11 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

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!

    STC011 Offer types that give the best client experience - and add profit

    STC011 Offer types that give the best client experience - and add profit

    Thinking of selling to corporate or adding a corporate revenue stream to your business but you’re not sure about going back to corporate and you definitely don't want to be treated like a full-time employee or contractor? Or worse end up feeling like a sell-out?
     
    Then listen to this episode of the Selling to Corporate podcast where I bust some very commonly held myths about selling to corporate including the one about the ‘laptop lifestyle’. And why if you do sell to corporate you’re much more likely to be creating the lifestyle-focused business that you crave and thought you’d have when you set up your online business.
     
    I share three of the most common offers sold to corporates from my client base, and how to actually create offers that don’t cost you tons of time and money. I will tell you exactly how to make it work for you and what you need to consider when putting your offer together.
     
    Plus how you can be far more profitable selling to corporate than any of the people that are successful in the online space AND have a better work-life balance with time off at the weekends.
     
    I also explain why you must do your business development first before making an offer and why you have to sell corporates what they want (and not what YOU think they want).
     
    It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
    https://smartleaderssell.com/how-to-add-an-podcast-review/



    Podcast shownotes
     
    About this podcast (4:34)
    Common myths about working for corporates and how to make it work for you (6:23)
    Why a corporate revenue stream will give you the lifestyle business you want (11:41)
    What you need to take into account before creating an offer to a corporate (15:09)
    How to consider your needs and priorities before creating an offer (18:30)
    Why you shouldn’t work for clients that you get a bad feeling about (20:21)
    Offer type 1 selling corporates topic based ‘lunch and learn’ workshops (23:16)
    Offer type 2 benefits of keynote speaking at a corporate event  (26:54)
    Why you shouldn’t just wing it as a keynote speaker if you’ve never done it (31:06)
    Offer type 3 How to sell online licensed training  to a corporate (31:44)
    Why you should get advice before selling online licensed training (36:20)
    How to deliver the three types of offer in person or virtually (38:01)
    Why a corporate won’t buy what you’re offering if it doesn’t solve their problem (40:03)
     
    Resources

    STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002
    STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships
    STC10 Set the best foundations to sell to corporates
    http://sellingtocorporates.libsyn.com/website/stc010-set-the-best-foundations-to-sell-to-corporates
     
    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
    Jess@JessicaLorimer.com 
     
    The C Suite
    http://bit.ly/The_C_Suite
     
    Smart Leaders Sell
    https://smartleaderssell.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn www.linkedin.com/in/jesslorimer  
    Instagram https://www.instagram.com/jess_lorimer/ 

    • 25 min
    STC010 Set the best foundations to sell to corporates

    STC010 Set the best foundations to sell to corporates

    Thinking about your business development? This is a great time of year to set the foundations for business success for the year. In this podcast I’ll take you through the key foundational steps that you need to get started if you want to work with corporates. I’ll explain how to sign your first corporate clients and what you need to consider.   
    Even if you've already been successfully selling to corporate organisations - you’ll find this episode helpful as I’ll explain the key skills you need to maximise this year to enable you to sell as much as possible and make your life easier.
    Plus why February is the perfect time of the year to be pitching yourself to corporates.
    If you’ve never sold to corporates or worked for one and hate the thought of being ‘owned’ by one again and can’t think of anything you’d like least like to do than go back and work for a corporate!  I’ll tell you why you might want to rethink that. 
    I’ll reveal how to reach corporates (and why it’s not through posting randomly on LinkedIn) and why you NEED to be on the phone having constructive consultative sales calls with a corporate and understand their problem BEFORE you pitch to them.
    I’ll walk you through the exact way to approach selling to corporates and explain why having a niche is vital when you sell to corporates and I’ll share the secret of how to make the proposal a tick box exercise (if you’ve got all your other ducks in a row).
    I’ll also explain how you can make more money and keep selling if you can rinse and repeat and why you should always be thinking, ‘How can I do this better?’
    So if you’d like to generate better leads, and spend less time on other stuff in your business (like posting constantly on social media) and get new contracts signed - that are going to make you more money then this podcast is for you. 
    As always I love hearing your feedback on the podcast and if you’d like to leave a review I’ll try and give you a shout out on my upcoming podcast episodes.



    About this podcast episode (5:26)
    Why you might not want to sell to corporates (but why you should) (6:25)
    Why it’s easier selling to corporates if you’ve got the right foundations in place (8:11)
    Why you need to pick a niche and become a specialist to sell to a corporate (9:41)
    Why you shouldn’t be afraid to say no if its not the right industry for you (11:25)
    How to identify target companies and stakeholders that are relevant to you (12:40)
    Why you should find out what a corporate needs from you with a consultative sales call before you pitch (15:43)
    How to connect with stakeholders and create lead generation (19:27)
    Why consultative sales calls will connect you with corporates rather than just posting stuff on LinkedIn  (21:08)
    Why you should never recycle an old business proposal and always think ‘how can I do this better’ (23:30)
    Why the proposal is generally a tick box exercise if you’ve got everything else in place (27:10)
    Why you can’t just sell like a pro and must deliver results and develop the relationship (29:19)
    Why selling to corporates is less time intensive than B2C and its easier to rinse and repeat (31:15)
    How to work with me and book a complimentary call (33:06)
     
    Resources
    Mindset Coach and Consultant Heather Gray https://heathergrayconsulting.com/
    Episode 1 Business Development http://sellingtocorporates.libsyn.com/website/stc001-business-development
    Episode 2 Generating Corporate Leads http://sellingtocorporates.libsyn.com/website/stc002 
    Episode 9 Is there a money making corporate niche http://sellingtocorporates.libsyn.com/website/stc009-is-there-a-money-making-corporate-niche
    Top 5 Business Development Questions
    http://bit.ly/Top5BusinessDevelopmentQuestions
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Sessi

    • 33 min
    STC009 Is there a money-making, corporate niche?

    STC009 Is there a money-making, corporate niche?

    Ever wondered what niche will make you the most money if you sell to corporates? Or maybe you’re struggling to know how to niche? In this episode of the Selling to Corporates podcast, I answer a question I’m always being asked ‘Is there a specific corporate niche that will make money?
    I break down the steps you need to take when deciding on how to choose your niche if you’re selling to corporates - why you should niche and why corporates love specialists as they really want someone that understands their specific industry.
    I also explain why you shouldn’t overthink your niche and worry about choosing the wrong niche as it doesn’t have to be a forever niche.
    Plus why you should definitely choose a niche in an industry that you genuinely know and like and why you shouldn’t rely on just one type of industry to make you money.
    If you’d love to understand how to figure out your business niche and why niching your business if you sell to corporates will make you more money rather than trying to appeal to everyone, then it’s essential listening. 
     
    It’s always great to get feedback so please take a moment to leave a review on your podcast player and I’ll try and mention you and your business on my next episode.
     
    Podcast shownotes
     
    About my Facebook group - Selling to Corporates (3:22)
    Why should you actually niche your business? (5:23) 
    Why corporates love specialists and people who have a niche (7:42)
    How to choose a niche for your business by looking at the industry and discipline (9:46)

    Why it’s easier to get clients when you have an industry and discipline niche 10:29)
    Why corporates love people with industry-specific knowledge (13:44)
    Why you shouldn’t worry about choosing the wrong niche for your business (15:00)
    Why you should choose a niche that you like or are interested in (17:18)
    How to go about getting business in your niche and leveraging your contacts (17:24)
    Why you should choose a niche in an industry that you genuinely know or like (19:20)
    What questions you should ask yourself when choosing your niche (22:05)
    Why there are no guarantees on what niche will make the most money (22:53)
    Why you should dominate your market and own your industry (25:09) 
    How to work with me and book a complimentary call (27:09)
     
     
    Resources

    Emma Waltham - Careers after Maternity
    STC05 Leveraging Relationships  http://sellingtocorporates.libsyn.com/stc005-leveraging-relationships
    STC02 Generating Corporate Leads http://sellingtocorporates.libsyn.com/stc002
     
    Top 5 Business Development Questions
    http://bit.ly/Top5BusinessDevelopmentQuestions
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Email Jess
    Jess@JessicaLorimer.com 
     
    The C Suite
    https://smartleaderssell.com/thecsuite/ 
     
    Smart Leaders Sell
    https://smartleaderssell.com/ 
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/ 
     
    Join my free Facebook Group
    https://www.facebook.com/groups/sellingtocorporate/ 
     
    More Jess!
    Facebook www.facebook.com/JessicaLorimerSuccessCoach/ 
    LinkedIn www.linkedin.com/in/jesslorimer  
    Instagram https://www.instagram.com/jess_lorimer/

    • 28 min
    STC008 Create your best business model for 2020

    STC008 Create your best business model for 2020

    Welcome to the first Corporate podcast of 2020!
     
    In this episode I’m talking about different types of business models, what kind will suit you, what you need to consider when choosing one and how profitable they will be for you without you having to work every single hour of the day.
     
    So to make the very best decision on business models we are discussing:




    Master one area and diversify over time in order to make your business work Licensing software and subscriptions: software/ lead     generation services Warby-Parker model (being the middleman) - usually something that consultants do when recommending a consultancy firm/ outsourced solution Work out how you like to work, don’t recreate the 9-5 hours, find out when you are more productive and work around those hours Bespoke services  
     
    Quotes:
     
    “ Bespoke services to me is about people who are entrepreneurs and solopreneurs selling services that are designed to help the client get the best result they can with the time and budget that they have.“



    Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!
     
    Book Your Free Corporate Strategy Call
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Top 5 Business Development Questions
    https://smartleaderssell.com/top-5-business-development-questions/
     
    Email Jess
    Jess@JessicaLorimer.com
     
    The C Suite
    https://smartleaderssell.com/thecsuite/
     
    Smart Leaders Sell
    https://smartleaderssell.com/
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/
    Selling To Corporate FB Group
    https://www.facebook.com/groups/sellingtocorporate/


    More Jess!
    www.facebook.com/JessicaLorimerSuccessCoach/
    linkedin.com/in/jesslorimer
    https://www.instagram.com/jess_lorimer/
     
    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.

    • 33 min
    STC007 Pre Christmas Business Development Activities

    STC007 Pre Christmas Business Development Activities

    As most of us are winding down for the Christmas period I wanted to share with you a few tips on how to possibly gain and close last minute business deals.



    In this episode we are discussing:
     
    Automation, let people know you are still available/interested to close those deals or to make new ones over the holiday period Solidifying the business relationships you have built up and keep the rapport going over the festivities Follow up, check on those outstanding projects and look for that ‘low hanging fruit’  
    “ You are navigating with opportunity. You are recognising that other people are probably not calling this time of year they're not selling at this time of year and so actually if there are any last minute needs or deals that can go through, you are going to be way more likely to get hold of them. ”
     
    Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!
     
    The C Suite
    https://smartleaderssell.com/thecsuite/
     
    Sign up to the newsletter here
    https://smartleaderssell.com/top-5-business-development-questions/
     
    Converting Corporates 2020
    http://bit.ly/ConvertingCorporates2020
     
    Business Development Call Session
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Smart Leaders Sell
    https://smartleaderssell.com/
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/

    Join my Facebook Group
    http://bit.ly/SmartLeadersSellFFE
     
    More Jess!
    www.facebook.com/JessicaLorimerSuccessCoach/
    linkedin.com/in/jesslorimer
    https://www.instagram.com/jess_lorimer/
     
    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.

    • 27 min
    STC006 Key Takeaways From the Converting Corporate Event

    STC006 Key Takeaways From the Converting Corporate Event

    A phenomenal two days of the event and I would like to share with you some key takeaways from the past two days. 
     
    We had a great panel and some fantastic speakers sharing their insights into the Corporate world.
     
    In this episode we are discussing:
     
    Marketing maps and how to effectively map your market so that you can make more money, and do better business development. Business around the calls, I walk through the structure of business development calls, how to ask decent questions and what you should do in different situations. Creating your 250K Corporate Sales Plan.  
    “ Always be positive really think about what you can say, and how you can develop that fluency of conversation. So that interactions are positive so that you're able to get those micro commitments, but it's so, so important. ”
     
    Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player!
     
    Converting Corporates Virtual Ticket
    http://bit.ly/SelltoCorporates-TheEvent 
     
    Business Development Call Session
    https://jessicalorimer.as.me/Supersize-Your-Sales-Session
     
    Smart Leaders Sell
    https://smartleaderssell.com/
     
    Products and Courses
    https://smartleaderssell.com/products-and-courses/

    Join my Facebook Group
    http://bit.ly/SmartLeadersSellFFE
     
    More Jess!
    www.facebook.com/JessicaLorimerSuccessCoach/
    linkedin.com/in/jesslorimer
    https://www.instagram.com/jess_lorimer/
     
    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

Customer Reviews

Kelly Bonanno ,

Fantastic podcast full of value

Every single episode is packed with actionable, practical advice and tips that you can implement right away. Have a pen and pad of paper handy for notes! This is seriously a must listen for anyone selling to or considering selling to corporates. I took my business in that direction last year and have learned an abundance of helpful information from this podcast as well as Jessica’s other wonderful podcast, Smart Leaders Sell. Plus, she has such a fun personality, adorable accent & the best intro music!

Andy Storch ,

Jess is the expert on selling to corporates!

Jess is an absolute expert and master even it comes to selling to corporates. And she gives such great content away on her podcasts and FB group. I have also worked with her for more than a year and been to her Converting Corporates event in London and she’s fantastic. The real deal. Check it out!

Andy Storch
Host of the Talent Development Hot Seat and The Talent Development Think Tank

Kim in Washington State ,

Thank you!

Thank you for this smart and informative podcast. I really like your delivery style. It’s all been very helpful and looking forward to learning more from you Jessica.

Kim in the USA

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