Have you ever felt like corporates won’t be interested in the services you provide? Or that they won’t want to purchase your services because they’re not traditional corporate-type offers? I’m so proud to bring Julie Dennis onto the Selling to Corporate ® podcast today - because over the last three years, she’s transformed her business; moving from selling B2C to solely B2B and becoming fully booked as a Menopause Consultant and Trainer.   The wellness niche (selling wellness services to corporate clients) has become more popular over the last 18 months or so… but Julie built her B2B business when companies truly didn’t understand why they needed to support their employees through menopause… and in this episode, she’s sharing the key breakthroughs she’s experienced to build a thriving business, carve out a niche and become the go-to expert for big brands.   In this episode, we’ll be discussing;   How Julie supports organisations with key transformations around menopause (01:31) What it was really like to sell a service that corporate clients didn’t understand (02:32) Why building relationships is integral to successfully selling to corporate clients (04:00) How corporate companies deal with topics that have historically been surrounded by stigma and why it’s so important to continue selling (05:25) Why implementing policy isn’t enough for organisations to support employees (08:31) How celebrity endorsement can help and hinder company progress (09:37) How to determine whether you want to be selling practical services or inspirational talks. (11:20) When the bell curve of business starts to change; getting epic inbound leads. (13:25) How to make non-sexy sales processes work for you (15:04) Why keep in touch processes are integral to your sales pipeline (16:15) Julie’s favourite part about The C Suite  Key Resources Mentioned in this Episode:   Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

Selling To Corporate

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

Have you been thinking about what it really takes to revamp your entire B2B sales process? Perhaps you’re new to selling to corporate organisations and want to understand how long it really takes to get fully booked? Or maybe you’ve been selling your services to corporate clients for a while but are stuck in feast or famine… and you’re ready to create a sales process that works for you? We’ve got a treat in store with this episode - as we’re bringing the fabulous Ashanti Bentil-Dhue onto the podcast to talk about her journey from burning down her B2C business… and building up her B2B sales process, becoming fully booked and setting a new standard for DEI practitioners around the globe. In this episode, we’ll be discussing;   How Ashanti discovered the B2B sales world (and the Selling to Corporate ® podcast!) (00:19) Why allyship and creating inclusive teams is a challenging topic in the current landscape (03:07) How cancel culture is changing the conversation for DEI professionals (and what that means for sales) (04:07) How templates have helped Ashanti navigate challenging sales processes (08:53) Why B2B sales requires a ‘different way of thinking’ (11:06) Articulating the transformation; how Ashanti was able to restart her consulting business and generate clients quickly (13:55) Why ‘getting a website’ isn’t the answer to attracting and signing corporate clients. (15:21) Learning how to talk transparently about money (and the benefits of having a supportive community to discuss sales revenue with) 17:58 How Ashanti feels that The C Suite ® changed her sales process and her core breakthrough B2B sales moments (21:04) The key changes Ashanti made to her proposals to make them more compelling - and land more corporate clients. (23:59) Prioritising diversity and inclusion; making it a ‘business critical’ matter that organisations must invest in. (26:20) Taking a look at the bigger picture and understanding the greater impact you make when selling to corporate organisations. (30:11) Why companies need to avoid celebrity influencer campaigns and focus on qualified, external suppliers to deliver transformational work. (34:58) Key Resources Mentioned in this Episode:   If you’d like to connect with Ashanti on LinkedIn, just click here: https://www.linkedin.com/in/ashantibd/    Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions  

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

Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you’ve been selling to large organisations but your revenue / deals closed ratio isn’t where you’d like and you’ve been saying that you’ll improve it soon?  Today’s episode is all about why ‘soon’ is finally here - and how September is your best time to sell into corporate organisations.  We’re focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that’s GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.   This episode is for anyone who;   Has been promising themselves that they’ll ‘get around’ to selling to corporates once their website is finished/ branding is done/ they’ve created an entire curriculum etc. It’s not to say that there aren’t valid reasons to pace yourself… but in this episode, we’ll be exploring why you need to take action now or miss the boat. Is currently selling their services to corporates but has a lower close rate percentage than they’d like and wants to take immediate action to have a great Q4. Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.   In today’s episode, I’ll be sharing;   Why I’m so grateful for KemiRaw’s five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48) How the market landscape is staying the same - and what we’d normally expect to see at this time of year that isn’t being impacted by coronavirus. And what that means for you as an external supplier! (04:43) Which shifts we’re seeing due to coronavirus and how they’ll allow you to make more sales as an external supplier (13:44) How financial year end is a great opportunity for you to generate extra revenue (15:03) How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58) The timings you need to focus on so that you’re able to plan ahead and land deals before anyone else (19:48) The difference between the areas that you might think are important to corporates - and the areas that they’ll really be focusing on. (23:45) How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53) The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)   Key Resources Mentioned in this Episode:   Join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully, then click here to join now: https://www.products.selltocorporates.com/jointhecsuite   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://www.products.selltocorporates.com/businessdevelopmentquestions   Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I’ve got you covered! Simply download my free Daily Corporate Sales Activities Guide and you’ll be able to take strategic, successful action every day: https://www.products.selltocorporates.com/corporateactivitiesguide

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

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

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

A quick summer episode to answer one of the most common questions / objections I hear from people considering making the switch to B2B sales! Have you ever thought about selling to corporate organisations but got scared at the thought of having to sell to big banks / huge organisations/ household name brands? Maybe you’ve thought about selling into public sector/ not-for-profit organisations but decided that they’re not ‘corporate enough’?  This episode is for you! There are a lot of misconceptions about the types of organisations that are actually ‘corporate’... and the ones that aren’t. So if you’re already selling to organisations but worried that you’re not ‘selling to corporates’ or if you’re brand new to B2B sales and not entirely sure what a corporate organisation is, then take a listen to this super-quick episode.   I’ll be sharing;   Details for my new FREE ‘Creating Proposals that Convert’ Masterclass (being held live on Thursday 26th August at 2pm UK) If your current proposal conversion rate is lower than 80%, you’ll want to get yourself signed up! The person types writing in and asking what corporate companies really are… (no names mentioned!) (03:24) How some entrepreneurs are diminishing their B2B sales efforts by dismissing them as ‘not corporate enough’ (03:55) A clear definition of what a corporate organisation really is. (05:17) Why I created my own definition of corporate organisations (05:47) The most common understanding of corporate organisations - and what that means for your sales process. (07:10) The biggest difference between B2C and B2C sales (07:28) A reminder to bolster your confidence around B2B sales and the company types you’re targeting (09:19) Why people buy into a common misconception around the company types that are ‘corporate’ (10:12) How to move away from your preconceived ideas around what a ‘corporate’ is. (11:24) What is an industry - and what isn’t. (12:36) Understanding how to break industries down into sub-categories - and the difference that makes to your B2B sales process. (14:01) The types of industries that are available to choose from/ sell to when you’re targeting corporate organisations. (14:51) How to get the best advice on company types to target (17:08)   ** Make sure you grab your seat on my FREE August Masterclass: Creating Proposals That Convert: https://my.demio.com/ref/BkWkK0WJH0kPXMGq ** to increase your proposal conversion rates simply, significantly and swiftly. Key Resources Mentioned in this Episode:   ** CREATING PROPOSALS THAT CONVERT MASTERCLASS ** If you’re ready to increase your proposal conversion rates - and see them skyrocket to 80% + close rate, then it’s time to register for the free masterclass: https://my.demio.com/ref/BkWkK0WJH0kPXMGq    Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

STC051 How to understand what a corporate company is

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

STC050 Having 'in-house' capability - Will it really stop you selling your services?

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

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

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

STC048 Why clarity is the secret element that's stopping you making B2B sales

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

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

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

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

If you’ve ever wondered why it takes forever for corporate clients to understand what you do or how you can help them? Then this is the episode for you! This episode is for anyone who’s struggling to choose their niche, who feels like they lack clarity around their industry or discipline or who is waiting on taking action to sell to corporate companies because they feel like they’re missing those all-important, foundational decisions.   Simply put, if you’re someone who has an elevator pitch that needs 28 storeys to successfully explain what you do - and who for? Then this is the podcast episode that is going to help you get that quick clarity so that you can start taking fast action on your corporate / B2B sales plan.   ** LIMITED TICKETS ARE CURRENTLY STILL AVAILABLE FOR CONVERTING CORPORATES 2021: https://selltocorporates.com/converting-corporates-2021/  **   In this episode, I’ll be sharing;   Why being able to nail your corporate niche isn’t enough - and how communication around your niche is going to be key for seeing big sales successes. (00:53) What really stops people from choosing their corporate niche - and why it’s holding your sales process back. (04:51) Whether it really matters if ‘corporates would buy that’ or whether you need to think about niching differently. (06:25) The real differences between ‘niche’ and ‘industry’ and why confusing the two is losing you sales. (07:31) Whether external validation on your corporate niche is necessary to see a successful B2B sales process. (09:15) How to know whether you need to pick a ‘forever’ niche right now. (10:42) How to choose a corporate niche if you’re a generalist/ multi-talented (12:46) The one thing that will ruin your business if you choose the incorrect niche. (14:12) The ways that corporate companies are changing - and how that’s impacting the ability for small business owners/ entrepreneurs to choose different niches and avoid stereotypes. (18:26) Why troubleshooting your own sales process is challenging - and how it can stop you effectively selling your services (21:08) Why your niche is destined to fail… unless you fix your messaging for corporate clients. (24:41) How sounding ‘smart’ makes it much more difficult to sell your services to corporate organisations (26:15) Why it’s important to make sure our stakeholders never feel ‘stupid’ when hearing about our products/ services… and how to improve our elevator pitches so that they convert. (29:42) How to avoid ‘word vomit’ - and overloading your prospect with information that doesn’t help them buy from you. (33:00) How your messaging can make your corporate stakeholder feel educated, valued and make them want to buy from you. (35:40)   Plus, I’m also sharing the exclusive sessions that I’ll be teaching at our Converting Corporates live workshop in London this September! If you haven’t grabbed your ticket yet and want one of the final spots, click here: https://selltocorporates.com/converting-corporates-2021/   Key Resources Mentioned in this Episode:   Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/     Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite   Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession   Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

STC045 How to find your corporate niche - and communicate it to prospective clients

Most people think that it’s only sales activity that leads to making the sale. But the reality is, that most business owners feel ‘lucky’ to get a B2B sale… because they don’t have a systemised, strategic process in place to give them the best opportunities to land the sale every time.  Whilst talking about organisation isn’t necessarily sexy… it’s a simple and easy way to increase sales, plug process gaps and give your prospective clients a better service during your B2B sales process. If you’re ready to create a predictable B2B sales process that gives you the ability to accurately forecast your sales… this is the episode for you!   In this episode, I’ll be sharing; Why I’ve felt sorry for people who’ve worked for me in sales teams before (05:53) The simple reasons we avoid mapping out our sales activity - and how it impacts your profits. (07:22) Peter Drucker; how a management consultant made me fall in love with metrics. (09:27) Why we struggle to plan our sales activity - it’s not all practical. (10:50) How B2B sales activity differs from B2C sales activity - and why it makes your life so much easier. (12:18) How your sales activity (and planning) will change exponentially after your first year in business. (14:10) How to schedule effective sales activities that generate results (15:57) Why we shouldn’t confuse ‘interesting’ sales activities with ‘successful’ (18:54) Variety in sales activities - and where you’ll be able to find new sales activities that challenge you. (21:40) Specifically arranging your diary / calendar to make your sales activities profitable and easy to execute. (22:45) How to set effective sales targets that stretch you and make your B2B sales process simpler and more successful. (25:40) How to avoid beating yourself up about unmet sales targets and expectations. (27:30) Budgeting your time realistically for sales activities to ensure they take place. (28:14) Giving yourself clear expectations of tasks and managing them. (29:45) And of course, we have some final tickets left for Converting Corporates 2021! Make sure you grab your ticket below if you haven’t already.   Key Resources Mentioned in this Episode: Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/   Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle How to leave a review - http://bit.ly/howtoreviewmypodcast Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

STC044 Why organising your sales activity is integral to your success

STC043 Is hiring an external salesperson your best option to make more sales?

** Tickets for Converting Corporates 2021 are now on sale! Check out the Key Resources section for ticket information ** Have you ever thought that certain personality types do better than others when it comes to B2B sales? You’re not alone… in fact, there are differences in the ways that certain personality types show up in their sales activity… and they can help and hinder your success. But instead of trying to change your personality, I’ve decided to share the most common personality types that I’ve seen whilst training over 12,000 people - and how you can maximise your personality to make more sales. After all, we can’t all sell in exactly the same way… so if you’re interested in finding out the part that your personality plays in your sales process, how it helps you and how it could be holding you back (plus focus areas for improvement!) then take a listen now. In this episode, I’ll be sharing; A quick overview of why there are four key personalities - and how to know if you’re a rare combination or not! (04:38) Whether it’s problematic to have a personality (and show it to stakeholders) when you’re selling your services to corporate companies. (05:55) Why we have to stop letting our personality type be the obstacle that stops us from selling successfully to corporate organisations. (07:16) Are you a ‘Wanda’ overview (09:26) Why ‘Wanda’s’ can get stuck with proposal writing and creating clear sales opportunities. (10:41) The best sales skill for a ‘Wanda’ - and how you can use it to your advantage in the B2B sales process. (12:25) How developing your consultative sales skills can give ‘Wanda’s’ the biggest advantage over their competitors. (14:47) Why ‘Olga’s’ are a classic sales personality type (17:29) Why theoretical sales concepts will keep you stuck and stop you making the sales you need. (18:10) The area that ‘Olga’s’ excel - and why it’ll give you an added edge over your competition. (20:17) How best practice business development skills will really bring an ‘Olga’ to the top of their potential close rates. (22:03) How ‘Olga’s’ can overcome their overthinking tendencies and take immediate action (24:01) What is a ‘Dan’ personality - and why I’m a very clear ‘Dan’ (26:00) How ‘Dan’s’ can often be misconstrued or misunderstood in the sales process - and how to work on it (27:23) Where ‘Dan’s’ excel… and why they’re more likely to close proposals quickly. (30:43) Why ‘Dan’s’ need to work on gaining multiple internal champions - and how to make that happen. (32:07) How to know if you’re a ‘Kieran’ - and why it’s super common in salespeople. (33:45) Why ‘Kieran’s’ will often use optimism to predict their B2B sales outcomes (34:53) Fast action plus foundational strategy - and how it can help ‘Kieran’s’ outperform their competition. (36:30) How metrics will save a ‘Kieran’ from missing out on sales opportunities. (38:50) Why your personality doesn’t have to hold you back - and using the sales strategies from today’s episode to help you win more business. (42:03)   Plus - an exciting announcement about Converting Corporates 2021. Make sure you grab your ticket below to access workshop sessions on; Selling to FTSE 500 companies, the ARQ Framework ™ and more... Key Resources Mentioned in this Episode: Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/   We have one space left in April to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite How to leave a review - http://bit.ly/howtoreviewmypodcast Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

STC042 Four personality profiles that generate profit in B2B sales

If you’ve ever wanted to sell to corporate organisations but just don’t feel confident enough? This episode is just for you! It can be easy to fall into comparisonitis or to feel confused about the process - and those things lead to you feeling under confident and awkward about selling your services to corporate organisations.  That’s why, in today’s episode, we’re exploring whether you really need to be super confident to sell to corporate organisations - and how you can build genuine confidence to make more B2B sales! This episode has come directly from the questions that we get every single day from our podcast listeners… and I’m really excited to finally be answering it properly!   In this episode, I’m going to be sharing; Which areas are most commonly impacted by a lack of confidence in the B2B sales process. (07:04) Why small business owners feel under confident when trying to implement or improve their B2B sales process. (08:12) Why saying that you’re under confident about ‘everything’ isn’t an honest answer for yourself. (09:18) How I was once an under confident salesperson… and how I got over it! (10:31) How you can use your lack of confidence as a secret sales superpower (13:18) Why you need to troubleshoot your lack of confidence so that you can overcome it quickly and stop it sabotaging your sales process. (14:31) Defining confidence as part of your sales process and how you can make it work for you. (15:51) Whether or not you really need to be extroverted to successfully sell to corporate companies. (18:08) Why confidence isn’t always a natural talent… and how you can use that to your advantage. (19:12) How we can practice being confident without ‘faking it’ until we ‘make it’. (21:13) Why training environments are so important for building your B2B sales confidence. (22:33) How to troubleshoot your lack of confidence - and improve your gaps. (24:59) The most common areas that most people need to build their confidence in during the B2B sales process. (26:30)   Key Resources Mentioned in this Episode: Get on the waitlist to join The C Suite ® now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite Converting Corporates Bundle: If you’re looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You’ll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations! http://bit.ly/convertingcorporatesbundle   How to leave a review - http://bit.ly/howtoreviewmypodcast Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, book it here now: https://bit.ly/corporateexploratorysession Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/top-5-business-development-questions

STC041 Do you need to be super confident to sell to corporate companies?

There has never been a better time to sell high quality services to corporate organisations. In a time when the corporate world are spending over a trillion dollars per year on external vendors and suppliers, I want to show you how you can be creating, selling and delivering high ticket, high transformation offers to corporate organisations. So if you're a service based small business owner who is ready to learn the power of consultative selling to corporates, now is the time to hit that subscribe button and learn how you can increase your profits!

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