46 episodes

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!

Selling To Corporate Jessica Lorimer

    • Business
    • 5.0 • 26 Ratings

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!

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

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

    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 d

    • 42 min
    How to find your corporate niche - and communicate it to prospective clients

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

    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

    • 36 min
    Why organising your sales activity is integral to your success

    Why organising your sales activity is integral to your success

    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 Ques

    • 29 min
    Is hiring an external salesperson your best option to make more sales?

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

    One of the most common questions small business owners ask me is whether they can just ‘hire a salesperson to do it for me’ - or whether they can hire me directly to implement their B2B sales process! If you’ve been thinking about hiring a sales professional to start working on your B2B sales process - and wondering what you should watch out for - then this episode is for you!
    So if you’ve been thinking that you don’t have the time to do the sales work in your business/ are ready to expand and build a team that can do the heavy lifting or you just want some clarity on whether or not your business is ready to hire a sales professional? Take a listen.
     
    In this episode, I’m sharing;
     
    How Q2 differs from Q3 - and why it’ll be impacting your sales process (0:32) Why ‘quicker’ and ‘easier’ sales solutions are entering the market - and what that really means for your progress. (04:11) How this episode has been designed for you to get an unbiased view of B2B sales professionals and why it may / may not be right for your business. (05:02) Understanding who is responsible for troubleshooting processes in your business - and why it matters. (07:40) The common stages small business owners usually start to consider hiring a salesperson for their business. (09:39) The key elements you need to consider when making a decision about expanding/ building your sales team. (11:51) Why recruiting B2B sales professionals needs serious thought - and what your recruitment process should look like. (12:51) How a good salesperson can challenge your interview process - and encourage you to make a faster than normal hiring decision. (13:57) Do billings matter? And can you really make a salesperson show you ‘proof of billings’? (15:18) Why other people cannot make sales recruitment decisions for you (16:44) Why hiring a salesperson isn’t just an important decision for your profit margins (18:26) Can industry/ discipline specialism really be a problem for experienced B2B salespeople? (19:53) How to avoid mixing up sales roles and ‘vocation focused’ employees. (21:26) How to establish practically, whether your business could hire and manage a salesperson right now. (22:03) Sharing comments from my own appraisal… understanding the expectations on new business development executives. (23:15) How to know what motivates a salesperson - and whether or not, you’re able to performance manage them correctly. (25:22) The pitfalls of performance management (27:14) The three things you must have in place before you hire a B2B sales professional. (28:43) How metrics will help you (and your sales person!) make money. (31:40) Compensation expectations - and what you need to look out for. (34:25) Understanding the difference between sales skill sets - and hiring what you need! (35:07) Should you really pay a salesperson ‘what they want’? (39:19) Why you can’t ‘just hire me’ … and how you can apply that logic to your own business. (41:40) How to understand the wider impact and implications of hiring a salesperson in all areas of your business. (43:23) How (and when!) I made the decision to hire sales professionals in my business - and the difference it can make if you get it right. (47:23) How to know if you’re bottle-necking your business from a sales perspective. (49:11) What to do if it’s not the right time for you to hire a sales professional. (52:20)


    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/  
    The C Suite ® is open for one more participant now! If you’re looking to get the best support in selling your services to corporate organisa

    • 50 min
    Four personality profiles that generate profit in B2B sales

    Four personality profiles that generate profit in B2B 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 propos

    • 46 min
    Do you need to be super confident to sell to corporate companies?

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

    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

    • 29 min

Customer Reviews

5.0 out of 5
26 Ratings

26 Ratings

BlueSuperted ,

Exceptionally informative podcast

I absolutely love Jess’ Selling To Corporate podcast. Her advice is clear, hugely generous, actionable and always led by her immense integrity & experience.

Before I discovered Jess (via her equally excellent Smart Leaders Sell podcast), I wouldn’t have dreamt that I would be creating a corporate revenue stream for my own coaching business. However after listening for several months, I plan to do exactly that AND I know I need to be working with Jess to do so successfully. I’m looking forward to working with Jess on the C Suite later in 2021!

As a fellow podcaster, I also really appreciate how much time and energy Jess gives to her audience by creating such awesome content - thank you Jess!

Lucy Orton (positive psychology coach & podcaster)

Littlemissspim ,

Fab podcast

Well done Jess this is a fantastic podcast. I don’t actually sell to corporates but I love listening to the content as it inspires me to push myself and do better in the work that I do (working with established, scaling businesses). One of the things that really hit home is that with corps you don’t need to be on the content wheel as much as you do when selling to smaller businesses, entrepreneurs etc and that it’s all about building relationships, the network etc. Also as a fellow podcaster just wanted to appreciate the amount of time that goes into podcasting- I’m not sure if it’s the same for you but I find it very time consuming, but something I love doing. Well done. And also for always being super positive and energetic in the content you deliver. I listen when on my walks escaping the kiddies!

JL Comms ,

If you're selling to corporates, follow Jess

I stumbled across Jess's podcast by accident and I'm hooked! After wading through tonnes and tonnes of 5 day challenges and mentoring programmes I just couldn't find anything that addressed a corporate audience specifically. Then I found Jess and the C-Suite, and I haven't looked back. Her podcasts and posts are crammed full of relevant information and practical advice. I've started from the very beginning and each one speaks to me in some way, reminding me of how things are done in the corporate world. Jess delivers these in such a fun and personable way, it's like having a chat with a friend - someone who's got your back and who wants you to succeed. I'd wholely recommend tuning in if you're selling or planning to sell to corporates - if you don't, you're missing out.

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