118 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 • 52 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!

    STC119: How my clients get paid 3K + for 45 minute workshops

    STC119: How my clients get paid 3K + for 45 minute workshops

    Are you ready to unlock the secret to securing lucrative deals for your workshops? In the latest episode of Selling to Corporate ®, "How my clients get paid 3K + for 45-minute workshops", our fearless host Jess Lorimer sits down to unveil the remarkable journey of Hannah, who conquered the corporate landscape and started charging £3000 for just 45 minutes of her expertise.
    Dive into Hannah's story - a tale of transition from a travel-heavy career to mastering the craft of selling to corporate ®. Find out how, with absolutely no previous experience, Hannah managed to navigate corporate sales calls like a pro using top-notch objection handling techniques and transparent discussions about return on investment and was able to charge 3K + for 45-minute workshops! We break down the three key factors that catapulted Hannah to success. From her effective cold outreach strategy to an unwavering commitment to providing clear commercial value, tune in and you'll get all the insights needed to replicate her success.
     
    Jess also extends an exclusive invitation to join her at the March "Converting Corporates" event in Central London. With a spotlight on honing your budget conversations, outreach strategies, and offer creation, this event is a goldmine for anyone looking to break into or improve their position in the corporate market. 



    In this episode I’m sharing;
    The significance of having a mentor with proven results and why you should choose qualified, resonating sales experts for success.
    Prioritising sales over perfecting corporate offers.
    Sales calls should focus on transparency, not persuasion. 
    The use of objection handling techniques to navigate budget discussions
    addressing budget objections, increasing confidence, and improving sales.
    How to achieve sales success through process improvement and training.
    Submitting a proposal that highlights the discussed transformations and securing a positive ongoing working relationship after acceptance of the proposal.
    The power of asking purposeful questions during sales calls, listening and identifying your client needs rather than delivering a pitch.
    Trust in Your Sales Process: Embrace a 5-step process for consistency in winning corporate clients and understand why specificity in your offers can make or break your success.



    Key Quotes;
     
    ​​Post-Pandemic Business Philosophy: "I would rather have loads of competitors in the market because like I say to my clients all the time about selling to corporate companies, the more competitors you have, the easier it is to stand out for being good."
    — Jess Lorimer [00:06:43 → 00:08:08]
    Corporate Sales Strategy Advice: "Lots of people are now moving to teach other people how to sell to corporate companies, which I think is great because I think you should absolutely buy from who you resonate with and people who've got proven results and all of that good stuff. And as I've said over the last, I don't know, 5 years of this podcast, I don't care if that's me or if that's somebody else. What I care about is that you buy from somebody who can actually get your results and that you resonate with and that you know you're going to take the advice and actually implement it from and also that you buy from somebody who knows what they're talking about."
    — Jess Lorimer [00:08:55 → 00:09:31]
    Overcoming Self-Doubt in Sales: "It's really sad, you know, because, unfortunately, sometimes people have the best of intentions and they really want to help people sell to corporate companies, but they just don't have the skills, strategies, and training ability to help people in more niche areas or in areas that they don't understand."
    — Jess Lorimer [00:12:47 → 00:13:09]
    Corporate Sales Strategy: "And I frequently say that you don't and shouldn't really focus on having a corporate offer before you start your sales process."
    — Jess Lorimer [00:34:52 → 00:35:04]
    Transparency in Sales: "When

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

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

    Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount!
    Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders.
    In this episode;
    How to streamline business and avoiding being everywhere and doing everything
    Decision fatigue and tailored strategies in lead generation
    Discussing the impact and consequences of AI-written content
    Applying personalised outreach and relationship-building strategies with corporate clients
    Streamlining to focus on revenue and client experience
     
    It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session,  5 workshop sessions and a very supportive community who know exactly what it's like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods!  We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.
     
    Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.
     
    I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn't been working as expected and that's been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it's stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I've always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.
     
    Which brings me to my absolute fave - email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me - other than sending my tried and tested strategy and templates to the local 18 year old! I've said it once and I'll say it again - email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.
     
    On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.
     
    Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram.

    Key Quotes;
    Overcoming Email Overwhelm: "But emails and answering emails is just endless. Absolutely endless."
    — Jess Lorimer [00:00:45

    • 38 min
    STC117: How to beat last year's B2B sales revenue with ONE simple tool!

    STC117: How to beat last year's B2B sales revenue with ONE simple tool!

    Would you believe me if I told you that I have the ONE simple tool that can help you beat last year’s B2B sales revenue?
    I’m introducing you to our powerful little B2B sales tracking spreadsheet that has been an absolute game-changer for many in helping their businesses simplify their B2B sales processes and amplify their sales! This is a simple but effective b2b sales tracking spreadsheet that has received phenomenal feedback from clients and is now available for wider purchase.
    Whilst we understand how some people often struggle to track their sales activities and the significant impact that proper tracking can have on revenue generation it’s important to highlight how tracking your sales and metrics can improve confidence, inform strategic decisions, predict future results, and optimise revenue - it’s literally a licence to print money!
    Tune in to discover how you can use tracking to drive superior results in your business and take advantage of the limited-time discount offer for the sales tracking spreadsheet.
     
    In this episode I’m sharing;
    - Tracking is a critical component for achieving B2B sales goals.
    - Confidence, competence, and tracking are key factors that contribute to sales success.
    - Tracking can help you predict results, make informed decisions, and maximise revenue potential.
     - Crush Last Year's B2B Sales Revenue Using This Powerful One-Stop Tracking Solution!
     
    Key Quotes;
    The Importance of Tracking Sales Performance: "Tracking is a key part of having and maintaining a good sales process."
    — Jess Lorimer [00:12:49 → 00:12:52]
    "The Importance of Tracking for Business Success": "If you want to change your results this year and do better than you did last year, you need to do it differently and you must track."
    — Jess Lorimer [00:25:06 → 00:25:16]
    Sales Success: "The basics work and in the online space, I think we get conned a lot by people talking about advanced strategies and advanced ways to do things."
    — Jess Lorimer [00:05:25 → 00:05:34]
    Sales Strategy Success: "They are confident to go out there and execute their sales strategy. They have the competency, the ability, the strategy to go and do it and they track their metrics because they have understood that whilst tracking itself is a boring activity it makes them more money, and it really does make people more money."
    — Jess Lorimer [00:17:40 → 00:18:09]
     
    Key Resources Mentioned in this Episode:
     
    Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.
     
    Click here to watch my video on how to troubleshoot your sales process.!
     
    Converting Corporates is back and it’s going to be bigger and better!
    If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
     
    Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
     
    Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
     
    Connect with me on LinkedIn.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 
     

    • 23 min
    STC116 Four elements to consider to smash your B2B sales goals this year

    STC116 Four elements to consider to smash your B2B sales goals this year

    Happy 2024, my fellow B2B sales enthusiasts!
    It's a new year, and I'm feeling the sales energy shift! This year, let's move past the hangover from the pandemic and refocus to make 2024 your best sales year yet!
    It’s time to get ready to conquer your B2B sales goals and consider using these four essential elements to smash your sales targets and power up your B2B revenue stream.
    This year the focus is on dedicating specific time for B2B sales activities, being clear and intentional with your plan, concentrating on one method of lead generation and avoiding premature outsourcing. 
    In this episode I’m sharing;
    How to dedicate specific time for B2B sales activities in your calendar. This includes generating leads, setting up sales calls, and writing proposals. Doing this work now will impact your sales in 90 days. 
    Be clear and intentional about your plan for 2024. Define your main business, revenue, learning and development, visibility, and personal goals. Regularly assess and align your actions with these priorities. 
    When considering outsourcing sales activities, ensure you have a good understanding of your B2B sales process before hiring salespeople. This understanding will help you set metrics, understand commonalities, and train salespeople to sell your services effectively. 
    Key Quotes;
     
    Setting Clear Goals: "I sit down at, like, once a month, and I look at, what am I doing and how is that helping me progress my goals? And that really helps my squirrel brain to process things and be like, oh, I'm doing all this stuff and spending a load of hours on building out this great slide deck or whatever, but it's not helping me meet one of my main priority goals. So should I be doing that?"
    — Jess Lorimer [00:14:21 → 00:14:46]
    Hiring Salespeople: "But what you should do is have a good understanding of your B to B sales process before you start hiring salespeople, and there's a reason for that."
    — Jess Lorimer [00:20:01 → 00:20:11]
    Outsourcing Pitfalls: "Don't be tempted to hit 2024 hard and assume that that just happens by outsourcing because it doesn't, and it can really be an expensive and painful mistake."
    — Jess Lorimer [00:22:18 → 00:22:30]
    B2B Sales Strategy: "What is gonna build your B to B revenue stream is taking a couple of hours a week to really focus on B to B time specific sales activities."
    — Jess Lorimer [00:08:52 → 00:09:03]



    Key Resources Mentioned in this Episode:
     
    Converting Corporates is back and it’s going to be bigger and better!
    If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
     
    Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
     
    Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
     
    Connect with me on LinkedIn.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 
     

    • 22 min
    STC115: How you can sell with integrity (and never feel awkward about sales again!)

    STC115: How you can sell with integrity (and never feel awkward about sales again!)

    In this episode we are joined by a very special guest, Jason Marc Campbell, international public speaker and the author of Selling with Love: Earn with Integrity and Expand your Impact. 
    Learn how to manage relationships, avoid manipulative tactics, and ultimately sell with love, unlocking the secrets to selling with integrity and never feeling awkward about sales again! 
    We are also discussing the different dynamics of B2B and B2C sales, the value of setting boundaries and filters for unqualified leads, and the management of energy and relationships in sales. They shed light on the influence of referrals, follow-ups, and proactive relationship-building in sales, and emphasise the need to counteract societal programming and operate with integrity in sales.





    In this episode I’m sharing;
     
    The realistic sales expectations, emphasising the importance of offering value, aligning with personal values, and promoting ethical sales practices.
    Relationship Building in Sales: Gain insights into the different dynamics of B2B and B2C sales, and how managing relationships with care and personalisation can make all the difference.
    Avoiding Manipulative Tactics: Learn from real-life examples how reframing sales processes and aligning them with personal values can be a game-changer in building a successful and ethical sales approach.
     
    Key Quotes;
     
    "Every conversation becomes an asset. It's an extra node that can lead to a referral, to a connection as opposed to B2C where every lead is like, have we monetised on it? No."
    — Jason Marc Campbell [00:11:57 → 00:12:07]
    The Ethics of Sales Strategies: "I am very much an advocate just finding ways to be more efficient as a salesperson so that you can go and serve more people more effectively, make a greater impact as a return. But, again, you have to understand, where do I draw the line?"
    — Jason Marc Campbell [00:19:28 → 00:19:41]
    Selling with Love: "When you know what you offer is so much more than what you ask in return."
    — Jason Marc Campbell [00:16:30 → 00:16:34]
     
    Key Resources Mentioned in this Episode:
     
    Converting Corporates is back and it’s going to be bigger and better!
    If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
     
    Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
     
    Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
     
    Connect with me on LinkedIn.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 
     

    • 31 min
    STC114 How to emotionally detach from your sales process (and get better results!)

    STC114 How to emotionally detach from your sales process (and get better results!)

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



    Key Resources Mentioned in this Episode:
     
    Converting Corporates is back and it’s going to be bigger and better!
    If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.
     
    Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
     
    Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
     
    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
     
    Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.
     
    Connect with me on LinkedIn.
     
    If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. 
     

    • 32 min

Customer Reviews

4.7 out of 5
52 Ratings

52 Ratings

Littlenic76 ,

So much value and inspiration

This was such a fab episode and one that really boosted my self-belief about getting off the starting block in corporate sales.
It especially love the very natural and honest approach Jess takes with her guests. Hearing their stories and knowing they are real and have been where I am now is very supportive and encouraging.

CopyWriterLorraine ,

Episode 100 - Celebrating 100 Episodes

In this 100th episode, Jess shares the pivotal points in her journey, including how she realised she needed to let go of perfectionism in order to move forward and create the impact and income she desired.

When she was feeling stuck in the first few months as a small business owner, her mum's words were the catalyst she needed to shift her mindset. I remember Jess sharing this way back in 2014 and it's stuck in my mind ever since:
"What makes you so special that you CAN'T do it?".

If you're a business owner or freelancer who wants to start selling services to corporate clients, go and listen to any one of the last 100 episodes of the Selling To Corporate® Podcast and be inspired!

Thanks for your amazing commitment to your podcast Jess, and to sharing sales and business knowledge in the online space for over a decade!

Margaret Nicholls ,

The only business podcast for me

Jess Lorimer makes the sales process simple and streamlined, while giving insights into the psychology that drives us. I’ve been listening for two years now and never miss an instalment. There’s gold in every episode.

Top Podcasts In Business

DOAC
BBC Radio 4
BBC Radio 5 Live
Smead Capital Management
Kindling Media
Grace Beverley

You Might Also Like

Amy Porterfield
Denise Duffield-Thomas
Carrie Green
BusinessMadeSimple.com
Cathy Heller
bossbabe