? If you’ve thought that it might be the right fit for you - but you have a few unanswered questions about how it could help you to build your corporate revenue stream and scale your B2B sales in the final quarter of 2021, then this episode is for you! I’m pulling back the curtain so that you can understand exactly who Converting Corporates 2021 is for - and how it can help you have the most profitable quarter in your business this year. It’ll walk you through the sessions that we’re running - and how they can help you to define your B2B sales USPs, learn and practice your consultative sales skills and make sure that you’re able to confidently and competently sell more to corporate clients.   In this episode, I’ll be sharing;   Why dragging prospects through the sales process doesn’t work - and what to do instead. (03:36) Why Converting Corporates 2021 will be an in-person event, based in London. (07:01) The key difference between business training events - and the Converting Corporate workshops. (09:41) Who should be attending the Converting Corporate 2021 event. (11:00) The ARQ framework - and why I’ll be teaching it for the first time ever outside of The C Suite ® and my private clients so that you can confidently navigate every client interaction in the best possible way. (11:54) Who isn’t the right fit to attend Converting Corporates this year - and what you can do instead. (12:55) Why we focus on immediate action taking at Converting Corporates - and how we make it simple for you to implement, practise and see fast results. (20:01) Understanding when/ why you need to practice your business development calls. (22:19) Why pitching shouldn’t be the main focus of your B2B sales strategy. (27:05) Session overviews and how they’ll support you to make more B2B sales in the final quarter of 2021. (28:44) The types of organisations you can apply these sales techniques to. (32:19) Why these sales techniques are used by both our small business owner clients and large scale sales teams. (35:34) How we’ll be ensuring a Covid-secure event environment. (36:37) What to do if you’re worried about attending the event as a solo participant. (38:36) Socialising at Converting Corporates 2021 and how it can benefit your business. (41:23)   As always, if you have any questions about the event, please feel free to email Jessica@JessicaLorimer.com and I’ll be more than happy to answer your questions personally. And if you’re ready to grab your ticket? You can grab one of our last places here: https://selltocorporates.com/converting-corporates-2021/   Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   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: https://bit.ly/top-5-business-development-questions
  • Selling To Corporate podcast

    STC046 Why your B2B sales process is stuck (and how to fix it!)

    42:20

    Most entrepreneurs who are getting stuck selling their services to corporate, tend to get stuck for two reasons.    Because they’re missing a key component in one (or more) sales areas. Because they don’t know how to accurately diagnose their sales issue and therefore don’t end up fixing it correctly.   One of the biggest problems I see entrepreneurs make, is self-diagnosing their B2B sales issues… because it often means that they end up mis-diagnosing the issue and causing more problems than they originally were trying to solve. That’s why I’ve finally recorded this diagnostics episode - so that you can more accurately diagnose your B2B sales issue - and start using the correct resources to improve your results. (And yes… I do caveat in the episode that if you need tailored diagnostics, to get in touch. It really is important to get the right advice so that you don’t cause extra problems. So if you need my eyes / ears to help you diagnose, email Jessica@JessicaLorimer.com with the headline mentioned in this episode!)   In this episode, I’m sharing;   How to know if you’ve got a sales issue in the first instance (and finding an accurate way to measure!) (02:10) Why time off/ rest time is integral to avoiding B2B sales issues (05:19) Why this episode should not be used as general business advice (and what to use instead!) (09:31) The skills you’ll need to rely on for accurate B2B sales diagnostics (11:17) How companies and courses are failing service based entrepreneurs with poor sales diagnostics (13:04) How entrepreneurs can often get caught up in fixing the wrong issues… and how your comfort zone is stopping you from accurately diagnosing your B2B sales issues (15:13) A key reminder: Why diagnostics alone will not help you fix your sales struggles. (16:47) The immediate results you see with accurate sales diagnostics in place (19:19) How often you should be reviewing your B2B sales process for best results (21:00) The first indicator that you need to troubleshoot your B2B sales process (21:57) Why it’s business critical to diagnose sales issues swiftly - so that you can avoid the painful consequences of ‘head-in-the-sand-itis’. (24:13) How you can use the proven 5 Step Selling to Corporate ® framework to support your sales diagnostics. (25:08) Understanding how to find the real issue at play. (27:24) Avoiding self criticism when diagnosing your sales issues - and why it’ll help you. (28:42) How to find out which sales phase is failing your B2B process. (30:09) Qualifying your sales issue to understand if it’s the most pressing problem to solve (31:14) Using your diagnostic results to fix your sales issue (33:08) The three areas you need to focus on / use in order to fix your sales problems. (35:44) Understanding the real consequences of delaying your sales diagnostics/ troubleshooting. (39:17) Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   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: https://bit.ly/top-5-business-development-questions

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