STC118 4 key trends and insights for selling to corporate clients (without overwhelm)

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.  

In this episode we are joined by a very special guest, Jason Marc Campbell, international public speaker and the author of Selling with Love: Earn with Integrity and Expand your Impact.  Learn how to manage relationships, avoid manipulative tactics, and ultimately sell with love, unlocking the secrets to selling with integrity and never feeling awkward about sales again!  We are also discussing the different dynamics of B2B and B2C sales, the value of setting boundaries and filters for unqualified leads, and the management of energy and relationships in sales. They shed light on the influence of referrals, follow-ups, and proactive relationship-building in sales, and emphasise the need to counteract societal programming and operate with integrity in sales. In this episode I’m sharing;   The realistic sales expectations, emphasising the importance of offering value, aligning with personal values, and promoting ethical sales practices. Relationship Building in Sales: Gain insights into the different dynamics of B2B and B2C sales, and how managing relationships with care and personalisation can make all the difference. Avoiding Manipulative Tactics: Learn from real-life examples how reframing sales processes and aligning them with personal values can be a game-changer in building a successful and ethical sales approach.   Key Quotes;   "Every conversation becomes an asset. It's an extra node that can lead to a referral, to a connection as opposed to B2C where every lead is like, have we monetised on it? No." — Jason Marc Campbell [00:11:57 → 00:12:07] The Ethics of Sales Strategies: "I am very much an advocate just finding ways to be more efficient as a salesperson so that you can go and serve more people more effectively, make a greater impact as a return. But, again, you have to understand, where do I draw the line?" — Jason Marc Campbell [00:19:28 → 00:19:41] Selling with Love: "When you know what you offer is so much more than what you ask in return." — Jason Marc Campbell [00:16:30 → 00:16:34]   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.

I’m really excited to bring Gemma Allies, one of my epic C Suite ® clients onto the show today, Gemma has kindly come onto the podcast to share her journey inside The C Suite ® and also why she decided to join the programme - and how she’s been able to implement it with companies in the retail sector to support them with ADHD awareness so that they can embed more inclusive ways of working and help their workforce become more productive. Gemma is an expert in ADHD awareness and inclusive work practices in retail corporations and is sharing with us her personal journey of overcoming challenges and discrimination as a neurodivergent individual in the corporate world and how she was able to master emotional detachment for sales success. This episode highlights the emotional challenges of the sales process and the strategies to detach oneself from rejections to achieve better results. Gemma gives us invaluable insight, and the critical need for ADHD awareness and inclusivity in corporate environments.    In this episode I’m sharing;   The impact of neurodiversity on individuals' working lives and the challenges faced by neurodiverse individuals in the workplace. The importance of empathy and understanding in the sales process, as well as the potential for positive change in supporting neurodiverse individuals within corporate environments. Overcoming outdated narratives around neurodiversity and the risks of neurodiversity being seen as a "woke agenda" Overcoming Fear of Rejection and Becoming More Comfortable with the Sales Process   Key Quotes; "The reason that we're seeing so many more people become diagnosed and speak about it is because of education and awareness. It's not because people want to suddenly have something"— Gemma Allies [00:08:34 → 00:08:45] Neurodiversity in the Workplace: "There's very few organisations, I think that are really ahead of the game on this, and I think we will start to see, hopefully, more and more Begin to implement strategies to support neurodivergent talent" — Gemma Allies [00:14:16 → 00:14:31] 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.

In our latest episode, titled "Tricky to change? Three major differences selling B2B vs B2C," we unravel the unique challenges and strategies involved in selling to businesses versus selling to consumers. Brace yourself for a deep dive into the fundamentals of B2B and B2C selling, as Jess sheds light on the divergent approaches, time investments, and control factors.   Jess also tackles common misconceptions about selling to corporate clients, the impact and reach of B2B sales, and the changing corporate landscape in the wake of the pandemic. She shares valuable insights on how companies are adapting to meet the evolving demands of employees and the new generation entering the workforce.   ‘Selling B2B vs B2C, the key to successful B2B selling lies in targeting the right decision makers and providing tailored solutions. It's about quality over quantity!’   ‘B2B Marketing, in B2B marketing, building relationships and making direct connections are crucial. Forget mass marketing to a broad audience - focus on targeted outreach to qualified leads.’   ‘B2B vs B2C: The Major Differences, time, energy, and strategies differ in B2B and B2C selling. Learn how to navigate the world of corporate sales and unlock new opportunities.’ In this episode I’m sharing;   Navigating the key differences selling B2B vs B2C Unlocking the secrets to selling successfully in the corporate world Differentiating B2B and B2C strategies for success Understanding the unique challenges of B2B vs B2C sales B2B marketing focuses on targeting qualified leads and building direct connections Offer focus limits sales and relationships and how they can lead to missed opportunities. Key Quotes;   "Generating More Revenue from Corporate Clients in Q1 and Q2: It is going to be jam packed with actionable workshops that you can use to generate more revenue from corporate clients in Q1 and Q2." — Jess Lorimer 00:02:2200:02:32   B2B vs B2C Marketing: "The big difference between B2C marketing and B2B marketing is that, obviously, with B2C, we're looking for volume. With B2B, we move over to what I call that pyramid model, and that is about targeting, identifying, and approaching qualified leads who are most likely to be interested and responsible for the area of specialism that we have, and who control the budget for it." — Jess Lorimer 00:17:1900:17:44   The Changing Landscape of Corporate Companies: "Companies are changing as a result of the environment around them, for example, the pandemic, and the issues that brought up with health, safety, workplace behaviour, culture, and more." — Jess Lorimer 00:34:4900:34:59   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.