2025 was a challenging year for many entrepreneurs selling to corporate clients—but there's so much hope for 2026.

The sales landscape is shifting: AI and social media aren't silver bullets, and relying on content won't cut it. What really matters now is having a best-practice sales process, accountability, and meaningful human connections.

Companies are spending more on external providers, and there are huge opportunities ahead. If you want consistent B2B sales next year, it's time to ditch shortcuts and focus on proven, proactive strategies. 2026 has the potential to be your best year yet if you adapt and take action now!

November is here but before you switch off for Christmas, let's talk about how you can turn 2026 into your best year for landing corporate clients—no matter how turbulent 2025 has felt.

Why Was 2025 So Tough?

This year threw lots of curveballs - personal challenges, market surprises, and a general sense that everything took more effort than ever.

Sound familiar?

You're not alone.

But here's the good news: there are real reasons behind the difficulties, and knowing them lets you make smart moves for next year.

Big Market Shifts You Need to Know

1. The Complacency Trap: If you coasted on strategies that worked in previous years, you may have hit a plateau. The trick for 2026? Higher accountability, renewed motivation, and getting back to best practice sales activities. It's not about fancy advanced strategies-it's about consistency and nailing the basics.

2. The AI Dilemma: AI was meant to make life easier, but in sales, it's created more problems than it solved-damaging communication skills, critical thinking, and even self-confidence. Companies want real people who offer real expertise, not just AI-generated solutions. For next year, human connection is a premium asset.

3. Social Media Fatigue: LinkedIn reach is down and content alone isn't landing corporate deals. It's time to ditch content-first approaches and embrace proactive, measurable sales activities. If you're tired of posting for engagement that doesn't convert-this is your sign.

4. B2C Burnout & Revenue Squeeze: Selling to individual consumers is harder than ever, especially with incoming tax changes (like the UK's rumored VAT threshold drop). Smart entrepreneurs are moving toward B2B and corporate sales, which means more competition-but also more opportunity for those with the best processes.

Here's the Hope for 2026

Permanent headcount in organisations is down, but spend on external providers is up. More companies are looking for outside consultants, trainers, and service providers than ever before—and paying them higher average deal values. Repeat business is rising, and if you can master your sales process now, 2026 has the potential to be your best year yet.

What Should You Do?

• Drop the haphazard stuff and shortcuts.

• Embrace a best practice sales process—focus on accountability, motivation and measurable lead generation.

• Be direct and clear in your communications. No more vague networking "chats"- every interaction should demonstrate your value.

• Don't rely on AI for sales conversations or strategy. Build your expertise and confidence.

• Get ready for increased competition from B2C entrepreneurs jumping to B2B. The winners will be those who stand out with credibility and process.

Need support getting your sales process in shape? Check out the Cold and Sold Bundle - three essential handpicked resources to help you overcome this year's challenges and win big next year.

Key Resources Mentioned in this Episode:

Click here for the direct link to Cold + Sold: https://smartleaderssell.thrivecart.com/cold-and-sold-bundle/

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

If you've enjoyed listening to Trends & Insights: How 2025 is changing the way you need to sell in 2026 check out these other episodes that may be of interest.

Top B2B Trends and Insights to set yourself up for success

https://bit.ly/SellingtoCorporate060

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

https://bit.ly/SellingToCorporate118

The #1 2025 trend that has secretly stopped your sales growth (and what to focus on instead!)

https://bit.ly/SellingToCorporate160

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

Happy Halloween – and happy spooky season! As we are at the end of October, I wanted to share some essential advice to maximise any sales training you're embarking on. Also, if you've been waiting for "next time," there won't be one: today is the FINAL chance to join the last-ever round of The C Suite ®. Registration closes at 5pm UK on the 31st October, for good!

I know it's hard to believe after nearly seven years, but I've got big projects ahead in 2027 - like my corporate consultancy and the Expert Services Directory that'll need my full attention. So, if you want all the support, in-person training, and results The C Suite ® offers, this is it!

Whether you're considering The C Suite ® or any other sales development, this episode is full of practical advice to help you actually see results from sales training. Here are the top takeaways:

1. Invest in the Right Training

Don't chase the latest "popular" online course or viral marketing hack. If your goal is selling to companies, pick a training (likeThe C Suite ®) that's built for B2B—not B2C tactics like funnels, TikToks, or nurture sequences.

2. Sales is NOT a "One and Done" Skill

Consistent, long-term sales results don't come from a single course or quick win. Professional salespeople (and successful founders) are always learning, updating their strategies, and practicing their skills—even after years of experience.

3. Mindset is Key

Great sales training stretches your comfort zone. If you want results, come open-minded, ready for new approaches, and prepared to adapt when things feel uncomfortable. Growth happens outside your comfort zone.

4. Implement Exactly as Taught

Follow the instructions to the letter—don't tweak, half-do, or try to mix-and-match other strategies. Those who succeed fastest are the ones who trust the process, implement fully, and seek support when they hit questions.

5. Give It Your All

If you're only half-in, expect little-to-no results. Dedicate at least two hours a week to implementation, and you'll start to see the shift (and the wins!) much sooner.

Bottom Line: Your Sales Success = The Right Training + Mindset + Action

If you're struggling with sales, unsure what to try next, or stuck in "testing" mode—investing in quality sales training is what'll move the needle. And if The C Suite ® has been on your wish list, it's now or never.

To maximise the value of any sales training you must: 1) approach with a flexible, adaptive sales mindset, 2) implement instructions exactly as taught, and 3) ensure you select the right training for your goals. [00:23:33 – 00:38:31]

Investing in good sales training and regular skill development is the most significant factor for ongoing business success—more than branding, websites, or marketing automation tools—as only you or a qualified salesperson can actively sell your services. [00:17:40 – 00:20:45]

This is the final opportunity to join the C Suite 2026 program—doors close for good at 5pm UK time today, and there will be no future intakes. [00:00:02 – 00:03:21]

Key Quotes;

"When you embark on good sales training, it will push you out of your comfort zone and it will ask you to do things that maybe you haven't experienced before, maybe you have a lot of resistance to." 00:23:5400:24:08

"If your business doesn't have a sales strategy and isn't making money, you have a very expensive hobby, you don't have a business." 00:18:1000:18:18

"Worryingly, anyone can sell themselves. And worryingly, perhaps in this economy, anyone can sell their own business and their own services and they can do it relatively well, but it doesn't mean that they are qualified in any way to teach you how to sell." 00:05:0400:05:21

"It's not having a seven day nurture sequence that a corporate decision maker is literally never going to read. It is knowing how to do best practice lead generation to be able to target, identify and approach the right decision makers who actually are qualified to buy from you because they are responsible for your area of specialism and they do control the budget to pay you." 00:36:5500:37:18

"If you implement to the letter, if you are somebody who doesn't and you spend all of your time questioning constantly the strategy, tweaking things when they've been set out in a way that's been tested and proven and spending lots of time in self doubt and oh gosh, it's not going to work for me, there's no way I can do this. It's all right for everybody else because they've got X, Y and Z, that makes it easier. That journey to maximising your sales training investment is going to be longer, it's going to be more complicated and you are going to be more frustrated." 00:32:2300:32:59

Key Resources Mentioned in this Episode:

Click here for the direct link to The C Suite ® 2026: https://smartleaderssell.thrivecart.com/the-c-suite-2026-live/

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

If you've enjoyed listening to #3 things that will help you maximise any sales training you're embarking on check out these other episodes that may be of interest.

Why organising your sales activity is central to your success when selling to corporate

https://sellingtocorporate.com/podcast/stc044-why-organising-your-sales-activity-is-central-to-your-success-when-selling-to-corporates/

How to ensure your B2B sales process is set up for success

https://bit.ly/SellingtoCorporate081

How you can create a top performer sales mindset

https://bit.ly/SellingToCorporate107

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

Autumn is officially here! If you're anything like me, you're loving the changing leaves, cosier jumpers, and maybe even a new cardigan (thanks, Facebook recommendations). But aside from sweater weather, this season brings something else that's just as important for your business: the ideal time to get serious about your CRM.

If you've ever found yourself wondering, "What's the BEST CRM system out there?"—you're not alone. I've had this question tossed my way every month for the past five years, and it's finally time for a real, practical answer.

So, why is autumn the perfect time to tackle your CRM setup? Simple: December in the B2B world is slow. Corporate clients are winding down, so your best bet is to use that lull to choose, set up, and actually populate your CRM. Trust me, you want to enter the New Year with your sales process locked and loaded.

Let's get clear: What is a CRM?

Put plainly, a CRM (Customer Relationship Management system) helps you record every activity you do to build and nurture customer relationships—and then report on those activities. It's not just a glorified email list, it's not a marketing tool masquerading as a sales system, it's about tracking real sales moves and seeing what works (and what doesn't), so you can stop guessing and start growing.

Who needs a CRM?

If you want repeatable, predictable, consistent sales—you do. If you're genuinely invested in refining your sales process—you do. But if you're dabbling, or not sure you want to run your business long-term? Save your time and money.

Why do so many people avoid them?

The honest truth: CRMs require you to record and review data consistently. It's less fun than getting likes on social media, but infinitely more profitable. If you hate the idea of tracking your calls, deals, and targets then you're not harnessing the full money-making power of a CRM.

The pros and cons (no sugarcoating):

• Pros: Relationship tracking, standardised customer experience, no missed invoices, faster deal cycles, instant troubleshooting and clear data for future opportunities.

• Cons: If you don't use it, it's a wasted expense. It requires effort to set up and maintain and yes, you're at the mercy of software updates and price changes.

So… what's the BEST CRM? Here's the twist: There IS no universal best. The best CRM for you depends on your unique needs and sales process. Before signing up, ask yourself:

1. Do I have a proven sales process to record and report on?

2. How much am I willing to invest?

3. What information do I need to record, and what other features do I want (email, SMS, etc.)?

4. What kind of user interface will I actually enjoy using?

Take those free trials. Book the demos. Be choosy! The right system will motivate you to take action and help you grow—not gather dust in your toolkit.

And one final reminder: If you want live support and game-changing sales training for 2026, this is your LAST call for The C Suite ®. Doors close 31st October 2025 at 5pm UK, for good.

Once it's closed, it's closed. Don't miss out.

Make autumn count—wrap yourself in a new business habit, not just a new cardigan.

Key Quotes;

Last Chance to Join The C Suite ® "I am most importantly super excited to run it one last ever time and to get to support our new participants and getting to support people who are re enrolling for life support to really make a change to their corporate sales process next year and see them skyrocket, streamline, expand and enjoy their B2B sales processes." 00:02:3900:03:06

Why Serious Business Owners Need a CRM: "Certainly everybody who wants to be a genuine business owner who is actually interested and invested in creating a sales process that works in monitoring existing sales processes so they can continue to work in troubleshooting sales processes effectively so that they can make them more efficient. Those people should have, use and rely on a CRM system, without a doubt." 00:13:3900:14:08

How to Choose the Best CRM System: "There are questions that you should be asking yourself before you choose a system, right? So any piece of software or most pieces of software that you'll see on the Internet, whether it's a CRM system or an email marketing system or, I don't know, any other platform that you want to use, all of them will give you free trials." 00:26:5300:27:13

Why a CRM is Useless Without a Proven Sales Process "It doesn't matter if your sales people are making money, if they don't know metrics, if they don't know their key performance indicators, if they don't know what activities are supposed to produce what type of results, there is no point having a CRM system that is all bells and whistles because at that point you're just recording any data and hoping that it gives you some insights." 00:31:4300:32:10

Key Resources Mentioned in this Episode:

Click here for the direct link to The C Suite ® 2026: https://smartleaderssell.thrivecart.com/the-c-suite-2026-live/

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

If you've enjoyed listening to How to choose the best CRM system to sell your services to corporate clients check out these other episodes that may be of interest.

What are the best broadcast platforms to generate corporate clients

https://bit.ly/SellingtoCorporate020

Why organising your sales activity is central to your success when selling to corporates

https://podcasts.apple.com/gb/podcast/why-organising-your-sales-activity-is-integral-to-your/id1469526548?i=1000521680504

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

Happy October! If you've been following recent episodes of the Selling to Corporate ® podcast, you'll know I love a good trend prediction—and this year, one big shift has arrived faster than expected.

So… what's stopping B2B sales growth right now?

The #1 Hidden Trap: Negativity + Lack of Strategy

Despite a booming B2B market (yes, companies ARE spending more, hiring external suppliers, and booking high-value engagements!), I'm seeing more consultants and sales professionals struggle to hit their revenue targets. Why?

Here's what's happening:

• Negativity Echo Chambers: There's an overwhelming focus on everything feeling hard—market uncertainty, global events, peer groups venting frustrations. If your daily rhythm starts with news or LinkedIn doom-scrolling, your sales mindset takes a major hit before you even begin working.

• Peer-Led Accountability (Used Wrong): While supportive networks are great for encouragement, relying on peers for strategic decision-making or troubleshooting technical sales problems simply doesn't work anymore. You wouldn't ask your best friend to diagnose your heart problem, right? The same thinking applies to your sales process.

• Mistaking Knowledge for Results: Just knowing how sales "should" work isn't enough. The market is changing fast. What brought you success last year may fall flat this year. Continuous accountability, real strategy, and expert guidance keep the needle moving.

The Good News: There's Huge Opportunity if You Shift Focus

Even in this wild year, our podcast community has been sharing wins:

• Clients having their best month ever

• 30K speaking engagements secured

• 6-figure contracts signed with new clients in under 6 weeks

• High conversion rates for those who stay focused on actionable strategy

It's not about ignoring the hard stuff—it's about how you show up for your business before the negativity sets in. Strategic action, consistent outreach, and real accountability are your best friends right now.

What to Do Next

If you want 2026 to look radically different (and better!) for your business:

• Get strategic support that's built for where you are and where you want to go, not just trending advice from peers or influencers.

• Consider how you're really spending your "sales" time each day. Are you letting outside noise dictate your results?

• Take a look at your goals for next year. Are they clear—and matched with a sales strategy that aligns?

Opportunities Not to Miss:

• The Expert Services Directory is almost full in some categories. If you coach execs in London, we have just TWO spots left for the next 12 months.

• The final ever round of The C Suite ® program is open for enrolment until 31st October or until all 45 remaining spots are taken (whichever comes first). This is the program with a 96% market success rate, and it's created millions in revenue for participants in 20+ countries. Don't miss out—this is your final chance.

Stay tuned—upcoming podcast episodes will feature case studies, breakthrough sales stories, and practical planning tips you won't want to miss.

Let's make the most of what's left of 2025—and plan for a phenomenal 2026!

Key Quotes;

Who Should Teach You B2B Sales? 00:00:4500:01:03

"If somebody has not worked in a business development and specifically a new business development management or new business development sales director type position in a corporate company, then they have no business giving you any advice on how to sell to companies."

The Importance of Qualified Strategic Advice 00:29:5600:30:24

"But when we're not taking strategic advice from somebody who is qualified in their field to troubleshoot that advice, who's qualified in their field to be able to make changes and make appropriate and educated changes, rather than just telling them to do the same thing repeatedly without, you know, checking anything, that person continues to get lower results."

The Panic Trap—Why More Content Doesn't Always Fix Your Business 00:38:4000:39:06

"So this is where people really panic and they're like, oh my gosh, well, if it's not working, if the market's awful, I'm going to start posting on social media every day. I'm going to create 10 hours worth of content a week. I'm going to be doing free webinars and I'm going to do a three part newsletter sequence with, you know, some kind of tech funnel that drips them into a paid product for 99 pounds or whatever it is. And that doesn't work and they don't see results."

The Pitfalls of Peer-Led Environments 00:32:4900:33:21

"In a peer led environment, there is this vacuum of knowledge and motivation and innovation and ability to troubleshoot. So the negativity that can be there, combined with the lack of strategy and consistent application of that strategy and ability to troubleshoot it in the right way, that's caused real issues because it has created these kinds of echo chambers of "oh, well, everyone's doing badly."

The Power of Celebrating Success 00:48:1700:48:39

"What really makes me sad is that there are people who've had an amazing year this year who don't want to talk about it. They don't want to say it publicly because they don't want to make other people who are in the weeds feel bad. And that's really awful because actually, if we don't start talking positively about, you know, this person's done this amazing thing, this person's achieved this awesome goal, this person's still standing at this level. All we hear is that negativity. So we assume everything's bad, and so they miss out on the opportunity to inspire a whole bunch of people."

Key Resources Mentioned in this Episode:

Click here for the direct link to The C Suite ® 2026: https://smartleaderssell.thrivecart.com/the-c-suite-2026-live/

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.

Top B2B Trends and Insights to set yourself up for success

https://bit.ly/SellingtoCorporate060

Why content doesn't work to sell to corporate clients

https://bit.ly/SellingToCorporate135

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

It's September, Jess's favourite month of the year as it's her birthday and historically, it's the best time of year to sell to corporate companies.

But, as 2025 continues to shape up as a tumultuous "year of chaos," she's taking a fresh look at whether this golden window for B2B sales still holds up in today's market.

In this episode, Jess gets real about the trends and challenges you can expect in the final sales quarter, including everything from shifting B2C strategies and income-grabbing tactics to the impact of economic and political changes on the corporate buying landscape. She'll also share why having a strong, adaptable sales process is more critical than ever—and how the rise of external suppliers, increased market competition, and changing budget cycles could affect your ability to land corporate clients.

Jess also reveals the launch of the brand new Expert Services Directory—a proactive marketing platform connecting coaches, consultants, and service providers with over 16,000 decision-makers across the UK.

So pour yourself a cup of coffee and join Jess as she unpacks what it REALLY takes to succeed Selling to Corporate this September, and how you can position yourself for success during the most pivotal quarter of the year.

Here's what you need to know:

1. Why B2C Turbulence Impacts B2B Sales The entrepreneurial online space is, frankly, a bit wild right now. Between income grabs, desperate sales tactics, and people pivoting into new offers, the B2C market is flooded. But when solopreneurs can't make it B2C, they turn to Selling to Corporate — which means more competition (and, sometimes, less trust) in our B2B world.

2. Your Sales Process Matters More Than Ever Luck-based B2B sales? That's so 2019. This year, decision makers are wary and more selective about external suppliers—thanks to past overpromises and under-deliveries. The result: if your sales process isn't dialed in, you're set up for feast-and-famine revenue or worse, no results at all.

Ask yourself:

• Are you consistently booking 5 (or more) qualified sales calls a month?

• Are you closing at least 3 out of every 5 calls?

• Does it take you more than 90 days to go from cold lead to signed client (for deals under 100k)? If you're not hitting those marks, it's time for a tune up.

3. The Opportunity Is Still Massive – IF You're Positioned Right Despite the uncertainty, over 58% of companies are more likely to hire external suppliers this year. Projects are unfinished, budgets need spending, and corporate resources are at their limits – they want outside help, and now's your chance. But, you need to stand out from the surge of new "consultants" and "coaches" sliding in from the struggling B2C arena.

September still holds enormous potential for selling to corporate clients – but only for those with a strong sales process. This isn't the time to rely on word-of-mouth or dabble half-heartedly. Commit, get strategic, and focus on genuine lead generation and relationship-building.

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.

STC053 Why September is your best time to sell to corporate organisations - https://bit.ly/SellingtoCorporate053

STC107 How you can create a top performer sales mindset -

https://bit.ly/SellingToCorporate107

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

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

In this episode, we're tackling a big one: the idea that constant education and giving away free value is the golden ticket to a successful B2B sales strategy. As someone who has spent 18 years in sales and business development, I've seen this 'give, give, give' mindset cause real sales problems for people trying to sell to corporate clients. I'm going to explain why this approach can actually be a dangerous school of thought and how it can hurt your bottom line. We'll talk about the difference between useful education and harmful free consultancy, and how to make sure your corporate sales process is all about clarity, not just content.

We'll also dive into why giving too much away can lead to things like undercharging on your client proposals and a lack of confidence when following up on sales proposals. Plus, I'll be giving you an update on my Expert Services Directory, which is a fantastic opportunity for you to get in front of decision-makers with real buying power across the UK, without the need for constant, proactive outreach.

Here are some key takeaways from this episode:

• Education vs. Free Consultancy: There's a big difference between explaining what you do (education) and giving away all the tailored ideas a client could implement themselves (free consultancy).

• The Problem of Normalisation: By constantly educating your audience on common problems, you may inadvertently normalise them, making clients feel there's no need to pay for a solution because "everyone has the same issue".

• The Dangers of Free Advice: Giving away too much free advice trains prospective corporate clients to not pay you, as they've learned they can get your valuable insights for free.

• Clarity, Not Education, Sells: The goal of a good sales process is not to simply educate, but to give clients the clarity and commercial reasons they need to make a decision, which is what truly drives sales.

Join me in this episode as we unpack these crucial points and ensure your approach to business development is both effective and profitable.

Key Resources Mentioned in this Episode:

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.

How to price your services like a pro when working with corporations - https://bit.ly/SellingtoCorporate018

5 awkward myths about selling to corporate companies - https://bit.ly/SellingToCorporate111

6 biggest breakthrough moments from Converting Corporates - https://bit.ly/SellingToCorporate121

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 202 click https://smartleaderssell.vipmembervault.com/cc2026waitlist

If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/

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.

Have you ever worried that you're being perceived as 'pushy' in your sales process? I'm sharing today how self-aware individuals, ironically, often overcompensate for fear of being pushy, leading them to avoid effective sales processes altogether.

It's a topic that I know many people have been concerned about and it's a conversation I've had countless times with both seasoned professionals and budding entrepreneurs throughout my 18 years in sales.

This episode is all about helping you understand the fine line between effective B2B sales strategy and practices that can inadvertently push potential corporate clients away. We'll explore what "pushy" really means in the context of sales, particularly when you're aiming for significant business development, and how to ensure your corporate sales process is built on transparency and genuine support, not pressure.

Ultimately, the key point from this episode is to help you to run a sales process that serves both you and your clients effectively. It's about giving your prospects all the information they need to make the best decision for themselves, efficiently and transparently so, whether you're working on client proposals or refining your sales proposals, this episode is for you!

As the summer 'lull' approaches it's time to plan your B2B sales strategy for September, and for those of you looking to generate more qualified leads from real decision-makers in the UK, I share exciting news about my new Expert Services Directory, which is specifically designed to help coaches, consultants, and service providers connect with organisations actively seeking their expertise.

Here are some key takeaways from this episode:

• Understanding "Pushy": We define pushy sales not as specific activities, but as forcing a decision onto a buyer for your benefit, rather than focusing on their needs.
• The Buyer's Role: Buyers also have a responsibility to be clear and transparent about their needs and expectations within the sales process, helping to avoid misunderstandings.
• Standardisation Isn't Pushy: Standardising parts of your B2B sales strategy, such as sales call structures or follow-up processes, doesn't make you robotic; it enhances customer experience and allows for better troubleshooting and predictability.
• Attitude Over Activity: The effectiveness of your sales activities, like follow-ups or discussing commercial terms in client proposals, hinges on your attitude, tone, and language, not the activities themselves.

And here are four ways that improper sales practices can hurt your B2B sales process:

• Forcing Decisions Over Diagnosing Needs: When you attempt to force a decision that primarily benefits you as the salesperson, onto a buyer who doesn't want it, you come across as desperate and uninterested in their actual problems.
• Assuming Sales is Just a Numbers Game: Relying solely on putting "as many pictures in front of decision makers as possible" without focusing on quality input often leads to inadvertent mistakes that make you appear inattentive, or pushy.
• Lack of Standardised Processes: Over-personalising every sales interaction due to a fear of being pushy can lead to a lack of structure, making it incredibly difficult to troubleshoot your sales process, standardise results, manage buyer expectations, and can even hurt your overall service delivery.
• Poor Attitude, Tone, and Language: While sales activities like following up on sales proposals or making cold outreach calls aren't inherently pushy, a negative attitude, harsh tone, or aggressive language can immediately alienate potential corporate clients and damage your brand.

Tune in to gain a more profound understanding of these concepts and refine your approach to business development. You'll gain valuable insights into conducting effective B2B sales, ensuring you build trust and long-term relationships with your clients.

Key Resources Mentioned in this Episode:

If you want to learn more about The Expert Services Directory, copy and paste this link: http://bit.ly/4f3ch1I

If you've enjoyed Top ways to tell if you're being pushy in your sales process

check out these other episodes that may be of interest.

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newslettr if you want to stay in touch with the latest B2B sales tips and techniques.

https://sellingtocorporate.com/about/https://sellingtocorporate.com/newsletter/

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.

If you're curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won't want to miss.

From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn't and provides you with a clear perspective on how artificial intelligence, when misused, can hinder your efforts to sell to corporate clients and undermine your overall corporate sales process.

What's Inside This Episode:

• Why AI is unlikely to replace human salespeople due to the inherent human desire to buy from people.

• An over-reliance on AI can lessen critical thinking and problem-solving skills which are essential for effective B2B sales.

• Practical risks of using AI can lead to lower performance levels in outreach, sales calls, and proposals due to generic or inaccurate AI advice

• Using AI for proactive outreach can lead to breaches of terms of service and lower conversion rates in your corporate sales process, affecting client proposals and sales proposals.

The big question to ask yourself is, "Will AI replace salespeople?" And Jess's answer is a resounding "No!" Why? Because people buy from people, and until AI can truly replicate unique personalities, we're safe!

However, there is potentially a massive danger with open-source AI according to a Microsoft report that found consistent use of generative AI can negatively impact critical thinking, problem-solving, and even self-confidence – all vital sales skills! Basically, relying on AI too much is diminishing our ability to think critically, objection-handle, and negotiate.

Another huge red flag is confidentiality. Top salespeople aren't plugging their entire sales strategies, negotiation tactics, or objection-handling techniques into open-source AI because it would be "career suicide." Companies, especially in the tech sector, are banning employees from using open-source AI on company devices and Wi-Fi to protect proprietary information, this means the "best and brightest" sales insights aren't what you're getting from AI; you're getting information from "whoever else has plugged it in," and that information isn't filtered for quality or accuracy. So beware, AI can even give you wrong information.… repeatedly!

The Bottom Line

AI-generated content is becoming increasingly recognisable, making it harder to distinguish real, personalised interactions from automated ones, leading to lower conversion rates from calls to sales, proposals to closed deals, and outreach messages to booked calls.

Jess's advice? Ultimately, unless you have a lot of expertise in both AI and B2B sales strategy, she strongly advises against relying on AI for your proactive sales process or to formulate your core B2B sales strategy and to be very cautious regarding custom GPTs, given concerns about them "going rogue" and the potential for intellectual property vulnerability.

So, use AI wisely, lean on proven strategies, and stay tuned for new ways to generate quality leads, like the brand new Expert Services Directory. Want to level up your sales game? Listen now!

Key Resources Mentioned in this Episode:

If you've enjoyed understanding how improper use of AI is hurting your B2B sales process MASSIVELY why not check out other episodes that can help?

Make content creation simple and successful when selling to corporate companies - https://podcasts.apple.com/gb/podcast/make-content-creation-simple-and-successful-when/id1469526548?i=1000467412701

Is corporate jargon your biggest problem when selling to corporates - https://podcasts.apple.com/gb/podcast/is-corporate-jargon-your-biggest-problem-when-selling/id1469526548?i=1000493327069

Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, use the following link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques. https://sellingtocorporate.com/newsletter/

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.

Have you felt like you're hitting the mid-year point and you're not happy with your B2B sales revenue so far and want to improve it moving forward? Perhaps you've got to June and actually feel pretty happy with your sales progress and want to keep your motivation going for the second half?

Then you're in luck - because How to Make the Next 6 Months of Your Sales EPIC is exactly what you need to assess your mid-year performance so far and understand exactly what you need to prioritise so that you can start landing corporate clients consistently throughout the year.

This episode is helping you to assess your sales performance so far - and figuring out how we can make it even better during the second half of the year. So whether you're happy / unhappy with your current performance, you'll be able to use this episode to guide your next steps to get your best B2B sales results!

Introducing her brand new EPIC framework, it's been designed to help you gain clarity on your existing sales strategy, assess your performance from the first half of the year and lay a solid foundation for a healthy end to the year. Whether your first six months were triumphant, challenging, or just plain stagnant, this framework provides the structure you need to get back on track.

The main thing to get focused on is a "Half-Year Reset". Jess advises listeners to detach emotionally from their business for a moment and objectively look at the numbers, allowing you to ask yourself: "Do I want to create more of this or not?". This self-assessment is the springboard for building a resilient B2B sales strategy. It's about figuring out your plan for the next six months because, as Jess puts it, "that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started".

Jess also shares her own experience of prioritising business development and that consistent effort, even in limited time and 'personal shenanigans', will get positive results thus achieving your sales goals and encourages you throughout on how to effectively prep your B2B sales process for a powerful September and take actionable steps taken during the summer months that will set you up for success when September arrives.

Being part of a network of business friends and peers provides much needed accountability, constructive criticism and a shared motivation to achieve your sales goals. So, whether you've overachieved, felt stuck, or just need a nudge to get back on track, this episode is packed with practical advice, a few laughs and of course, Jess's straight-talking encouragement!

Grab your notetakers and get ready to make the rest of your year absolutely EPIC!

In this episode, you will learn:

• How to build a resilient B2B sales strategy for the second half of the year

• How to prep your B2B sales pipeline for a powerful September

• The EPIC Framework: Your blueprint for a profitable second half of the year

• Summer Sales Planning: Actions now for a game-changing September

• Why consistent implementation beats social media for corporate sales

• How to leverage the most profitable time of the corporate calendar

Key Quotes;

"The first thing we have to do with any kind of half year analysis is step back emotionally, you know, detach yourself from the business for a second and start looking at your numbers and start looking at your results and saying, do I want to create more of this or not?" 00:35:1600:35:33

Quitting Social Media Without Losing Business: "But when I started looking at my numbers, posting on social media hadn't brought me any qualified sales calls with companies, so what's the point in doing it?" 00:36:0200:36:11

Half-Year Reset Motivation: Figure out what you're going to do for the next six months because that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started? 00:08:1100:08:27

Key Resources Mentioned in this Episode:

If you've enjoyed understanding how you can change the second half of your sales year to be more profitable, why not check out other episodes that can help?

Why September is the best time to sell to corporate companies

Why organising your sales activity is central to your success when selling to corporate companies

How to pep up your B2B sales before the summer slump!

Converting Corporates is the B2B sales event of the year for service based entrepreneurs, copy this link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist

Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques - https://sellingtocorporate.com/newsletter