September is crunch time for B2B sales, and Jess is on hand to remind you of the importance of building your pipeline and setting the stage for Q4 and the new year. If you're feeling overwhelmed, behind on your lead generation, or stuck in a bit of a sales rut, Jess dives deep into the common "mindset wobbles" that can really sabotage your B2B sales progress—no matter how experienced you are.

Jess covers the six most frequent mindset roadblocks she's observed over 18 years in sales: from worrying about being a burden to clients, to feeling desperate or pushy when you follow up, questioning whether you're "allowed" to use specific outreach strategies, and wrestling with the fear of rejection or failure. She's not claiming to be a mindset guru, but Jess combines real-world experience and practical advice to help you recognise when you're stuck in your own head—and how to overcome it with the right strategies, a solid plan, and a bit of resilience.

Whether you're new to selling your services to corporates, feel stuck in a sales plateau, or routinely find your confidence drained by ghosting, fear of follow-ups, or rejection, this episode is packed with wisdom, compassion, and motivation to help you move forward.

The Six Mindset Wobbles That Sabotage Progress (and How to Handle Them):

• "Am I a burden?" This common fear often crops up during follow-ups, whether after outreach, proposals, or when leads go silent. Jess explains that internalising others' lack of response is a trap: adults are responsible for their own communication, and follow-up—done consultatively—is respectful, not intrusive.

• "Do I look desperate?" The fear that multiple follow-ups or transparent expressions of interest make you look needy is pervasive—even among seasoned professionals. Jess reframes this: actively selling and wanting clients who align with your values is not desperate; it's professional, and focusing on earning money is a legitimate business goal.

• "What if they think I'm pushy?" Many worry about coming across as pushy, especially after being ignored. Jess shares that how you follow-up—courteously, transparently outlining your process—matters more than how often. Being clear and thoughtful in communication removes the 'pushiness' from proactive sales.

• "Is it okay to...?" (The Permission Problem) For newer salespeople, uncertainty can cause procrastination—should you send another email, try a different approach, raise your prices? Jess argues that recurring doubts usually indicate a lack of robust sales strategy, not a deep-seated mindset issue. Get the right strategy, and the second-guessing subsides.

• "What if it doesn't work?" This mindset block arises from a fear of failure but paradoxically guarantees failure by causing analysis paralysis and inaction. Jess encourages listeners to focus on data and evidence—what works for others can work for you if you commit to the right strategy and take action consistently.

• Handling Rejection ("No" as a Trigger) Jess dispels the fear of rejection, reminding us that "no" is inevitable in B2B sales, and resilience is a muscle built through experience. A rejected proposal or ignored email isn't a personal failure—it may just be the timing or fit.

Actionable Takeaways:

• Prioritize sales activity now to reap rewards in the coming months—don't wait.

• If you feel stuck in your process, reach out for targeted advice (including Jess's offer to recommend episodes tailored to your current stage).

• Consider external tools like the Expert Services Directory to supplement your lead generation, especially if you struggle to keep it consistent yourself.

As Jess reminds us, the more you take action with a proven sales strategy, the more normal these "wobbles" will feel—and the less they'll hold you back. Mindset matters, but activity and resilience matter more.

Don't let another quarter slip by—listen, take action, and watch your B2B sales process transform.

Summary of Top Tips and Tough Love from Jess:

• You're not a burden: Adults in corporate roles are responsible for their own responses. Your job is to be professional and consistent in your follow-ups—period.

• You don't look desperate for wanting the sale: Selling is your job. Wanting to be paid for your expertise is healthy—and necessary for business!

• Pushy or just clear? The difference comes from being transparent, courteous, and up-front about your process.

• Constant "is it okay...?" or "what if it doesn't work?" Those are usually signals of a strategy gap—not a flaw in you as a salesperson.

• Rejection is a normal part of the process: The more "no's" you get, the closer you are to hearing more "yes's." Don't let a single "no" stop your momentum.

• Action beats overthinking: The more sales activity you commit to, the less power these mindset wobbles hold over you.

Want regular, qualified corporate leads handled for you? Don't forget—the Expert Services Directory categories and locations are filling up fast. If you need your pipeline rocking for the next 12 months, snag your spot before your niche fills.

Key Resources Mentioned in this Episode:

Click ​​https://expertservicesdirectory.com/ to check out The Expert Services Directory.

If you want to learn more about The Expert Services Directory, click here: http://bit.ly/4f3ch1I

If you've enjoyed listening to How educating decision makers is screwing your sales process check out these other episodes that may be of interest.

Creating your best B2B sales mindset (and generating more revenue!)

https://bit.ly/SellingToCorporate112

Surprising ways your 30 day sales mindset is impacting your revenue

https://bit.ly/SellingToCorporate146

What to do when you get ghosted by corporate stakeholders

https://bit.ly/SellingToCorporate013

The Art of Follow Ups when selling to corporate companies

https://bit.ly/SellingToCorporate004

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link https://smartleaderssell.vipmembervault.com/cc2026waitlist

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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.