21 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

    • Entrepreneurship
    • 4.9, 14 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!

    STC021 How to measure the success of your business development

    STC021 How to measure the success of your business development

    Do you put off doing business development because you’re worried that you won’t get the results you want? Perhaps it’s become a task you dread - and you just feel like you’re not good at business development and struggle to want to make time for it? Don’t worry - you’re not alone! 
    In fact, most people actually HAVE the tools and skills to be successful when it comes to business development… but because they don’t measure the success of their business development properly, they can start to feel like they don’t know how to do it/ that their business development skills aren’t effective - and they can end up avoiding it altogether. (Which we know isn’t going to help us make more profit right?!)
    In this episode, I’m sharing the metrics that you *really* need to focus on when it comes to business development (and you’ll be pleased to hear that it’s not all tracking LinkedIn connection requests and endless spreadsheet-ing!) Instead, we’re focusing on the key areas that you need to focus on and that are crucial to the success of your business development.
    We’re going to be covering:
    The FIVE core metrics that you need to focus on in order to see maximum results from your business development. We’ll be looking at these key areas in detail so that you know exactly what you need to be tracking to get the fast results you want! (And I’ll be sharing the things that you can avoid tracking forevermore too!) The psychological reasons that we avoid tracking our numbers, why it’s totally normal - and how you can motivate yourself to start… even if you think that your numbers are low/ small/ not worth measuring! If we can understand why we don’t take action/ monitor our activities, it makes it much easier to understand our triggers and start moving past them.  How to use your metrics to create easy and simple analysis of what is actually working in your business - and where you can ‘let go’. I’m sharing the top secrets used by real salespeople so that you can start measuring your metrics effectively AND enjoy using them to skyrocket your sales.  
    Alongside all of this gold, I’ll also be sharing;
    The real definition of metrics and the clearest ways to use them so that you can create predictable, consistent and scalable sales results. Why selling on social media has been distracting you from the real metrics that you need to be focusing on in order to generate business to business (B2B) sales - and how to refocus your attention. The next steps for metrics tracking; why they become pointless if you don’t use them to create clear plans of action - and how to do that in quick and simple ways.  
    ** If you’ve enjoyed today’s episode, please take the time to LEAVE A REVIEW ** I read every single one personally  - and shout you out on the show too. Not sure how to leave a review? Check out our simple ‘Leaving a Review Guide’ here: https://selltocorporates.com/how-to-review-my-podcast/
     
    Resources mentioned in this episode:
    The C Suite ®: https://bit.ly/join-the-c-suite
    Like & Follow on Facebook
    Follow Me on Instagram
    Follow Me on LinkedIn
     
    Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
    Disclaimer: Some of these links are for products and services offered by the podcast creator.

    • 32 min
    STC020 What are the best broadcast platforms to generate corporate clients?

    STC020 What are the best broadcast platforms to generate corporate clients?

    If you've decided to spend time creating broadcast content for your business development, then you're probably wondering where the best place to put it is.
    After all, there’s no point in spending time to create good broadcast business development content and then put it on the wrong platform!
    Today’s episode is all about the best broadcast business development platforms, how to use them and key examples of my The C Suite® and Mastermind members using them well.
    In this episode we’ll be exploring;
    What broadcast platforms are best to use when selling to corporate organisations. What results you can expect from creating good broadcast content The three main broadcast business development platforms and examples of best practice content creation.  
    We’ll also be covering:
    A quick ‘thank you’ to our fabulous May Guest Expert for The C Suite® Rob Cutler for sharing his knowledge of the business development world and giving an incredible workshop to our C Suite® participants (05:31) Why there’s not ‘one way’ to create broadcast business development content - and how it differs from the B2C world (08:14) How platforms change - and why ‘Jack Sparrow’ is our resident expert for helping us run our businesses (09:10) The best ways to make broadcast business development content work for us - and why it’s not about expecting it to make the sales for you. (10.00) How we can use content to demonstrate our capabilities as an expert/ authority in our space - and why that makes us better business development executives for our own businesses. (12:59) Understanding your publishing schedule - and how to decide what you need to put out, when. (14:32) Understanding the difference between creating content and creating content that converts into leads and corporate clients. (15:58) Using your personality to define which of the three main broadcasting platforms will be best for you. (19:01)  
    And remember, if you want to submit a question and have me answer it live on an episode, you can email it across to Jessica@JessicaLorimer.com .
    If I pick your question, I’ll email you to let you know and answer it live on air!
     
    Key Resources Mentioned in this Episode:
    The C Suite®: https://www.products.selltocorporates.com/join-the-c-suite
    Want to create your own podcast? Check out my Podcasting That Pays course here: https://podcastingthatpays.com/
    Make Content Creation Simple and Successful Podcast Episode: https://sellingtocorporates.libsyn.com/website/stc012-make-content-creation-simple-and-successful
     
    Individuals mentioned in this episode:
    Becky Strafford: https://www.linkedin.com/in/beckystrafford/
    Andy Storch: https://www.linkedin.com/in/andystorch/

    • 38 min
    STC019 Why now is the best time to sell virtual trainings (and how!)

    STC019 Why now is the best time to sell virtual trainings (and how!)

    Want to sell a virtual learning course to corporate organisations? Listen to this episode and discover why now is the perfect time to be selling virtual learning to corporate organisations and what you need to do to make sure corporate organisations want to buy from you.
     
    Find out how Coronavirus has made shifts in the corporate world and what it means for any training that you are providing and why it’s not just just CPD and traditional training that firms are looking for now. 
     
    I share tips to creating good virtual training and what you need to think about when you are creating your training. 
     
    Plus why one size doesn’t fit all and what you must make sure you do before you come up with a solution for a corporate organisation. And why being realistic about what can be achieved in your training sessions is key to managing expectations and upselling.
     
    I’m opening two places on my C Suite® programme for June - if you’d like to know more then please get in touch.
     
    Podcast shownotes


    About the diversity in my business and the C Suite programme (1:25)
    How Coronavirus has made shifts in the corporate world (5:39)
    About the C Suite® and what it can do for you moving forwards (8:01)
    How virtual training has evolved over the last few years (10:10)
    Why this is a great time to be selling virtual learning to corporates (13:54)
    Why you need to focus on the outcomes and transformations (17:13)
    What you need to think about when planning your virtual training offering (18:15)
    Why you need to demonstrate that you understand the challenges that people face (21:01)
    Why you need to consider pain points and transformations when planning virtual learning (22:50)
    Why it’s easier to sell your learning if you understand the transformation (25:00)
    Why it’s important to still have business development conversations (28:24)
    Why you need to be open to co-construct solutions with corporations (30:21)
    Why it’s easier to upsell once you’re onboard (32:40)
    Why you mustn’t over promise with your training and it has to be achievable (34:07)
    Why you need to be able to measure the success of your training (36:37)
     
    Resources
     
    SLS 281 Smart leaders Sell podcast about the diversity in my business and programme
    https://smartleaderssell.com/sls281-why-good-customer-service-will-get-you-more-clients/


    STC 18 How to price your services like a pro
    https://selltocorporates.com/episode-18-how-to-price-your-services-like-a-pro/
     
    STC 14 How to stop Coronavirus from killing your corporate revenue stream
    https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 
     
    STC 11 Offer types that give the best client experience and add profit 
    https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 
      
    STC 01 Business Development
    https://selltocorporates.com/stc001-business-development/ 
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ 
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session 
     
    Email Jess
    Jessica@JessicaLorimer.com    
     
    Join the C Suite®
    http://bit.ly/The_C_Suite 
     
    Selling To Corporate
    https://selltocorporates.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/  
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/  
     
    More Jess!
    Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/  
    LinkedIn http://www.linkedin.com/in/jesslorimer 
    Instagram https://www.instagram.com/jess_lorimer/

    • 38 min
    STC018 How to price your services like a pro

    STC018 How to price your services like a pro

    Ever struggled to price your services? Especially when you are selling to corporate organisations?  Worried that you’ve quoted too much or even worse too little? Love to know how to nail your pricing?
    If you’ve ever got stuck or dreaded THAT Business Development conversation with a stakeholder where you have to talk moolah then this is a must-listen episode of the Selling to Corporate podcast.
    I’m sharing gold in this episode I tell you how you can price your services like a pro. I explain how to approach the prep work and why your pricing and solutions MUST come after your Business Development calls.
    I share the exact process you need to go through and key considerations you must make when you’re pricing your services. 
    Find out when it’s appropriate to discount and what you need to consider when you’re justifying the price that you’re proposing. And why the transformation that you are offering a corporate organisation is key. 
    I explain how to have a conversation about budget and what to say when they won’t give you a figure. I explain how you can read between the lines and how to follow up if you don’t get the answer you were looking for. And why you must be transparent and have that conversation about budget rather than sweeping it under the carpet.
    Plus why your pricing SHOULD make you feel uncomfortable.
    If you’d like to have my eyes on your packages, proposals and help to create emails and find out how to hold Business Development calls that convert - then join The C Suite® now.
     
    Podcast show notes

    About this podcast episode (2:05)
    Benefits of joining the C Suite® (3:36)
    Why you need to have your BD conversations before pricing your solution (4:21)
    Why you shouldn’t price before mapping out your market (5:55)
    Why you need to have several BD calls before you know what to offer (6:15)
    Why you need to understand the problem before you offer a solution (7:08)
    Why you need to know where you sit in the market (08:45)
    Why you must have a transparent conversation about the budget (09:53)
    How to talk about budgets and what to say if the stakeholder is a bit vague (11:02)
    Why you should never undercharge/discount on a first-time basis (13:26)
    Why it’s normal to worry about under or overcharging (16:33)
    Why you have to be confident when pricing your services (17:15)
    Why you mustn’t forget the transformation that you’re offering when pricing (17:53)
    Key considerations to make about your transformation before you price (19:14)
    Why corporates will take action and see results (19:50)
    Why your pricing should scare you a bit (21:19)
     
    Resources

    Sally Foley Lewis

    STC 17 Three simple ways to sell more effectively
    https://selltocorporates.com/episode-17-three-simple-ways-to-sell-more-effectively/
     
    STC 11 Offer types that give the best client experience and add profit 
    https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 
     
    STC 10 Set the best foundations to sell to corporates
    https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/
     
    STC 05 Leveraging relationships
    https://selltocorporates.com/stc005-leveraging-relationships/  
     
    STC 04 The art of follow-ups
    https://selltocorporates.com/stc004-the-art-of-follow-ups/ 
     
    STC 01 Business Development
    https://selltocorporates.com/stc001-business-development/  
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ 
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Email Jess
    Jessica@JessicaLorimer.com
     
    Join the C Suite
    http://bit.ly/The_C_Suite
     
    Selling To Corporate
    https://selltocorporates.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/
     
    Join my free Facebook Group
    https://www.facebook.com/gr

    • 23 min
    STC017 Three simple ways to sell more effectively

    STC017 Three simple ways to sell more effectively

    Think there’s just one way to sell to corporate organisations? Think again. 
    Listen to this podcast episode and discover why there’s more than one way to successfully sell to corporates and where you could be going wrong with your Business Development calls when you're selling. 
    I share three simple ways to sell more effectively to corporate organisations.
    I explain how to ask permission to sell before you start your sales conversations and I give examples of how to do this effectively and how you could come across as an arrogant know it all without meaning to.
    Find out what you must never tell a corporate and how you can find their pain points and establish yourself as an expert at the same time.
    And why transparency is key when it comes to talking about next steps. Plus how to make a corporate want to work with you and how you can get an edge over your competition.
    As ever I love getting your feedback so If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
    Book your free Corporate Strategy Call -  if you’d like eyes on your business I have three FREE calls a month if you’d like to have my brains on your corporate business plan where we can set actions and strategies together. 
     
    Podcast Shownotes
    About the C Suite and how you can join (01:25)
    About this podcast episode (03:50)
    Why there are many different ways to sell to corporates (04:21)
    Why a good business development calls will give you the edge over your competition (05:29)
    Why you need to ask permission before you start a conversation (and how to do it) (07:40)
    Why you need to ask the right questions (to be seen as an expert) (11:07)
    How to share your expertise without being arrogant (11:59)
    How to make a corporate organisation want to work with you (14:01)
    Why you need to avoid making sweeping statements in broadcast content (15:34)
    Why you must avoid telling a corporate they have a problem (16:25)
    Questions that you need to ask a corporate to find out what their problem is (18:17)
    Why you mustn’t be dismissive of what a corporate is doing (21:20)
    How to acknowledge what corporates are doing without being negative (23:05)
    Why you need to educate about the impact of the problem (24:07)
    Why you have to get used to having the sales conversation (24:30)
    Why transparency is really important (26:09) 
    How to follow up about next steps at the end of a conversation (27:32)
     
    Resources
     
    STC 14 How to stop Coronavirus from killing your corporate revenue stream
    https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 
     
    STC 11 Offer types that give the best client experience and add profit 
    https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 
     
    STC 10 Set the best foundations to sell to corporates
    https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/ 
     
    STC 05 Leveraging relationships
    https://selltocorporates.com/stc005-leveraging-relationships/ 
     
    STC 04 The art of follow-ups
    https://selltocorporates.com/stc004-the-art-of-follow-ups/ 
     
    STC 01 Business Development
    https://selltocorporates.com/stc001-business-development/ 
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ 
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session 
     
    Email Jess
    Jessica@JessicaLorimer.com    
     
    Join the C Suite®
    http://bit.ly/The_C_Suite 
     
    Selling To Corporate
    https://selltocorporates.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/  
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/  
     
    More Jess!
    Facebook http://www.facebook.com/JessicaLorimerSuccessCoach/  
    LinkedIn http://www.link

    • 29 min
    STC016 What do you really need to successfully sell to corporates?

    STC016 What do you really need to successfully sell to corporates?

    So what do you REALLY need to sell to corporates? If you think you need a website or a killer corporate CV to sell to corporates then take a listen to this podcast episode. I share my expertise about what you do and don’t need to successfully sell to corporates. Some of the answers might surprise you.
    Find out why you don’t need a fancy pants website or to have worked for a corporate in the past to sell to one now and why passion and specialism is MORE important than your past CV.
    I explain what you DO need to sell to corporates and what you DON’T and why you don’t need to be on every single social media platform going.
    Plus the key things that you need to get right down to how you show up online. I give my insight into how you can demonstrate your expertise without being a boring know-it-all. And why you have to walk the talk.
    I share my tips on how to get LinkedIn to work for you and why you might not be getting the most out of your LinkedIn profile especially if you haven’t got your audience right and how to fix it.
    Plus the ONE thing that you MUST be able to do if you are going to successfully sell to corporate organisations - and why it isn’t all about saying yes!
    Hit that link and take a listen. If you enjoyed the episode don’t forget to leave a review and I’ll give you a shout out.
    Join the C Suite® here http://bit.ly/The_C_Suite 
     
    Podcast shownotes
    Why you shouldn’t worry about selling in the current climate (1:30)
    Why you don’t need a website if you’re selling to corporates  (6:11)
    Benefits of using LinkedIn over a website to sell to corporates (9:03)
    Reasons you might want a website to sell to corporate (13:15)
    Why you need to decide on the purpose of having a website (14:30)
    Why you need to be careful about being a ‘know it all expert’ (16:27)
    Why you should demonstrate that you are a team player (19:02)
    Why LinkedIn is a great platform for demonstrating your expertise and how to use it (20:39)
    Why you must think about how you show up online (21:46)
    How to get engagement on LinkedIn and make your profile work for you (24:12)
    Why you need to curate your LinkedIn feed so you get more engagement (26:43)
    Why you don’t need to be on every social media platform to sell to corporates (27:10)
    Why you don’t need to have worked for a corporate to sell to one (29:06)
    How to demonstrate that you are an expert in your field and why you must (30:42)
    Why drive and motivation are so important if you are selling to corporates (34:44)
    Why you need a solid business development for your business (39:28)
    Why you have to be able to deliver and why you mustn’t just say yes (41:46)
     
    Resources
     
    STC 14 How to stop Coronavirus from killing your corporate revenue stream
    https://selltocorporates.com/episode-14-how-to-stop-coronavirus-killing-your-corporate-revenue-stream/ 
     
    STC 11 Offer types that give the best client experience and add profit 
    https://selltocorporates.com/episode-11-offer-types-that-give-the-best-client-experience-and-add-profit/ 
     
    STC 10 Set the best foundations to sell to corporates
    https://selltocorporates.com/episode-10-set-the-best-foundations-to-sell-to-corporates/ 
     
    STC 05 Leveraging relationships
    https://selltocorporates.com/stc005-leveraging-relationships/ 
     
    STC 04 The art of follow-ups
    https://selltocorporates.com/stc004-the-art-of-follow-ups/ 
     
    STC 01 Business development
    https://selltocorporates.com/stc001-business-development/ 
     
    Top 5 Business Development Questions
    http://bit.ly/TOP5BDQ 
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session 
     
    Email Jess
    Jessica@JessicaLorimer.com    
     
    Join the C Suite®
    http://bit.ly/The_C_Suite 
     
    Selling To Corporate
    https://selltocorporates.com/ 
     
    Products and Courses
    https://smartleaders

    • 43 min

Customer Reviews

4.9 out of 5
14 Ratings

14 Ratings

Clara Jane Wilcox ,

A real eye opener!

I’ve been in some form of sales role for over 20 years now, and undertaken lots of sales training, so I THOUGHT I knew it all. The truth is, over the years I’d fallen into bad habits and been some what restricted by having to tow the line at work. Since going self employed in 2015 and having 100% on my income on my shoulders I’ve rediscovered my love for business development, in part because of Jess. Her book led me to her podcasts, which are filled in with humour and honesty, showing the world there is nothing to be scared of when selling.

Clara Wilcox from The Balance Collective

GemmaStow ,

JAM PACKED FULL OF GOODNESS

I can’t get enough of Jessica’s Selling to Corporates podcast. Every episode is jam packed full of so much value and I always learn so much that I can start taking action on in my business right away. I’ve seen great results from my business development with companies who are really keen to start talking about how I can support them and their female employees.

Tune in and soak up all the tips and tricks Jess shares. Listen to her and follow her advice and see how much things grow and shift quickly for you.

Highly recommend for anyone wanting to work with organisations! Thank you for all you share it’s priceless! And I love Max and his snoring too! 😂❤️ Gemma Stow

RachelMaunder ,

Light bulb moment

Jess always shares some great tips which really help me think about how I could do things differently and more effectively when I’m approaching corporates about my training and coaching. I found this week’s episode (19.02.2020) about offers particularly valuable. In the past, my approach to corporates tended to be trying to engage them with whatever training I thought would be most useful, rather than talking to them about their training needs as a whole and then coming up with an offer - which is exactly what I do with my individual clients.

Top Podcasts In Entrepreneurship

Listeners Also Subscribed To