Selling To Corporate podcast

STC054 How to build your best B2B sales process in twelve months with Ashanti Bentil Dhue

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41:28
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Have you been thinking about what it really takes to revamp your entire B2B sales process? Perhaps you’re new to selling to corporate organisations and want to understand how long it really takes to get fully booked? Or maybe you’ve been selling your services to corporate clients for a while but are stuck in feast or famine… and you’re ready to create a sales process that works for you?

We’ve got a treat in store with this episode - as we’re bringing the fabulous Ashanti Bentil-Dhue onto the podcast to talk about her journey from burning down her B2C business… and building up her B2B sales process, becoming fully booked and setting a new standard for DEI practitioners around the globe.

In this episode, we’ll be discussing;

 

  • How Ashanti discovered the B2B sales world (and the Selling to Corporate ® podcast!) (00:19)
  • Why allyship and creating inclusive teams is a challenging topic in the current landscape (03:07)
  • How cancel culture is changing the conversation for DEI professionals (and what that means for sales) (04:07)
  • How templates have helped Ashanti navigate challenging sales processes (08:53)
  • Why B2B sales requires a ‘different way of thinking’ (11:06)
  • Articulating the transformation; how Ashanti was able to restart her consulting business and generate clients quickly (13:55)
  • Why ‘getting a website’ isn’t the answer to attracting and signing corporate clients. (15:21)
  • Learning how to talk transparently about money (and the benefits of having a supportive community to discuss sales revenue with) 17:58
  • How Ashanti feels that The C Suite ® changed her sales process and her core breakthrough B2B sales moments (21:04)
  • The key changes Ashanti made to her proposals to make them more compelling - and land more corporate clients. (23:59)
  • Prioritising diversity and inclusion; making it a ‘business critical’ matter that organisations must invest in. (26:20)
  • Taking a look at the bigger picture and understanding the greater impact you make when selling to corporate organisations. (30:11)
  • Why companies need to avoid celebrity influencer campaigns and focus on qualified, external suppliers to deliver transformational work. (34:58)



Key Resources Mentioned in this Episode:

 

If you’d like to connect with Ashanti on LinkedIn, just click here: https://www.linkedin.com/in/ashantibd/ 

 

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

Altri episodi di "Selling To Corporate"

  • Selling To Corporate podcast

    STC058 How to map out your 2022 B2B sales strategy without stress or overwhelm

    34:16

    Have you been struggling to set your B2B sales strategy for 2022? Perhaps you’re not sure what you should be including or how to make your corporate sales strategy fit your new revenue goals?  Having a solid B2B sales strategy is integral to the success and growth of your business next year - and getting your strategy mapped out before 2022 means that you have the time to make strong business decisions and create a manageable implementation plan that will help you hit your goals next year without stress or overwhelm. That’s why I’ve recorded this episode; to help you make key decisions about your business in 2022 - and make sure that you have your best year in business.   In this episode, I’m sharing;   Who should be attending Converting Corporates in April 2022 (02:24) Why it’s important to set your B2B sales goals now (04:29) What you’ll be able to achieve by the end of this episode - and how you’ll be able to create your B2B sales plan. (06:02) The most important considerations you need to make when creating your 2022 B2B sales strategy (07:28) How to strategically set the right revenue target for 2022 - without just hoping that it’s right (08:51) Why not all customers are created equal when it comes to B2B sales (10:24) Why everyone needs to stop saying ‘I just need more leads’ in 2022 (12:32) How to set realistic expectations of yourself and your B2B sales performance (14:40) Why you need to be creating your sales plan around having 40-42 working weeks in a year (17:22) The top three factors you’ll need to consider when creating your B2B sales strategy (19:06) How to effectively reverse engineer your goals into practical action steps (19:46) How to utilise visibility and credibility to add value to your sales strategy (22:07) Why business plateaus aren’t linked to your sales strategy… and what you really need to change to see growth (23:56) The biggest challenge / best question to ask yourself when setting your new B2B sales strategy (26:20) Why I’ll be changing my referral strategy (and who I refer business to) in 2022 (28:09) The importance of assessing your ROI from 2021 investments and how it’ll impact your business in 2022 (30:19) Assessing and troubleshooting the changes you’ll need to make to hit your goals next year. (30:42) An introduction the the Selling to Corporate ® podcast episodes that will be appearing over the Christmas period (33:14) Key Resources Mentioned in this Episode:   Ready to attend Converting Corporates 2022 on April 12th and 13th 2022? Then make sure you grab one of our final 20 tickets here: https://selltocorporates.com/converting-corporates-2021/    Link to Suzanne Dibble’s Legal Templates / Black Friday offer: https://www.smallbusinesslegalacademy.com/black-friday?_go=jessica73    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 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

    STC057 Setting your B2B sales goals for 2022 (and why you need to do it now)

    36:59

    Waiting until the New Year to set your B2B sales goals is so 2017 - and that’s why I’ve created a podcast episode for those of you who want to plan your B2B sales strategy early so you can relax into 2022! If you’ve ever felt like sales planning is something that can be left until January, or that B2B sales planning doesn’t need to take precedence before Christmas then this episode is going to show you why it’s best to start early (and how you can reap those benefits in Q1). This will be part of a two-part B2B sales planning series - so make sure you take notes and get ready for the next instalment!   In this episode, I’ll be sharing;   Brief 2020/1 review - and the ways that Selling to Corporate ® HQ supported our clients and community throughout the pandemic. (0:24) Our 2020 November intake and how they’ve changed their businesses through the pandemic. (0:36) How work/life balances will impact your B2B sales planning for 2022. (07:17) Why business owners are creating ‘jobs’ for themselves, rather than functional businesses. (09:30) How to consider both personal and professional fulfilment in your B2B sales goal setting. (11:25) Why goal setting in January causes B2B sales plateaus for Q1. (13:25) The importance of setting realistic B2B sales goals - and why goals are not just about revenue! (16:52) The biggest difference between B2C sales goal setting and B2B sales goal setting. (18:54) Simple and easy ways to set strategic B2B sales goals. (21:53) How your monthly, quarterly and annual metrics will impact your B2B sales goals. (24:33) The information that you can get from stakeholders to inform your B2B sales goals. (27:52) B2B peak sales periods - and how you can factor your sales goals around them. (29:41) The absolute worst times of the year to try and book business development calls. (32:51) How to set sales goals that give you more holiday/ rest periods than ever. (35:07) Homework: What you need to bring to the next episode to set your best B2B sales goals. (38:23) Key Resources Mentioned in this Episode: Get on the waitlist to join The C Suite now! We’re out of November spaces but 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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  • Selling To Corporate podcast

    STC056 How long does it really take to make a corporate sale?

    38:03

    The one question that everyone asks me is how long it’ll take them to make a corporate sale - or successfully sign a corporate client. So if you’ve ever wondered how long it really takes to sign your first corporate client… or how you can accurately predict when you’ll be able to sign your first corporate client, then this episode is for you!   In this episode, I’ll be sharing;   My personal experience of wanting to predict accurate sales pipelines (01:26) Why you need to take ownership of your B2B sales process early - especially in October. (03:13) The signs of the B2B economy changing - and what that means for your B2B revenue stream. (05:19) How to understand whether or not your sales foundations are set up correctly - and how that impacts your prediction. (09:04) Whether or not your stakeholder targeting will make a difference to your sales timeframe. (10:30) How stakeholders affect the impact of your service - and your sales timeline. (11:49) Defining whether you’re offering a specialist service and increase your predicted revenue. (13:43) How contract types affect your B2B sales timeline. (15:07) The types of offers you can focus on to increase the speed of your sales process. (16:06) How a company’s scoping process will impact your sales pipeline. (20:29) Your primary role in your business to ensure your sales pipeline is full and speedy! (23:02) The common denominators of entrepreneurs who are fully booked by corporate clients. (25:31) How to objectively measure your B2B sales process so you can make it more effective and efficient. (27:36) Why troubleshooting your corporate sales process is integral for improving your pipeline. (29:52) The average sales stats for salespeople (and calls!) that you need to know and monitor your process by. (32:21) Core consultative sales activities that make a clear difference to the speed at which you close B2B / corporate sales. (37:41) Key Resources Mentioned in this Episode: 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

    STC055 How to sell your specialism in a saturated market to corporate organisations with Julie Dennis

    31:36

    Have you ever felt like corporates won’t be interested in the services you provide? Or that they won’t want to purchase your services because they’re not traditional corporate-type offers? I’m so proud to bring Julie Dennis onto the Selling to Corporate ® podcast today - because over the last three years, she’s transformed her business; moving from selling B2C to solely B2B and becoming fully booked as a Menopause Consultant and Trainer.   The wellness niche (selling wellness services to corporate clients) has become more popular over the last 18 months or so… but Julie built her B2B business when companies truly didn’t understand why they needed to support their employees through menopause… and in this episode, she’s sharing the key breakthroughs she’s experienced to build a thriving business, carve out a niche and become the go-to expert for big brands.   In this episode, we’ll be discussing;   How Julie supports organisations with key transformations around menopause (01:31) What it was really like to sell a service that corporate clients didn’t understand (02:32) Why building relationships is integral to successfully selling to corporate clients (04:00) How corporate companies deal with topics that have historically been surrounded by stigma and why it’s so important to continue selling (05:25) Why implementing policy isn’t enough for organisations to support employees (08:31) How celebrity endorsement can help and hinder company progress (09:37) How to determine whether you want to be selling practical services or inspirational talks. (11:20) When the bell curve of business starts to change; getting epic inbound leads. (13:25) How to make non-sexy sales processes work for you (15:04) Why keep in touch processes are integral to your sales pipeline (16:15) Julie’s favourite part about The C Suite  Key Resources Mentioned in this Episode: 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

    STC054 How to build your best B2B sales process in twelve months with Ashanti Bentil Dhue

    41:28

    Have you been thinking about what it really takes to revamp your entire B2B sales process? Perhaps you’re new to selling to corporate organisations and want to understand how long it really takes to get fully booked? Or maybe you’ve been selling your services to corporate clients for a while but are stuck in feast or famine… and you’re ready to create a sales process that works for you? We’ve got a treat in store with this episode - as we’re bringing the fabulous Ashanti Bentil-Dhue onto the podcast to talk about her journey from burning down her B2C business… and building up her B2B sales process, becoming fully booked and setting a new standard for DEI practitioners around the globe. In this episode, we’ll be discussing;   How Ashanti discovered the B2B sales world (and the Selling to Corporate ® podcast!) (00:19) Why allyship and creating inclusive teams is a challenging topic in the current landscape (03:07) How cancel culture is changing the conversation for DEI professionals (and what that means for sales) (04:07) How templates have helped Ashanti navigate challenging sales processes (08:53) Why B2B sales requires a ‘different way of thinking’ (11:06) Articulating the transformation; how Ashanti was able to restart her consulting business and generate clients quickly (13:55) Why ‘getting a website’ isn’t the answer to attracting and signing corporate clients. (15:21) Learning how to talk transparently about money (and the benefits of having a supportive community to discuss sales revenue with) 17:58 How Ashanti feels that The C Suite ® changed her sales process and her core breakthrough B2B sales moments (21:04) The key changes Ashanti made to her proposals to make them more compelling - and land more corporate clients. (23:59) Prioritising diversity and inclusion; making it a ‘business critical’ matter that organisations must invest in. (26:20) Taking a look at the bigger picture and understanding the greater impact you make when selling to corporate organisations. (30:11) Why companies need to avoid celebrity influencer campaigns and focus on qualified, external suppliers to deliver transformational work. (34:58) Key Resources Mentioned in this Episode:   If you’d like to connect with Ashanti on LinkedIn, just click here: https://www.linkedin.com/in/ashantibd/    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

    STC053 Why September is your best time to sell to corporate organisations

    39:09

    Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you’ve been selling to large organisations but your revenue / deals closed ratio isn’t where you’d like and you’ve been saying that you’ll improve it soon?  Today’s episode is all about why ‘soon’ is finally here - and how September is your best time to sell into corporate organisations.  We’re focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that’s GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.   This episode is for anyone who;   Has been promising themselves that they’ll ‘get around’ to selling to corporates once their website is finished/ branding is done/ they’ve created an entire curriculum etc. It’s not to say that there aren’t valid reasons to pace yourself… but in this episode, we’ll be exploring why you need to take action now or miss the boat. Is currently selling their services to corporates but has a lower close rate percentage than they’d like and wants to take immediate action to have a great Q4. Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.   In today’s episode, I’ll be sharing;   Why I’m so grateful for KemiRaw’s five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48) How the market landscape is staying the same - and what we’d normally expect to see at this time of year that isn’t being impacted by coronavirus. And what that means for you as an external supplier! (04:43) Which shifts we’re seeing due to coronavirus and how they’ll allow you to make more sales as an external supplier (13:44) How financial year end is a great opportunity for you to generate extra revenue (15:03) How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58) The timings you need to focus on so that you’re able to plan ahead and land deals before anyone else (19:48) The difference between the areas that you might think are important to corporates - and the areas that they’ll really be focusing on. (23:45) How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53) The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)   Key Resources Mentioned in this Episode: 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 now: https://www.products.selltocorporates.com/jointhecsuite 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://jessicalorimer.as.me/?appointmentType=12012999 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://www.products.selltocorporates.com/businessdevelopmentquestions Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I’ve got you covered! Simply download my free Daily Corporate Sales Activities Guide and you’ll be able to take strategic, successful action every day:https://www.products.selltocorporates.com/corporateactivitiesguide  
  • Selling To Corporate podcast

    STC052 How to take your business from five figures to multiple five figure corporate contracts with Ngozi Weller

    36:44

    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

    STC051 How to understand what a corporate company is

    17:37

    A quick summer episode to answer one of the most common questions / objections I hear from people considering making the switch to B2B sales! Have you ever thought about selling to corporate organisations but got scared at the thought of having to sell to big banks / huge organisations/ household name brands? Maybe you’ve thought about selling into public sector/ not-for-profit organisations but decided that they’re not ‘corporate enough’?  This episode is for you! There are a lot of misconceptions about the types of organisations that are actually ‘corporate’... and the ones that aren’t. So if you’re already selling to organisations but worried that you’re not ‘selling to corporates’ or if you’re brand new to B2B sales and not entirely sure what a corporate organisation is, then take a listen to this super-quick episode.   I’ll be sharing;   Details for my new FREE ‘Creating Proposals that Convert’ Masterclass (being held live on Thursday 26th August at 2pm UK) If your current proposal conversion rate is lower than 80%, you’ll want to get yourself signed up! The person types writing in and asking what corporate companies really are… (no names mentioned!) (03:24) How some entrepreneurs are diminishing their B2B sales efforts by dismissing them as ‘not corporate enough’ (03:55) A clear definition of what a corporate organisation really is. (05:17) Why I created my own definition of corporate organisations (05:47) The most common understanding of corporate organisations - and what that means for your sales process. (07:10) The biggest difference between B2C and B2C sales (07:28) A reminder to bolster your confidence around B2B sales and the company types you’re targeting (09:19) Why people buy into a common misconception around the company types that are ‘corporate’ (10:12) How to move away from your preconceived ideas around what a ‘corporate’ is. (11:24) What is an industry - and what isn’t. (12:36) Understanding how to break industries down into sub-categories - and the difference that makes to your B2B sales process. (14:01) The types of industries that are available to choose from/ sell to when you’re targeting corporate organisations. (14:51) How to get the best advice on company types to target (17:08)   ** Make sure you grab your seat on my FREE August Masterclass: Creating Proposals That Convert: https://my.demio.com/ref/BkWkK0WJH0kPXMGq ** to increase your proposal conversion rates simply, significantly and swiftly. Key Resources Mentioned in this Episode: ** CREATING PROPOSALS THAT CONVERT MASTERCLASS ** If you’re ready to increase your proposal conversion rates – and see them skyrocket to 80% + close rate, then it’s time to register for the free masterclass: https://my.demio.com/ref/BkWkK0WJH0kPXMGq  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

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

    28:31

    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

    STC049 Common worries when selling B2B (and how to stop panicking and start selling!)

    46:27

    ** 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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