Selling To Corporate Jessica Lorimer

In this insightful episode, we delve into the strategic shift many online business owners are making from B2C to B2B revenue streams. Jess doesn't just offer a theoretical perspective; she draws from her own experiences and substantial investments in her own professional journey. 
From her recent visit to Los Angeles to analysing the city's unique approach to opportunity cultivation, Jess's anecdotes blend personal growth with practical business insights and covers the importance of a solid B2B sales process, the value of impactful networking events, and how transparency and persistence can redefine your sales strategy.
"Wintering in LA" isn't just a dream—it's a blueprint for opportunity! Jess also shares how the city's open, transparent approach to networking transformed her sales mindset. It's all about embracing opportunity boldly. So if you’ve ever wondered how to supplement your B2C revenue with high-paying, predictable corporate revenue - tune in! 
In this episode I’m sharing;
Transitioning to Corporate Revenue Streams: Tips for Success and Networking
Enhancing B2C Income with Corporate Sales: A Strategic Approach
Insights into B2B Sales: Tight Processes and Corporate Revenue Opportunities
Moving Beyond B2C: Strategies for Successful Corporate Client Engagement
Boosting Corporate Sales: Networking, Investments, and Mindset Shifts
Debunking Sales Stigmas: Transparent Approaches to B2B Success
The Power of In-Person Events for Corporate Revenue Growth
From Masterminds to Corporate Sales: Building Networks and Seizing Opportunities
 
Key Quotes;
 
Seizing Opportunities in Los Angeles: "In Los Angeles, it is super normal for people to very transparently ask for opportunities."
— Jess Lorimer 00:17:3700:17:44
 
Navigating Opportunities in LA: "A lot of people are working in spaces where they feel like they might meet people who are able to cultivate those opportunities or whether they're going to be able to have more of those opportunity cultivating conversations, which I think is very cool."
— Jess Lorimer 00:19:5300:20:11
 
Maximise the Return on Networking: "If you're going to go to an event make sure that it is going to be something that is going to generate a return on investment for you. Not just in terms of what you're learning but in terms of who are you spending time with? And how is that helping you move forward?"
— Jess Lorimer 00:12:2800:12:45



The New Landscape of Corporate Sales: "With corporate companies, can you show that you are capable of delivering the transformation that you promise you can? Do you go in and do a great job and have a clear upsell process? Do you have a clear B to B sales process where you're able to target new corporate clients consistently, book sales calls consistently, navigate those sales calls competently, and be selling premium price solutions that you actually deliver really, really well to those organisations."
— Jess Lorimer 00:34:3700:35:10



The Dark Side of B2C Marketing: "Ultimately, the B2C space had become this kind of cesspit, which is quite a strong word, isn't it? But it had become this kind of cesspit where funnels and not actually delivering what was promised to clients had become the norm."
— Jess Lorimer 00:06:3100:06:48
 
Non-Competitive Networking: "It's a very different energy because it's not, like a kind of competitive, we all have to be the best in the room so that we get the most, you know, clients from the room or that we get the most, like, use out of audience building opportunities."
— Jess Lorimer 00:14:0100:14:21




Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
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 out

Have you ever wondered if you could secure future revenue by selling your services now for delivery in the months ahead? 
In this episode, we’ll break down the concept of forward selling and why it's not just for B2C markets. We’ll discuss how to manage client expectations, the importance of understanding seasonal trends, and the necessity of building a robust sales pipeline.
Join me as we dive into the nuances of this sometimes misunderstood sales strategy, and learn how forward selling can lead to predictable and scalable revenue. We'll also tackle common objections from clients and sellers, and I'll share practical tips on tracking and measuring your sales performance. Whether you have been selling to corporate clients for years or are relatively new to the game, this episode is packed with insights to help you think creatively and strategically about your sales approach.
Plus, stay tuned for a special discount code for our recommended sales tracking spreadsheet tool and hear what we have planned for upcoming episodes, including lessons from the C Suite ® and insightful case studies. So, get comfortable and get ready to transform your sales strategy with forward selling!
 
In this episode I’m sharing;
Enhance Corporate Sales with Forward Selling Techniques
Addressing Objections in Forward Selling for Corporate Sales Success
Future-Proof Your Sales Strategy with Forward Selling
Understanding transformation and timing for effective sales.
Understanding, confidence, and competence in successful forward selling.
How a clients' limited expertise can lead to problems.
Worries about forward selling and client management.
Forward selling maintains predictable and scalable revenue. Boost Revenue Predictability in Corporate Sales
Addressing Objections in Forward Selling for Corporate Sales Success
How to Predict Corporate Sales Revenue
 
Key Quotes;
 
How to Track Your Revenue Accurately: "Make sure you do. You can still purchase the spreadsheet in the link below. It is a fantastic resource for making sure that you're tracking your revenue accurately and making sure that next year you'll be able to go back and look at your data and figure out exactly what's gone well, what hasn't, what's been the most profitable, what has needed additional work that perhaps you didn't expect."
— Jess Lorimer 00:01:0100:01:27
 
Effective Client Engagement Strategies: "You can forward sell to anybody, but you must have that understanding of what the transformation is that you're adding and also those topical and seasonal understandings so that you're selling the right things at the right time."
— Jess Lorimer 00:36:5600:37:09
"Mastering Forward Selling": "Making sure that you have developed the confidence and competence to manage client expectations and adjust them when necessary, making sure that you are confident in your own sales values."
— Jess Lorimer 00:40:0700:40:19
 
**The Best Time to Forward Sell in Corporate Sales**: "If you are somebody who's been selling and delivering consistently to corporate clients for 1 to 2 years, you’ll have a good understanding of the transformation that you provide to corporate clients and the seasonal or topical reasons that they usually look to buy. You should absolutely be forward selling and should be improving your skills in those areas."
— Jess Lorimer 00:27:4400:28:09



**The Challenges of Forward Selling in B2B Sales**: "A lot of business owners who are selling to corporate do not have enough in their pipeline so it's completely normal to worry. What if they go away and find somebody else who can do it quicker because I'm not available?"
— Jess Lorimer 00:21:5100:22:04



"The interesting thing about forward sales in the B to B space is that the people who have objections around forward selling are the people that we wouldn't expect to which is us as sellers."
— Jess Lorimer 00:20:2800:20:40
 
"I would absolut

In today’s episode Jess brings a fresh perspective straight from her transformative journey in Los Angeles, sharing candid insights about the importance of creating opportunities for oneself and how a change in mindset can drastically impact your approach to sales and business growth. 
Jess discusses her personal experiences and interactions during her time in LA, reflecting on the entrepreneurial spirit that thrives there and how it contrasts with attitudes in the UK. She dives into practical strategies for reinvigorating your sales process, shedding light on how innovating your tactics and embracing a positive, proactive mindset can lead to remarkable results in any market condition. Tune in to discover how you can redefine your approach to selling in the corporate world, feeling rejuvenated and ready to tackle new challenges head-on!
 
In this episode I’m sharing;
How to actively create opportunities and the insightful lessons I learned in Los Angeles and how they inspired proactive selling!
Harnessing the energy of LA to transform your sales approach and a new perspective.
Selling with the Spirit of LA: Building opportunities in every market.
The entrepreneurial and proactive nature of people in L.A.
The mindset and practical approaches to creating opportunities and the necessity of being proactive in challenging economic conditions.
 
Key Quotes;
 
Expanding Networks as an Introvert: "I think one of the things that I realise about myself quite often is that I'm very introverted. I find spending time with a lot of people really difficult, and I need a lot of recharge time afterwards. And so that can often mean that I don't build networks and connections as easily as other people because I just hate the idea of going to events."
— Jess Lorimer 00:04:3300:04:54
 
Reinventing Post-Pandemic Connection: "It is time to get back on the wagon after the pandemic and go and sign up for something where you're going to meet new people and have new experiences and hear new perspectives."
— Jess Lorimer 00:05:0800:05:17
 
Overcoming Sales Stigma: "Because if you're like me and you were the overachiever at school who everyone kind of bullied a bit for being keen and enthusiastic, then it's normal that you probably don't want to put your head above the parapet right now. But also, it's difficult because if you don't, you won't get what you want."
— Jess Lorimer 00:17:3300:17:51



Navigating Economic Change: "There is a lot of opportunity out there for the people who are willing to do the work and take the action to make it happen. And selling to corporate is cool. It's going to finally be cool!"
— Jess Lorimer 00:24:1400:24:21



Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
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. 
 
Click here if you would like to listen to my recent TEDx talk.
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Do you find yourself constantly saying, “I'll do it later,” when it comes to your sales tasks? You’re not alone so shake off the shackles of procrastination and take control of your sales success!
In this episode, we're going to unpack the reasons why we procrastinate on our sales activities and discuss 3 practical ways to stop stalling and stride confidently towards our goals.
We'll look at how procrastination can cost us not just our peace of mind but also our business growth, and why relying on feelings over data can steer us off course.
This isn't an episode about beating ourselves up for delaying tasks; instead, it's about understanding the types of procrastinators and how we can manage it effectively to maintain momentum in our sales pipelines. From embracing a proven process to surrounding ourselves with the right kind of successful influences, we'll explore strategies that can spur us into action. And remember, it's the start of a new financial year, so there's no better time to refresh our approaches and say goodbye to procrastination!
In this episode I’m sharing;
Discussing the different types of procrastinators and their traits and the strategies for managing and overcoming procrastination types
By frontloading your day with key sales activities, you're more likely to see them through. Learn how placing these tasks first can set you up for daily success.
Understanding the negative impact of procrastination on sales success
The importance of making sales decisions based on data and action rather than feelings
The importance of surrounding yourself with a successful and result-oriented community
The importance and necessity of tracking sales performance
Exploring the common causes of delaying sales tasks and addressing the emotional and psychological aspects of procrastination in sales
 
Key Quotes;
 
Overcoming Sales Procrastination: "This episode is not about beating yourself up and feeling bad because you haven't done your sales activity or anything like that. It really is about the practical ways that you can overcome and understand why procrastination has become such a big part of your business life."
— Jess Lorimer 00:03:2900:03:52
 
The Impact of Procrastination on Business: "what you do now impacts your business in 90 days' time."
— Jess Lorimer 00:19:5200:19:55
 
Understanding Procrastination: "You have to know who you are and what kind of procrastinator you are so that you can solve it."
— Jess Lorimer 00:30:0900:30:13
 
The Psychology of Procrastination in Sales: "In terms of understanding why people procrastinate on sales activity, the second biggest thing was that people weren't sure what to do or when to do it."
— Jess Lorimer 00:12:2900:12:44
 
Improving Business Efficiency: "if you are not as effective, or you know that tracking your revenue, tracking your numbers, tracking your metrics isn't your thing, go and download the sales tracker spreadsheet because that will be much more effective than you procrastinating on tracking your revenue."
— Jess Lorimer 00:09:0500:09:29



Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
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 info

Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders?
In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps.
Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.
 It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships.
In this episode I’m sharing;
Facing ghosting: its impact and response strategies
Consider buyers' feelings and how to address your own frustrations privately.
How to define and recognise ghosting in relationship communications.
Overcoming Ghosting: Essential tips for interacting with corporate decision makers
Ghosting Prevention Tips: Navigating corporate decision makers' responses
How to prevent ghosting by corporate decision makers
 
Key Quotes;
 
Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with."
— Jess Lorimer 00:09:5900:10:08
Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying."
— Jess Lorimer 00:11:3100:11:36
Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news."
— Jess Lorimer 00:13:2400:13:46
Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?"
— Jess Lorimer 00:15:2400:15:32
Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure."
— Jess Lorimer 00:17:3700:17:41
Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more."
— Jess Lorimer 00:04:5700:05:50
Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?"
— Jess Lorimer 00:06:4000:06:52
The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted."
— Jess Lorimer 00:08:5900:09:13
 





Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
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

It’s been a couple of weeks since the 'Converting Corporates' event and I am literally buzzing to share the transformative experiences of attendees in this episode. From securing £10,000+ proposals within days to implementing actionable strategies I’ll also be highlighting the 6 biggest breakthrough moments from the event - packed with strategies that left attendees, and now our listeners, raring to jump into Q2 with both feet! 
If you're ready for transformative sales insights, this is the episode you can't afford to miss, it’s a goldmine for those looking to elevate their corporate sales game.
We're also diving into the critical moments that became turning points for attendees, these breakthroughs are not just insights; they are actionable steps that our participants used to achieve astounding results. Plus, I'll be giving you a heads-up on the exclusive resources available if you sign up to The C Suite ® before the April 1st deadline.
And if you’re ready to make a real impact in the corporate world you won't want to miss our 6-week sprint starting April 2nd, tailored to harness the financial new year with direct weekly support from me. Tune in for more information!
In this episode I’m sharing;
Top 6 game-changing takeaways from Converting Corporates event.
Mastering corporate conversions – 6 crucial moments you need to hear.
The major breakthroughs that redefine sales success.
6 pivotal corporate sales strategies unveiled at the event.
6 Breakthrough Corporate Sales Strategies – revitalise your approach now.
The importance of signing up forThe C Suite ®  before April 1st and information of resources available including strategies, templates, and sales techniques
Upcoming 6 week sprint program starting April 2nd
Focus on leveraging the financial new year with organisations and creating a strong plan of action for Q2
 
Key Quotes;
 
Converting Corporates Success: "I am super, super pumped to share the key takeaways from converting corporates with you today so that you can learn from all the amazing breakthroughs and key takeaways that our participants had at converting corporates."
— Jess Lorimer 00:00:0500:00:17
 
Converting Corporates Insights: "Proven actions work, and what I mean by that is that a lot of us spend a lot of time thinking and worrying about what we should do and how and when we're going to do it. What we're going to say and how the stakeholder on the end of the cold outreach campaign is going to react, or how the stakeholder who's being chased to say yes or no to a proposal is going to take it. And unfortunately, overthinking and putting yourself in a position of procrastination doesn't help to generate revenue."
— Jess Lorimer 00:16:4500:17:25
 
C-Suite Accountability and Results: "If you've been thinking about joining The C Suite ® for a while and you haven't been sure but know you want that extra accountability, support and Q&A sessions  now is really the time to jump in. You will also have a cohort of people to go through this live experience with to keep you motivated, accountable and to make sure that you can have your very best Q2."
— Jess Lorimer 00:02:1300:02:39
 
Overcoming Business Case Challenges: "It's not about worrying endlessly about the one word in your emails that's going to make the biggest difference. It is about taking consistent action and just doing it so that you can see what happens and improve it if you need to for next time."
— Jess Lorimer 00:20:3400:20:47
Evolving Hiring Practices: "One of the big things that did come up was that hiring managers are trying to change. They're trying to become more commercially focused themselves and are trying to be much more proactive about the problems that they're identifying and how it's impacting them and why they should be solving those issues."
— Jess Lorimer 00:27:2400:27:51
 
Effective Outreach Strategies: "Best practice, proactive outreach really