STC124: How to create more sales opportunities (and get your sales process moving before summer)

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

In today’s episode Jess brings a fresh perspective straight from her transformative journey in Los Angeles, sharing candid insights about the importance of creating opportunities for oneself and how a change in mindset can drastically impact your approach to sales and business growth.  Jess discusses her personal experiences and interactions during her time in LA, reflecting on the entrepreneurial spirit that thrives there and how it contrasts with attitudes in the UK. She dives into practical strategies for reinvigorating your sales process, shedding light on how innovating your tactics and embracing a positive, proactive mindset can lead to remarkable results in any market condition. Tune in to discover how you can redefine your approach to selling in the corporate world, feeling rejuvenated and ready to tackle new challenges head-on!   In this episode I’m sharing; How to actively create opportunities and the insightful lessons I learned in Los Angeles and how they inspired proactive selling! Harnessing the energy of LA to transform your sales approach and a new perspective. Selling with the Spirit of LA: Building opportunities in every market. The entrepreneurial and proactive nature of people in L.A. The mindset and practical approaches to creating opportunities and the necessity of being proactive in challenging economic conditions.   Key Quotes;   Expanding Networks as an Introvert: "I think one of the things that I realise about myself quite often is that I'm very introverted. I find spending time with a lot of people really difficult, and I need a lot of recharge time afterwards. And so that can often mean that I don't build networks and connections as easily as other people because I just hate the idea of going to events." — Jess Lorimer 00:04:3300:04:54   Reinventing Post-Pandemic Connection: "It is time to get back on the wagon after the pandemic and go and sign up for something where you're going to meet new people and have new experiences and hear new perspectives." — Jess Lorimer 00:05:0800:05:17   Overcoming Sales Stigma: "Because if you're like me and you were the overachiever at school who everyone kind of bullied a bit for being keen and enthusiastic, then it's normal that you probably don't want to put your head above the parapet right now. But also, it's difficult because if you don't, you won't get what you want." — Jess Lorimer 00:17:3300:17:51 Navigating Economic Change: "There is a lot of opportunity out there for the people who are willing to do the work and take the action to make it happen. And selling to corporate is cool. It's going to finally be cool!" — Jess Lorimer 00:24:1400:24:21 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk. .  

Do you find yourself constantly saying, “I'll do it later,” when it comes to your sales tasks? You’re not alone so shake off the shackles of procrastination and take control of your sales success! In this episode, we're going to unpack the reasons why we procrastinate on our sales activities and discuss 3 practical ways to stop stalling and stride confidently towards our goals. We'll look at how procrastination can cost us not just our peace of mind but also our business growth, and why relying on feelings over data can steer us off course. This isn't an episode about beating ourselves up for delaying tasks; instead, it's about understanding the types of procrastinators and how we can manage it effectively to maintain momentum in our sales pipelines. From embracing a proven process to surrounding ourselves with the right kind of successful influences, we'll explore strategies that can spur us into action. And remember, it's the start of a new financial year, so there's no better time to refresh our approaches and say goodbye to procrastination! In this episode I’m sharing; Discussing the different types of procrastinators and their traits and the strategies for managing and overcoming procrastination types By frontloading your day with key sales activities, you're more likely to see them through. Learn how placing these tasks first can set you up for daily success. Understanding the negative impact of procrastination on sales success The importance of making sales decisions based on data and action rather than feelings The importance of surrounding yourself with a successful and result-oriented community The importance and necessity of tracking sales performance Exploring the common causes of delaying sales tasks and addressing the emotional and psychological aspects of procrastination in sales   Key Quotes;   Overcoming Sales Procrastination: "This episode is not about beating yourself up and feeling bad because you haven't done your sales activity or anything like that. It really is about the practical ways that you can overcome and understand why procrastination has become such a big part of your business life." — Jess Lorimer 00:03:2900:03:52   The Impact of Procrastination on Business: "what you do now impacts your business in 90 days' time." — Jess Lorimer 00:19:5200:19:55   Understanding Procrastination: "You have to know who you are and what kind of procrastinator you are so that you can solve it." — Jess Lorimer 00:30:0900:30:13   The Psychology of Procrastination in Sales: "In terms of understanding why people procrastinate on sales activity, the second biggest thing was that people weren't sure what to do or when to do it." — Jess Lorimer 00:12:2900:12:44   Improving Business Efficiency: "if you are not as effective, or you know that tracking your revenue, tracking your numbers, tracking your metrics isn't your thing, go and download the sales tracker spreadsheet because that will be much more effective than you procrastinating on tracking your revenue." — Jess Lorimer 00:09:0500:09:29 Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders? In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps. Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.  It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships. In this episode I’m sharing; Facing ghosting: its impact and response strategies Consider buyers' feelings and how to address your own frustrations privately. How to define and recognise ghosting in relationship communications. Overcoming Ghosting: Essential tips for interacting with corporate decision makers Ghosting Prevention Tips: Navigating corporate decision makers' responses How to prevent ghosting by corporate decision makers   Key Quotes;   Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with." — Jess Lorimer 00:09:5900:10:08 Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying." — Jess Lorimer 00:11:3100:11:36 Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news." — Jess Lorimer 00:13:2400:13:46 Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?" — Jess Lorimer 00:15:2400:15:32 Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure." — Jess Lorimer 00:17:3700:17:41 Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more." — Jess Lorimer 00:04:5700:05:50 Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?" — Jess Lorimer 00:06:4000:06:52 The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted." — Jess Lorimer 00:08:5900:09:13   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

It’s been a couple of weeks since the 'Converting Corporates' event and I am literally buzzing to share the transformative experiences of attendees in this episode. From securing £10,000+ proposals within days to implementing actionable strategies I’ll also be highlighting the 6 biggest breakthrough moments from the event - packed with strategies that left attendees, and now our listeners, raring to jump into Q2 with both feet!  If you're ready for transformative sales insights, this is the episode you can't afford to miss, it’s a goldmine for those looking to elevate their corporate sales game. We're also diving into the critical moments that became turning points for attendees, these breakthroughs are not just insights; they are actionable steps that our participants used to achieve astounding results. Plus, I'll be giving you a heads-up on the exclusive resources available if you sign up to The C Suite ® before the April 1st deadline. And if you’re ready to make a real impact in the corporate world you won't want to miss our 6-week sprint starting April 2nd, tailored to harness the financial new year with direct weekly support from me. Tune in for more information! In this episode I’m sharing; Top 6 game-changing takeaways from Converting Corporates event. Mastering corporate conversions – 6 crucial moments you need to hear. The major breakthroughs that redefine sales success. 6 pivotal corporate sales strategies unveiled at the event. 6 Breakthrough Corporate Sales Strategies – revitalise your approach now. The importance of signing up forThe C Suite ®  before April 1st and information of resources available including strategies, templates, and sales techniques Upcoming 6 week sprint program starting April 2nd Focus on leveraging the financial new year with organisations and creating a strong plan of action for Q2   Key Quotes;   Converting Corporates Success: "I am super, super pumped to share the key takeaways from converting corporates with you today so that you can learn from all the amazing breakthroughs and key takeaways that our participants had at converting corporates." — Jess Lorimer 00:00:0500:00:17   Converting Corporates Insights: "Proven actions work, and what I mean by that is that a lot of us spend a lot of time thinking and worrying about what we should do and how and when we're going to do it. What we're going to say and how the stakeholder on the end of the cold outreach campaign is going to react, or how the stakeholder who's being chased to say yes or no to a proposal is going to take it. And unfortunately, overthinking and putting yourself in a position of procrastination doesn't help to generate revenue." — Jess Lorimer 00:16:4500:17:25   C-Suite Accountability and Results: "If you've been thinking about joining The C Suite ® for a while and you haven't been sure but know you want that extra accountability, support and Q&A sessions  now is really the time to jump in. You will also have a cohort of people to go through this live experience with to keep you motivated, accountable and to make sure that you can have your very best Q2." — Jess Lorimer 00:02:1300:02:39   Overcoming Business Case Challenges: "It's not about worrying endlessly about the one word in your emails that's going to make the biggest difference. It is about taking consistent action and just doing it so that you can see what happens and improve it if you need to for next time." — Jess Lorimer 00:20:3400:20:47 Evolving Hiring Practices: "One of the big things that did come up was that hiring managers are trying to change. They're trying to become more commercially focused themselves and are trying to be much more proactive about the problems that they're identifying and how it's impacting them and why they should be solving those issues." — Jess Lorimer 00:27:2400:27:51   Effective Outreach Strategies: "Best practice, proactive outreach really does work. It takes less effort and much less time than posting tons of content and hoping that the right people will see it or hoping that something will go viral and bring in qualified leads." — Jess Lorimer 00:33:3300:33:55   Effective Business Development Strategies: "I always say to my clients, you want to be targeting 3 to 5 stakeholders in each organisation because it's going to help you, not only in your sales process in terms of multiple people having access to multiple budgets and multiple projects and priorities. But also further down the line in creating a great experience, in being able to get case studies and testimonials and in case something goes wrong. In case the stakeholder ghosts you after a proposal has been sent, and you need somebody else to follow it up and figure out what's happened." — Jess Lorimer 00:29:5400:30:25   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.   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.  

We are diving into a fascinating topic today and one which I get emailed about regularly "What's passive income (really) when selling to corporate clients?" So tune in if you’ve been looking to crack the code on passive income in the corporate world, it’s a game changing episode! As we approach the tail end of this first quarter, I want to unpack a concept that's been buzzing around but is often misunderstood – passive income. You've likely heard of it: the income dream that works for you while you sleep. But what does passive income really mean, especially when we're talking about selling to the heavy-hitters in the corporate world? Over the past five years, I've had the pleasure of selling a version of The C-Suite ® program to corporate organisations, which has been both lucrative and exciting. Now, there's a common perception that passive income doesn't require additional assistance or interaction with customers. However, in my journey, I've found that adding value and catering to customer experiences has been key, especially when these products are bought at scale by corporate clients. Today, I'm going to share my wisdom about selling passive income products to corporate companies, and how these products can lead to sustained revenue, particularly through multi-year deals. It's about striking the right balance between passive income and active customer engagement to create a robust sales strategy. For those of you who are new or finding your way in the B2B space, I'll be offering some critical advice on timing and how to avoid common pitfalls. We'll also explore how you can convert your B2C courses for the corporate market and why understanding the sales process and the impact is crucial for passive income success. So, whether you're seeking to enhance your corporate selling techniques or looking to maximise your passive income portfolio, this episode has got you covered. And, for those looking to get ahead, don't forget to check out our sales tracker projection sheet! In this episode I’m sharing; Scale & Volume: Learn how passive income products can lead to astronomical revenue when sold at scale to corporate clients—think big deals, big impact! Choosing the Right Resources: Make sure your passive income products are making an impact—and sense for your business before diving in. What are the advantages of selling passive income products at scale to corporate companies compared to individual customers? How do multi-year deals with corporate clients for passive income products benefit the overall sales strategy and revenue sustainability? The Five-Step Process: Simplify your sales process with Jess's insights on selling to corporates, which can mean upsells, referrals, and a healthy bottom line. From B2C to B2B: Thinking of turning that consumer-focused course into a corporate powerhouse? Learn how tweaking your approach can unlock massive potential. How The C Suite ® has been adapted and branded for corporate organisations to facilitate lucrative and multiyear licensing deals?   Key Quotes;   Exploring Passive Income in the Corporate World: "I've had a lot of requests for this episode, a lot of people have been emailing me to ask if it is possible to sell a passive income product to a corporate company, if so, what do they pay for it and also, what do they buy that's passive?" — Jess Lorimer [00:03:14 → 00:03:44] Passive Income Strategies in Corporate Sales: "The difference is that most corporate organisations will buy passive income products at scale or volume, meaning that instead of selling one course or one membership or one book a week, you can sign contracts to sell 50 plus courses or a 100 plus seats in a membership." — Jess Lorimer [00:14:15 → 00:14:42] Challenges in Creating Corporate Training Resources: "You're used to creating a course for the end user, but you're not necessarily used to creating a resource that a company can successfully onboard, all of its end users or, a cross section of end users onto, you might not have the ability to create almost like a workflow for those end users." — Jess Lorimer [00:17:09 → 00:17:31] Passive Income Strategies: "So what I mean by that in the simplest sense is it's fine to spend 6 months writing a book, but let's be clear. Organisations are not going to pay you £100 a book." — Jess Lorimer [00:19:09 → 00:19:21] Business Development Strategies for New Sellers: "I would advise doing as much as you can live before you branch into the passive income resource space. Because that way you know where people get stuck and where people trip up with courses or programs, or you find out the more frequently asked questions that people have and you can preempt them in any passive resources that you can create." — Jess Lorimer [00:32:58 → 00:33:19]   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.  Click here if you would like to listen to my recent TEDx talk.  

Are you ready to unlock the secret to securing lucrative deals for your workshops? In the latest episode of Selling to Corporate ®, "How my clients get paid 3K + for 45-minute workshops", our fearless host Jess Lorimer sits down to unveil the remarkable journey of Hannah, who conquered the corporate landscape and started charging £3000 for just 45 minutes of her expertise. Dive into Hannah's story - a tale of transition from a travel-heavy career to mastering the craft of selling to corporate ®. Find out how, with absolutely no previous experience, Hannah managed to navigate corporate sales calls like a pro using top-notch objection handling techniques and transparent discussions about return on investment and was able to charge 3K + for 45-minute workshops! We break down the three key factors that catapulted Hannah to success. From her effective cold outreach strategy to an unwavering commitment to providing clear commercial value, tune in and you'll get all the insights needed to replicate her success.   Jess also extends an exclusive invitation to join her at the March "Converting Corporates" event in Central London. With a spotlight on honing your budget conversations, outreach strategies, and offer creation, this event is a goldmine for anyone looking to break into or improve their position in the corporate market.  In this episode I’m sharing; The significance of having a mentor with proven results and why you should choose qualified, resonating sales experts for success. Prioritising sales over perfecting corporate offers. Sales calls should focus on transparency, not persuasion.  The use of objection handling techniques to navigate budget discussions addressing budget objections, increasing confidence, and improving sales. How to achieve sales success through process improvement and training. Submitting a proposal that highlights the discussed transformations and securing a positive ongoing working relationship after acceptance of the proposal. The power of asking purposeful questions during sales calls, listening and identifying your client needs rather than delivering a pitch. Trust in Your Sales Process: Embrace a 5-step process for consistency in winning corporate clients and understand why specificity in your offers can make or break your success. Key Quotes;   ​​Post-Pandemic Business Philosophy: "I would rather have loads of competitors in the market because like I say to my clients all the time about selling to corporate companies, the more competitors you have, the easier it is to stand out for being good." — Jess Lorimer [00:06:43 → 00:08:08] Corporate Sales Strategy Advice: "Lots of people are now moving to teach other people how to sell to corporate companies, which I think is great because I think you should absolutely buy from who you resonate with and people who've got proven results and all of that good stuff. And as I've said over the last, I don't know, 5 years of this podcast, I don't care if that's me or if that's somebody else. What I care about is that you buy from somebody who can actually get your results and that you resonate with and that you know you're going to take the advice and actually implement it from and also that you buy from somebody who knows what they're talking about." — Jess Lorimer [00:08:55 → 00:09:31] Overcoming Self-Doubt in Sales: "It's really sad, you know, because, unfortunately, sometimes people have the best of intentions and they really want to help people sell to corporate companies, but they just don't have the skills, strategies, and training ability to help people in more niche areas or in areas that they don't understand." — Jess Lorimer [00:12:47 → 00:13:09] Corporate Sales Strategy: "And I frequently say that you don't and shouldn't really focus on having a corporate offer before you start your sales process." — Jess Lorimer [00:34:52 → 00:35:04] Transparency in Sales: "When we look at sales calls and how sales calls work with corporate stakeholders, we come into this world where we have to operate with transparency. I think that's really interesting because what most people think sales is, particularly from a B2B perspective, is this art of persuasion. How do we convince somebody to buy our service, or how do we convince somebody that they need what we are offering? Or worse, how do we sell without being salesy? When we start talking about things like persuasion, convincing, how to sell without being salesy, What we're actually doing is saying, how can we remove transparency?" — Jess Lorimer [00:36:40 → 00:37:37] Converting Corporates Event: "To those of you who haven’t been, I would urge you to come to Converting Corporates because this is the first time live that I will be teaching how to create an offer that converts to corporates even if you haven't sold to corporate companies before." — Jess Lorimer [00:02:57 → 00:03:12]   Key Resources Mentioned in this Episode:   Converting Corporates is back and it’s going to be bigger and better! If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.   Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.   Click here to watch my video on how to troubleshoot your sales process!   Sign up here to join Substack.   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.  

Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount! Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders. In this episode; How to streamline business and avoiding being everywhere and doing everything Decision fatigue and tailored strategies in lead generation Discussing the impact and consequences of AI-written content Applying personalised outreach and relationship-building strategies with corporate clients Streamlining to focus on revenue and client experience   It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session,  5 workshop sessions and a very supportive community who know exactly what it's like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods!  We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.   Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.   I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn't been working as expected and that's been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it's stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I've always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.   Which brings me to my absolute fave - email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me - other than sending my tried and tested strategy and templates to the local 18 year old! I've said it once and I'll say it again - email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.   On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.   Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram. Key Quotes; Overcoming Email Overwhelm: "But emails and answering emails is just endless. Absolutely endless." — Jess Lorimer [00:00:45 → 00:00:47] Misguided Sales Strategies: "Using B2C advice for a B2B revenue stream." — Jess Lorimer [00:32:44 → 00:32:46] Prioritising Values in Business: "So whenever I make any decisions in my business, they have to tick those boxes. Are they going to generate more revenue? Are they going to help our clients get better results? Am I going to have time for me if I do it." — Jess Lorimer [00:15:19 → 00:15:37] The Value of Face-to-Face Interaction: "There's something really special about being in a room with other people who actually understand and want to be selling to corporate clients because it takes a different level of person." — Jess Lorimer [00:07:14 → 00:07:27] The Impact of AI on Education: "AI written content is good for inspiration, good for motivation, good for sometimes being able to help you create a practical list of things that you want to focus on or do, but actually a lot of plagiarism is involved. And, weirdly enough, the robots don't always know what's best." — Jess Lorimer [00:20:45 → 00:21:06]   Key Resources Mentioned in this Episode: Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount. Click here to watch my video on how to troubleshoot your sales process! Converting Corporates is back and it’s going to be bigger and better! If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here. Sign up here to join Substack. 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.  

Would you believe me if I told you that I have the ONE simple tool that can help you beat last year’s B2B sales revenue? I’m introducing you to our powerful little B2B sales tracking spreadsheet that has been an absolute game-changer for many in helping their businesses simplify their B2B sales processes and amplify their sales! This is a simple but effective b2b sales tracking spreadsheet that has received phenomenal feedback from clients and is now available for wider purchase. Whilst we understand how some people often struggle to track their sales activities and the significant impact that proper tracking can have on revenue generation it’s important to highlight how tracking your sales and metrics can improve confidence, inform strategic decisions, predict future results, and optimise revenue - it’s literally a licence to print money! Tune in to discover how you can use tracking to drive superior results in your business and take advantage of the limited-time discount offer for the sales tracking spreadsheet.   In this episode I’m sharing; - Tracking is a critical component for achieving B2B sales goals. - Confidence, competence, and tracking are key factors that contribute to sales success. - Tracking can help you predict results, make informed decisions, and maximise revenue potential.  - Crush Last Year's B2B Sales Revenue Using This Powerful One-Stop Tracking Solution!   Key Quotes; The Importance of Tracking Sales Performance: "Tracking is a key part of having and maintaining a good sales process." — Jess Lorimer [00:12:49 → 00:12:52] "The Importance of Tracking for Business Success": "If you want to change your results this year and do better than you did last year, you need to do it differently and you must track." — Jess Lorimer [00:25:06 → 00:25:16] Sales Success: "The basics work and in the online space, I think we get conned a lot by people talking about advanced strategies and advanced ways to do things." — Jess Lorimer [00:05:25 → 00:05:34] Sales Strategy Success: "They are confident to go out there and execute their sales strategy. They have the competency, the ability, the strategy to go and do it and they track their metrics because they have understood that whilst tracking itself is a boring activity it makes them more money, and it really does make people more money." — Jess Lorimer [00:17:40 → 00:18:09]   Key Resources Mentioned in this Episode:   Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.   Click here to watch my video on how to troubleshoot your sales process.!   Converting Corporates is back and it’s going to be bigger and better! If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.   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.  

Happy 2024, my fellow B2B sales enthusiasts! It's a new year, and I'm feeling the sales energy shift! This year, let's move past the hangover from the pandemic and refocus to make 2024 your best sales year yet! It’s time to get ready to conquer your B2B sales goals and consider using these four essential elements to smash your sales targets and power up your B2B revenue stream. This year the focus is on dedicating specific time for B2B sales activities, being clear and intentional with your plan, concentrating on one method of lead generation and avoiding premature outsourcing.  In this episode I’m sharing; How to dedicate specific time for B2B sales activities in your calendar. This includes generating leads, setting up sales calls, and writing proposals. Doing this work now will impact your sales in 90 days.  Be clear and intentional about your plan for 2024. Define your main business, revenue, learning and development, visibility, and personal goals. Regularly assess and align your actions with these priorities.  When considering outsourcing sales activities, ensure you have a good understanding of your B2B sales process before hiring salespeople. This understanding will help you set metrics, understand commonalities, and train salespeople to sell your services effectively.  Key Quotes;   Setting Clear Goals: "I sit down at, like, once a month, and I look at, what am I doing and how is that helping me progress my goals? And that really helps my squirrel brain to process things and be like, oh, I'm doing all this stuff and spending a load of hours on building out this great slide deck or whatever, but it's not helping me meet one of my main priority goals. So should I be doing that?" — Jess Lorimer [00:14:21 → 00:14:46] Hiring Salespeople: "But what you should do is have a good understanding of your B to B sales process before you start hiring salespeople, and there's a reason for that." — Jess Lorimer [00:20:01 → 00:20:11] Outsourcing Pitfalls: "Don't be tempted to hit 2024 hard and assume that that just happens by outsourcing because it doesn't, and it can really be an expensive and painful mistake." — Jess Lorimer [00:22:18 → 00:22:30] B2B Sales Strategy: "What is gonna build your B to B revenue stream is taking a couple of hours a week to really focus on B to B time specific sales activities." — Jess Lorimer [00:08:52 → 00:09:03] Key Resources Mentioned in this Episode:   Converting Corporates is back and it’s going to be bigger and better! If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.   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.