76 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
    • 4.7 • 35 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!

    STC076 Could you triple your turnover and sign six figure deals like Andy? (Andy Storch Case Study episode)

    STC076 Could you triple your turnover and sign six figure deals like Andy? (Andy Storch Case Study episode)

    It’s great to bring Andy Storch, one of my epic C Suite clients onto the show today to share his journey selling his services into corporate organisations. If you (like Andy) have had a history in the corporate world - or have been consistently selling to corporate clients over the years but have been wanting to exponentially increase your sales? Then this is the episode for you.
    Andy has kindly come onto the podcast to share his journey inside The C Suite ® and why, as a seasoned professional, he decided to join (and rejoin!) the programme - and how he’s implemented it over the last six months to sign six figure deals and have his best business quarter ever!
     
    In this episode, we’ll be discussing;
     
    Andy’s area of specialism; retention and talent development with global technology companies. (00:52) Why corporate companies would want to teach their employees to own their careers. (01:45) The impact of the ‘Great Resignation’ on corporate companies. (03:30) How remote working has impacted corporate company culture. (04:30) Andy’s background working for a consulting firm and why he decided that he wanted further support with his own B2B sales strategy. (06:47) How Andy decided to write his book and create his own B2B sales strategy. (07:28) Andy’s background as a successful reseller and trainer for leadership development. (08:03) How Covid-19 changed the sales landscape - and what Andy got from being inside The C Suite ® when the world stopped. (09:00) How Covid-19 changed the way Andy built relationships with corporate stakeholders. (10:06) Why Andy decided it was integral to rejoin The C Suite ® to achieve his B2B sales goals. (12:19) How ego got in the way of Andy’s B2B sales success in 2019. (12:53) How Andy’s journey through surviving cancer led to him wanting even more business success. (13:40) How Andy’s wife was onboard with him rejoining The C Suite ® - and the importance of having productive conversations with your significant other. (14:41) The importance of going ‘all in’ on the right activities. (14:51) How important it is to learn from the specialist - and how that’s helped Andy skyrocket his results this year. (15:21) How important it is to recognise that setbacks don’t have to be permanent. (16:36) Andy’s first top tip to generate more B2B sales with corporate companies. (18:02) The importance of consistency when selling your services to corporate clients. (18:21) Being able to overcome imposter syndrome and achieve confidence in yourself. (19:06) How to become an expert in your industry quickly. (19:31) Overcoming the challenges of dialling down into one niche. (20:02) Why Andy initially resisted working with one industry/ niche - and how his results changed when he focused. (20:31) Whether or not you’re turning business away by specialising in one industry/ with one focus for corporate clients. (21:21) The insights you’re able to offer prospective corporate clients when you’re a specialist. (21:35) How to avoid being ‘friend-zoned’ by corporate clients. (22:19) How The C Suite ® helps you to troubleshoot your own B2B sales process - and why that’s so valuable. (25:11) How Andy has been raising his rates with the help of The C Suite ®. (25:50) How being in The C Suite ® has helped Andy to improve his work/ life balance by travelling less, charging more and enjoying his work. (27:41) The feedback Andy got at our Converting Corporates event to raise his speaking rates successfully. (29:43) What to do if you want to offer a discount to a corporate client/ organisation. (30:27) How Andy signed 12 corporate clients in Q2 2022. (30:51) How Andy closed his first six-figure corporate sale in Q2 2022. (31:50) The key difference that discipline made to Andy’s B2B sales process. (32:29) How personal touches make a difference to the B2B sales process. (33:27) Why overhauling Andy’s entire sales process was the best thing he could have done for his business i

    • 47 min
    STC075 How to set yourself up for a successful Q4 of B2B sales

    STC075 How to set yourself up for a successful Q4 of B2B sales

    Is your business set up for an excellent sales experience in Q4 this year, despite the looming recessive period ahead?
     
    If the answer to that question is “no” for you, then this episode will be a great one to listen in on as I’m sharing the 3 things every business owner should be doing as we move into what promises to be a very challenging quarter for people who aren’t prepared for it.
     
    Recessive periods do not have to be scary or doom and gloom. They can be an amazing time to make sales and revenue, and this Q4 has the potential to be your best quarter yet!
     
    In this episode, I’m discussing;
     
    How do people end up ruining the biggest potential sales period for their business every year? (2:55) How can Converting Corporates help you recession proof your business? (4:20) Whether you are paying someone to help you, or doing it yourself there are steps you must be taking to ensure your business makes sufficient revenue during periods of economic challenge. (8:00) One beautiful thing about selling to corporates is that Summer can be a time for relaxation and time off, just as your clients use it, so long as you set yourself up in advance. (14:20) What is the first key thing to focus on to ensure that your business doesn’t experience feast or famine revenue periods? (18:07) Do you have qualified leads in your pipeline for September? (21:16) Do you have a plan in place to recession proof your business? (24:35) What will you be doing during Q3 in terms of learning and development that will assist you in making Q4 an amazing sales quarter? (31:32)


    Key Resources Mentioned in this Episode:
     
    If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/ 
     
    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.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    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! 
     
    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, schedule your call today.
     
    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.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

    • 38 min
    STC074 Top 3 ways a recession will impact your B2B sales

    STC074 Top 3 ways a recession will impact your B2B sales

    Are you worried about your business as we move into a recessive period?
     
    There are lots of positive things that can occur as we move into recessive periods and today's episode is all about the ways that a recession will impact B2B sales, not just for small business owners, but also for large companies that you might be working with too.
     
    I’m sharing how, by being equipped with the correct information you can mitigate some of the negative things and what you should be focusing on if you want your business to survive and thrive during a recession.
     
    In this episode, I’m discussing;
     
    Are we moving into a recessive period? (2:00) What should you be focusing on if you want your business to survive and thrive during a recession? (3:10) What was the impact on consumers during the 2011 economic crash? (8:10) Who will likely see a drop off of customers and clientele during a recessive period? (10:10) The key way that big companies will get around periods of economic downturn. (12:45) How subscription based companies and sport teams come out on top during times of consumer drop off. (13:15) How the media portrays economic downturn and how companies are more resilient than people think they are. (17:25) Recessive periods do not have to be doom and gloom. It is within your power to change the outcome for your business. (22:30) What are companies looking for and purchasing during recessive periods? (27:00)


    Key Resources Mentioned in this Episode:
     
    If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/ 
     
    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.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    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! 
     
    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, schedule your call today.
     
    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.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

    • 32 min
    STC073 Converting Corporates Key Takeaways

    STC073 Converting Corporates Key Takeaways

    Did you miss our April Converting Corporates event and have FOMO because you couldn’t attend? Every year, we get lots of people who wished that they could attend but for whatever reason, weren’t able to make the event… and April’s Converting Corporates workshops were incredible… 
    That’s why I’ve taken time to distil the three key takeaways from our participants at our April event - so that you can understand the core B2B sales breakthroughs that happened - and apply them to your own business over the summer.
     
    In this episode, I’ll be sharing;
     
    What you need to know about attending Converting Corporates this September. (00:46) The epic feedback that we’ve had about Converting Corporates. (01:57) Why it’s so important (and rare!) to be able to learn and implement B2B sales skills at any events you attend. (05:29) The power of live training and how it impacts the breakthroughs that you can achieve. (10:01) Why pricing your services to sell to corporates is so important to get right. (13:29) Why pricing your services to sell to corporate clients can often feel difficult. (13:31) How working alone can make it harder to price your services for corporate companies. (13:54) How external validation on our pricing can help us sell more services to corporate companies and feel super confident about it. (14:14) What creating and sense-checking an offer publicly did for our attendees at Converting Corporates in April. (15:21) How we can think about pricing logically - and why that benefits our mindset and confidence around pricing. (17:21) Whether or not we can price something to ‘make it sellable’. (18:17) How we can sell at higher rates/ budgets to clients who don’t think that they have big budgets. (21:05) The difference in priorities for customers when purchasing a service. (22:24) Why undercharging often contributes to client resentment. (24:14) How our emotional attachment to the B2B sales process can make us feel sleazy about selling. (26:01) Why ‘vague’ doesn’t work in your lead generation process. (27:04) How transparent stakeholder relationships are key for B2B sales. (28:37) The common questions people have about cold email marketing. (29:58) How the Selling to Corporate ® process is simple but not easy - and the difference that makes for our attendees (32:08) Why you need to keep your sales process simple to make sure that it’s efficient and effective. (36:08)  
    And if you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/ 
     
    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 the waitlist now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    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! 
     
    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 Th

    • 35 min
    STC072 How to sell keynote talks to corporate companies

    STC072 How to sell keynote talks to corporate companies

    If you’re someone who has been in love with the idea of doing keynote talks for corporates, but haven’t been sure as to whether or not they would be worth the effort, this is a great episode to listen to. 
     
    I’m sharing insights and data explaining why corporate keynotes are valuable, how much speakers are getting paid, and what to focus on if you’re thinking about selling a keynote talk B2B. 
     
    I also share a few examples of speakers inside The C Suite ® who are having great success, what kinds of deals they’re closing, and why it’s happening for them. If you’ve been considering adding keynote talks to your offerings, listen in.
     
    In this episode, we’re discussing;
     
    Keynote speaking is going to be a huge topic covered at September's Converting Corporate event, so be sure to get early bird pricing!  (05:12) Are keynote talks really a big deal in the corporate market? (07:20) How companies use keynotes to create a positive result within their organisation. (08:20) Are keynote talks actually worthwhile as a corporate revenue stream? (12:17) Why it’s crucial to be an engaging speaker, and why it’s not enough to be just a well informed one. (15:02) How much are keynote speakers getting paid? (18:00) How much access are the keynote speakers within The C Suite ® having this year? (19:12) What is the standard to measure up to when it comes to delivering valuable and well paid keynote talks? (22:00) Why you may want to take business development into your own hands instead of hiring an agent or someone else to pitch for you. (25:27) How selling keynote talks to corporate companies differs from other corporate sales processes. (28:28) Why it’s crucial to be speaking to the right people and generating qualified leads. (30:26) How to identify if a speaking solution is the right offer to make. (32:36) Why keynote speaking can be an unpredictable revenue source. (34:20)  
    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 the waitlist now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    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! 
     
    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, schedule your call today.
     
    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.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

    • 36 min
    STC071 Top three mistakes people make in business proposals for corporate companies

    STC071 Top three mistakes people make in business proposals for corporate companies

    Have you ever gone through your sales process only to get to the proposal stage and not know what to put in it? Or have you sent along what you thought was a great proposal only to have the company who requested it change their mind?
     
    Today's episode is about proposals, because there are tons of mistakes that people tend to make with them. I've picked out the top three mistakes that cause the most issues when trying to actually close off sales with corporate companies. 
     
    In this episode, we’re discussing;
    The reason why now is a great time to focus on proposals. (3:30) The best way to spend your time as we move into summer. (5:05) What purpose does a proposal actually serve within the sales process? (6:35) To use a slide deck, or to not use a slide deck, that is the question. (8:25) The language you use in a proposal is extremely important for a few reasons, and one of them is clarity. (12:50) Are you communicating the right things? Are you communicating everything you need to? (15:35) Are you using your proposals to communicate boundaries? (17:20) The risk you take by writing and submitting a vague proposal to a potential client (20:05)  
    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 the waitlist now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    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! 
     
    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, schedule your call today.
     
    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.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 

    • 22 min

Customer Reviews

4.7 out of 5
35 Ratings

35 Ratings

mphcoach ,

Great Overview

This is a very clear, concise and fun overview of the whole BD concept. Wholly new to me, so thank you!

Gemma4890 ,

So helpful thank you!

I started listening to this podcast a couple of weeks ago following a recommendation. After pivoting between B2B and B2C Jessica has given me so much clarity about where and how I need to position my business and why selling to corporate is a no brainers. She’s also challenged some of my mindset issues about money and given so much strategic advice on how to move things forward. I’m looking forward to investing in her sales training and hopefully her C suite at a later date. The success stories are amazing, it’s good to see people achieving their goals. Thank you!

Fellow fish friend ,

Not sure what you're on about

Honestly wanted to get something from this but after listening to ten minutes of stuff about leads all I heard was a wall of corporate blah - if there was anything in there it probably could have been condensed to 2 mins for the same information. A bit of a frustrating experience.

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