Selling To Corporate

Learning how to put together an effective B2B sales strategy is a lot of work. That's why over the course of the Selling to Corporate ® podcast mini series, we've worked together to help you set new goals, analyse your existing performance and identify key sales skills to improve so that you can finally create a B2B sales strategy that you're able to implement in your business before the busy season hits!

In this episode of the Selling to Corporate ® podcast mini series, I'm guiding you through what it looks like to pull all the right information together in order to start a sales plan that feels achievable and simple to implement so you can focus on taking action and seeing your best B2B sales results.

In this episode, I'll be sharing:

• How we're pulling together all our learns from the mini series in today's epic episode. (00:45)
• Why you'll re-learn some of the golden nuggets we've already discussed to put them into a wider plan. (01:08)
• How the feast/ famine B2B sales cycle happens - and what you can do to stop that. (02:20)
• Why you must consider The C Suite ® Self Study if budget has been a barrier to entry for my other resources. (03:02)
• Why it would be irresponsible of me not to give you a clear warning before silly season hits. (05:39)
• An incredible testimonial from one of our The C Suite ® Self Study participants on how it's changed their business in just three weeks. (07:09)
• Understanding the importance of creating an annual B2B sales plan. (12:06)
• How your annual B2B sales plan will tie your revenue, work/ life balance and other goals together. (13:00)
• How seasonal changes might impact our target corporate clients. (13:38)
• How you can plot your annual B2B sales plan around your area of specialism. (14:06)
• Why certain times of year make a difference to budget availability from your corporate decision makers. (14:51)
• The importance of identifying key sales and delivery times in our industry/ specialism. (15:11)
• How your annual B2B sales plan stops you being reactive and keeps you focused on the right activities. (16:00)
• Why you need to plug your current gaps before next year so that you don't get stuck in procrastination or left behind in the market. (16:48)
• How to use your B2B sales performance assessment to identify the key gaps that need to be plugged. (16:52)
• Why your activities now will pay off in three months time - and why you need to focus quickly on solving the right problems. (17:34)
• Why the economic landscape is going to remain in a state of flux - and how it impacts your B2B sales. (19:35)
• Where you can put your faith in difficult economic periods. (20:06)
• Why companies focus on improving sales skills in tough economies - and how you can learn from their example. (21:13)
• The key questions organisations ask themselves to thrive through recessive periods. (21:16)
• How you can 'lean out' during recessive periods to ensure higher profit margins. (21:58)
• Identifying and fixing specific sales issues before January. (23:36)
• Why it's important to plug sales gaps before we head into an 'easy objection' market. (24:22)
• Knowing the difference between integral sales activities and nice to have's. (25:04)
• Why it's integral to focus on changing/ fixing one area of your B2B sales process at a time. (26:37)
• Why it's better to do a sales job properly… so you can see your best results quickly. (27:04)
• How we can realistically allocate time periods to the areas we want to change/ improve in our B2B sales process. (27:34)
• How we can plug all the information we've learnt into our wider sales plan. (28:43)
• How my clients are using this exact process to get to six figure years and six figure months signing corporate clients. (28:51)
• How we can customise our activities depending on our available time and personality type. (30:00)
• How to use the proven Selling to Corporate ® framework to create and implement your B2B sales plan. (30:20)
• Why the 'sexy' sales activities don't matter as much as the proven techniques. (31:49)
• How you can empower yourself to execute your own B2B sales strategy in 2023. (32:27)

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Are you intrigued by B2B sales trends and want to know what skills the corporate sales world will be using in 2023 so that you can use them too? Perhaps you're not sure which sales skills you need to hone for the New Year to make it easier to sign deals with corporate clients - or you feel awkward about the idea of going into 2023 without learning key sales techniques to cope with the economic landscape?

In this episode of the Selling to Corporate ® podcast mini series, we're working through the three core sales skills you'll need to hone (and use!) so that you can significantly increase your corporate client base, sign more deals and generate more revenue without sleaze, stress or overwhelm.

In this episode, I'll be sharing:

• How to get the best B2B sales results from listening to this mini series. (00:37)
• How my dog, Max, will be contributing to today's episode of the Selling to Corporate ® mini series. (01:05)
• Why this episode is designed to build on from previous mini series episodes so you can get better results. (01:31)
• Why do we need to understand what the top three B2B sales skills will be for 2023? (02:07)
• How our global economy is shifting quickly - and why that impacts our B2B sales strategy. (02:45)
• My key warning for the upcoming year - what you really need to understand to make your best sales decisions. (03:20)
• The synergies between B2B sales and marketing - and why it's integral to focus on the right activity for your goal. (04:04)
• How redundancies will impact the freelancer market and give corporate clients more choice. (04:41)
• Why posting on LinkedIn and trying to get visible won't be enough to generate corporate clients next year. (05:29)
• How articulating the commercial viability of your services and the transformation you provide is going to be business critical in 2023. (06:29)
• Why talking to the end user is nice… but doesn't necessarily convert into a paying corporate client. (07:31)
• How poor articulation of transformation/ value is costing you corporate clients. (08:28)
• Why good articulation and communication skills will help you to win stakeholder buy-in and make it easier to sign corporate contracts. (08:54)
• How commercially focused sales communication is going to help you convert more proposals. (10:05)
• Why commercially focused sales communication gives you the edge in a multi-stakeholder sign off process. (10:39)
• How articulating and selling from the transformation perspective can increase your sales immediately. (11:35)
• How commercially focused sales communication helps to win immediate business from both hot and cold corporate leads. (14:57)
• Why competing on price won't help win corporate clients in 2023. (15:57)
• A super quick assessment to see whether your existing sales communication is working. (16:56)
• Where our sales processes most commonly end up failing. (18:16)
• Why we get ghosted at proposal stage with corporate clients. (18:44)
• How effective objection handling is going to be a core skill for successfully selling to corporate clients. (19:32)
• The common objections we heard from corporate prospects during the pandemic - and why some people won market share throughout. (19:47)
• Why consultative objection handling will be integral for credibility and supporting your corporate clients. (20:28)
• How objections make inexperienced salespeople feel - and why corporate prospects object. (21:03)
• The common reasons corporate decision makers object to your offers. (22:25)
• How you can access the Common Objection Handling Guides inside The C Suite ® or The C Suite ® Self Study. (23:12)
• How to understand whether or not an objection is 'real'. (23:56)
• Why I hate the phrase 'overcoming objections' in a B2B sales process. (24:36)
• Why it's our job to find a mutually beneficial solution to stakeholder objections. (25:20)
• How we can effectively qualify objections from corporate decision makers. (25:35)
• Why objections will come up more frequently in 2023 - and why some business owners will earn market share. (26:36)
• How leveraging stakeholder relationships will be a key skill in 2023 and stop you getting 'friend-zoned' by potential corporate clients. (28:01)
• The importance of following up and keeping in touch correctly to win more corporate clients. (29:06)
• The common areas that keep business owners procrastinating on their follow ups. (30:03)
• Why the fortune really is in the follow up for B2B sales. (30:50)
• How your competitors will leverage your lack of follow up strategy next year. (31:32)
• A quick assessment to check how your follow up strategy is working. (32:15)
• Why follow ups don't have to be scary for you or your stakeholder. (33:04)
• What real companies are spending money on in 2023 and how you can follow their example. (33:46)

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Have you ever wished that it was possible to go back in time and reset your B2B sales goals because you haven't performed as expected? Perhaps you've spent years trying to match a specific revenue goal that you just can't seem to achieve and you're not sure why… or maybe you've been struggling to get your B2B sales mojo back after a stressful year and you want to jazz it up a little?

This Selling to Corporate ® podcast mini series episode is designed to help you assess your previous 12 months sales performance so that you can identify the key areas that have been keeping you stuck… so that you can achieve your revenue goals without feeling stressed and overwhelmed in 2023.

In this episode, I'll be sharing;

• Recapping our upcoming mini series episodes so that you can know exactly what's coming up in the B2B sales prep mini series. (01:20)
• Why we're honestly assessing our business performance without self-flagellation in today's episode. (01:40)
• My assumptions about our Selling to Corporate ® listeners - and what I really mean by 'your best results'. (02:07)
• Why you should consider grabbing The C Suite ® Self Study if you find key gaps in your B2B sales assessment. (03:34)
• How B2B sales assessments give you a working roadmap for your upcoming years sales plan. (05:33)
• Why it's important to manage your expectations when it comes to new sales goals. (06:13)
• The difference between motivational sales goals / stretch targets and unrealistic expectations. (07:19)
• Why this episode is a judgement free zone on your previous performance. (09:45)
• The one expectation I have of anyone listening to this episode. (10:18)
• The real reasons I love assessing my B2B sales and business performance. (11:00)
• How you can spot secret inefficiencies during your assessment process. (11:52)
• Why we need to transparently assess your B2B sales performance for 2022. (13:14)
• Why revenue does need to be a primary assessment area for your B2B sales process. (14:14)
• How to look at your sales / revenue performance objectively. (14:45)
• Why I hired a financial advisor in 2022 to help me make key decisions. (15:32)
• Analysing the difference between your business revenue and your take-home pay. (18:04)
• Why being able to pay yourself is integral to the impact your business can make. (19:11)
• Why you might want to have a conversation with your accountant / financial advisor about your business performance. (21:07)
• Why 2022 was a stability year in my business and how it impacted the way I worked. (21:47)
• How you can assess your work/ life balance and whether it really worked for you this year. (24:42)
• One of the things I missed in my own business this year and how it impacted my sales process. (26:27)
• The reason I axed Converting Corporates from my schedule in 2023. (28:32)
• Why it's okay to change your B2B sales goals if they're not working for you. (30:02)
• How some people are running successful businesses in 20 hours per week and understanding what makes them different. (31:02)
• How we can objectively assess whether we're always focused on productive sales / revenue generating activities or busy work. (31:52)
• The part that procrastination plays in keeping us stuck. (32:22)
• Being honest about our happiness levels and understanding whether we've built the business we wanted or whether we need to make changes. (33:40)
• Understanding your conversion rate in comparison to the work you're putting in. (35:10)
• Why the 2023 B2B sales market is going to be competitive. (35:59)
• Why having a proven sales process helps you to create predictable, repeatable B2B revenue streams. (37:03)
• Analysing what caused any obstacle areas in 2022. (39:04)
• Why it's so important for you to commit to taking immediate action on your development for the next 12 months to be successful. (39:41)
• Why implementing your new activities helps you hit your B2B sales goals faster. (40:45)

The troubleshooting video link can be accessed by clicking here.

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

The Selling to Corporate ® podcast mini series is finally here and we have four incredible episodes to get your B2B sales strategy prepped and ready for 2023! (Without stress, overwhelm or pie-in-the-sky numbers)

Episode 1 of this B2B sales prep mini series is all about setting your best B2B sales goals for 2023. So if you've struggled in previous years to figure out how to pick a B2B revenue goal or shied away from setting clear targets (in case you don't hit them!) then this episode on goal setting is for you.

Remember, your B2B sales goals are yours - and only you can a) set them and b) take the action to achieve them. In this episode, you'll learn the key elements of success when it comes to setting B2B sales goals - and it's your job to take action and implement to see your success next year.

In this episode, I'm sharing:

• Why running a Selling to Corporate ® podcast mini series was so important for 2022. (00:40)
• Why you all voted for a preparation mini series - and what it'll bring to the table. (01:42)
• A quick mini series episode breakdown so that you know exactly which episodes to listen to! (03:52)
• What to do if you're stuck at all during the mini series (and how I can help you troubleshoot!) (05:42)
• The wins that The C Suite ® Self Study participants are already experiencing. (05:44)
• Why people often feel disappointed or discouraged with their B2B sales goals at this time of year. (06:40)
• The two key factors for people not hitting their B2B sales goals at the end of the year. (07:27)
• How the 'baby business coaches' did everyone a disservice around sales goal setting. (09:42)
• How we might need to shift / compromise on our B2B sales goals in 2023. (11:07)
• Why self-flagellation isn't a productive sales strategy. (12:02)
• Why it's important to know the economy and market for setting our 2023 B2B sales goals. (13:47)
• What a recessive global market means for our B2B sales goals. (14:40)
• How economic downturns can be great for business growth. (16:40)
• The potential pitfalls/ obstacles we'll need to factor in for our 2023 B2B sales goals. (16:54)
• What dog training has to do with setting successful sales goals. (19:19)
• Why your 2022 B2B sales goals may not have accurately reflected your business. (20:15)
• Why we shouldn't focus solely on revenue for our B2B sales goals. (21:10)
• Assessing how our work/ life balance is playing out in relation to our revenue goals. (23:02)
• Understanding the difference between revenue, profit and take-home salary to set your sales goals. (24:37)
• Making decisions on growth years vs stability years. (25:22)
• The three key areas you need to consider to set accurate B2B sales goals for 2023. (26:24)
• Why profit is integral to the goal setting process. (27:14)
• How to consider your own operating expenses when setting business goals. (28:32)
• The importance of setting sales goals based on real data. (30:03)
• What your 'best business year ever' might look like - and designing it successfully. (31:17)
• Why your lifestyle must factor into the sales goals you're setting for yourself. (32:10)
• Why it's important to build rest time into your B2B sales plan. (34:23)
• How to consider the practicalities of building out your sales process to reflect your B2B sales goals. (36:14)
• Why having a core learning and development focus for your business will be key in achieving your goals in 2023. (37:34)
• How I've decided what my professional development goal looks like for 2023. (40:00)
• How to look objectively at your B2B sales process to create your goals. (41:39)

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Have you ever wondered how a best practice B2B sales process actually works? Most people have been told about various elements of the B2B sales process… but we very rarely see it all broken down so that we can troubleshoot where our own sales process might be going awry (and understanding what we need to focus on to see the results that we actually want!)

I'm pulling back the curtain on today's episode and showing you exactly what a best practice B2B sales process looks like - and how each element has an impact on your overall business success so that you can put the puzzle pieces together, analyse your own B2B sales process and start signing more deals with corporate companies.

And if you want any help with your sales process, The C Suite ® Self Study is now here to help!

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

In this episode, I'll be sharing;

• How consumers are being hit by the recession - and why that means you need to have a clear focus on building a corporate revenue stream. (01:03)
• Why social media marketing is saturated… and how it's contributing to a lack of revenue generation (01:39)
• A quick congratulations to those prioritising their growth and corporate revenue right now. (02:14)
• Why you should attend the BONUS The C Suite ® Self Study Q&A calls. (02:56)
• The areas that people focus on that do not contribute to revenue growth when selling their services to corporate companies. (04:36)
• How entrepreneurs and corporate salespeople have the same fears around new markets. (06:05)
• Why you shouldn't be applying the Selling to Corporate ® Framework in conjunction with any other B2B sales strategy. (07:44)
• The five key stages of the Selling to Corporate ® sales process (09:29)
• Why I'm not a fridge engineer but can apply logic to the strangest situations to create a result. (11:29)
• Why it's integral to use my B2B sales framework in the correct way. (13:36)
• How this episode will support you to troubleshoot your gaps - and what you need to do once they're identified! (15:19)
• What clarity is in the B2B sales process/ Selling to Corporate ® framework… and why it's integral to your revenue growth. (17:39)
• Why we spend 90 days focusing on a clear strategy - and how it benefits our sales figures. (19:02)
• How your specialism will support you to generate more revenue with less work. (21:58)
• How effective lead generation will always beat a volume of low quality leads. (22:48)
• The lead generation metrics you need to be looking at to generate consistent revenue each month. (25:02)
• What best practice business development really looks like - and avoiding the friend zone with stakeholders. (26:26)
• Why pricing doesn't factor into your 'no's' as much as you think it does. (27:06)
• How most entrepreneurs waste time by sending speculative proposals (and why they'll never close!) (28:58)
• Why some offers are immediately sellable… and others never sell. (29:33)
• How delivery can be your best sales tool in a B2B sales process. (30:12)
• Why it's integral to manage company's expectations for scopes of work during the B2B sales process. (31:02)
• What you need to do now that you've identified your gaps - how to move forward with your B2B sales process and sell more services to corporate clients. (32:17)

And much more!

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Have you heard that we've just launched The C Suite ® as a self study version?! Well good news, because I've created a special episode where you'll be able to understand exactly what you get inside The C Suite ® Self Study and how to make the right decision for you about purchasing!

In this episode, I'm sharing;

• What it was like to run the final Converting Corporates event - and how I felt after! (00:29)
• Why it's important to end initiatives on a 'high'. (01:02)
• My favourite element of this year's Converting Corporates event and what you can learn from it. (02:10)
• Some of our quick wins from the Converting Corporates event this September. (02:48)
• Why pricing has become so important for entrepreneurs selling to corporates this quarter. (03:56)
• How the recession is going to affect sales results this quarter (and why people have been worrying!) (04:48)
• The decision making factors when moving away from B2C revenue - or when adding a new revenue stream. (07:55)
• Why the 'spray and pray' B2C sales strategy is causing huge problems for salespeople. (09:15)
• The fears that my most successful clients have had when marketing/ selling B2C. (10:15)
• Why measurements and metrics are imperative in the upcoming landscape. (11:52)
• Why B2B sales aren't considered 'sexy'. (12:48)
• The types of activities you need to put into your activity pipeline if you want to generate results over the next 90 days. (14:01)
• The most common reasons that we avoid setting (and monitoring!) our KPIs/ metrics. (15:11)
• The most common fears of podcast listeners about the upcoming recessive period. (16:01)
• Why I decided to launch The C Suite ® as a self study option. (17:01)
• Why it's so important to reach out if you have any questions. (18:36)
• Why The C Suite ® Self Study isn't a 'mini' option. (19:42)
• The types of questions that come up when you're trying to execute your B2B sales process. (20:01)
• When the sales process actually goes wrong vs when we think it does. (22:21)
• How each part of the process feeds into generating successful B2B sales. (23:00)
• What you really get inside The C Suite ® Self Study portal. (25:01)
• Why we don't include hours of theory or worksheets… (26:15)
• How to use The C Suite ® Self Study portal properly to get your best results. (27:01)
• How the templates included set you up for success. (27:45)
• Why The C Suite ® Self Study is perfect for anyone who is time-challenged. (29:01)
• How the 85% of live C Suiters that are parents, manage the workload. (30:08)
• Quick fire resources that help you to take immediate action. (31:04)
• Why The C Suite ® Self Study is a proven resource for entrepreneurs. (31:59)
• The top-secret bonus that I'm including with The C Suite ® Self Study. (33:37)
• The modules we include that are 'Fast ROI' modules. (34:56)
• Fast ROI modules for people who are newer to the B2B sales process vs Fast ROI modules for people who are already selling to corporate companies. (35:40)
• Why the impending panic is going to stall sales processes that aren't best practice. (36:56)
• Why I feel uncomfortable about tooting my own horn. (37:30)
• Why the processes inside The C Suite ® Self Study can help any entrepreneur make money. (40:15)
• Why now is still a good time to sell to corporate organisations if you know what you're doing. (40:56)
• The risk of doing nothing in the upcoming market. (42:00)
• The incredible results we saw just last week. (42:48)
• How you need to think about your Q4 pipeline now… to generate the results you want. (43:15)
• Frequently asked questions for The C Suite ® Self Study. (44:40)
• The importance of making strong sales decisions right now. (46:10)

And more!

Key Resources Mentioned in this Episode:

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Key Resources Mentioned in this Episode:

The C Suite ® Self Study is here! Check it out now

If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Weddings are a wonderful occasion - and they can also teach us a lot about the B2B sales process. If you've been wondering just how corporate clients select external suppliers/ vendors and what parts of the B2B sales process are most stressful for your stakeholders? Then this is the episode for you.

I'm analysing my recent wedding (YAY!) and talking about the B2B sales experiences and lessons so that you can really understand what's important… and what isn't… during your next B2B sales process.

** TICKETS ARE RUNNING OUT FOR CONVERTING CORPORATES ** Grab yours here: https://selltocorporates.com/converting-corporates-2022/

In this episode, I'm sharing;

• How amazing it was to share my wedding day with clients, former clients and corporate colleagues. (00:37)
• How important it is to recognise building long-term, mutually beneficial relationships. (01:09)
• How you can build better networks and relationships with other entrepreneurs selling their services to corporate clients. (02:38)
• Why the week before my wedding was an absolute nightmare - and what I learnt from that experience. (04:02)
• What a spillage on my wedding dress taught me about the way we handle interactions with tricky corporate clients. (05:51)
• Our choices in how we decide to react to certain situations with corporate clients. (07:21)
• How we really do have more control over every sales situation than we think. (09:38)
• Why successful sellers always give buyers the right to choose. (10:00)
• The issues that can arise when you're working with corporate clients and how you can handle them better. (11:31)
• How ego can often lose us the sale (or the client!) (13:11)
• Why it's so important to run a respectful sales process. (15:08)
• Why it's integral to stick to your boundaries consistently with corporate clients. (15:51)
• The biggest difference between good and bad suppliers. (16:40)
• How good communication can make the difference between winning and losing a sale. (19:35)
• Why difficult conversations should never happen on emails with corporate clients. (20:20)
• Why corporate clients are often disappointed in external suppliers and how you can avoid over-promising and under-delivering. (23:29)
• How your B2B sales process impacts your pricing - and ability to win the business. (24:40)
• Understanding the foundations to running a best practice B2B sales process and client onboarding process. (25:02)
• What warm referrals do for your B2B sales process. (25:46)
• Why having multiple suppliers causes a lack of clarity for corporate stakeholders. (26:25)
• How you can get your corporate clients to do your selling for you! (28:24)
• Why these weren't the lessons that I thought I'd learn from my wedding about B2B sales processes. (30:07)

And of course, why you should grab your ticket to Converting Corporates now: https://selltocorporates.com/converting-corporates-2022/

Key Resources Mentioned in this Episode:

If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

Have you thought about attending Converting Corporates but you're just not sure whether it would benefit you? Perhaps you're wondering what it's really all about - and whether your specialism is a good fit for attending? Or maybe you've heard people raving about it but you just don't know how it could support your business and growing your B2B sales…

That's exactly why I've recorded this episode - so that you can understand more about our final ever Converting Corporates event - and whether or not it makes sense for you to attend!

** TICKETS FOR CONVERTING CORPORATES ARE RUNNING OUT! ** Grab yours here: https://selltocorporates.com/converting-corporates-2022/

In this episode, I'm sharing;

• The key dates for Converting Corporates (20/21st September 2022) and our location. (00:15)
• What people have been asking; who Converting Corporates is really for and how can it help their B2B sales process? (01:11)
• Why it's important to have a small event in September and add more 121 time. (01:36)
• Why most events are targeted at specific revenue levels - and why Converting Corporates isn't. (02:36)
• The real purpose of Converting Corporates for entrepreneurs looking to sell / improve their B2B sales process. (03:09)
• Core actionable workshops that we're hosting at Converting Corporates this year and how they'll benefit your B2B sales process. (04:07)
• Why you must attend if you didn't work in a sales role during the last recession. (04:37)
• The current recession timelines as given by the Bank of England and how your business can still thrive during recession. (05:20)
• How one of our participants used the Corporate Cash Injection campaign that I'm teaching at Converting Corporates to land a £44K deal. (06:14)
• Announcing our bonus B2B foundations workshop so that you can create sales and onboarding processes that support your business growth. (06:59)
• What you'll actually walk away with from the Converting Corporates event. (08:04)
• Who is the right personality type to attend Converting Corporates this September? (09:21)
• The importance of a safe learning environment for practising your B2B sales skills. (10:15)
• Unknown / little known industries or specialisms that have done really well from attending previous Converting Corporates events. (12:30)
• How Health and Wellness professionals have benefited from attending Converting Corporates events. (12:46)
• How Converting Corporates has helped Health and Wellness professionals to raise their rates and sign longer term pieces of work with corporate clients. (14:41)
• Referring back to our Case Study episode with Kate Davies, Independent Fertility Nurse Consultant. (15:31)
• The specific sessions at Converting Corporates that will benefit Health and Wellness professionals who want to sell to corporate clients. (17:39)
• How Converting Corporates can support Mental Health practitioners to grow their B2B sales process and revenue. (18:31)
• Why mental health doesn't fall under general health and wellness offers. (18:51)
• How Covid-19 impacted Mental Health practitioners and their sales. (20:04)
• Why awareness sessions caused more harm than good in companies during the pandemic. (20:51)
• Why it's going to be integral to build a commercial business case for mental health support in the workplace. (21:50)
• How one of our previous Converting Corporates attendees used the event to skyrocket her B2B sales as a Mental Health practitioner. (23:18)
• Specific Converting Corporates sessions to benefit the B2B sales process of Mental Health practitioners. (24:41)
• How Project and Change Management professionals benefit from Converting Corporates. (25:21)
• How redundancies will impact Project and Change Management suppliers. (25:51)
• Specific Converting Corporates sessions to benefit Project and Change Management professionals. (26:43)
• Understanding the 'traditional' business areas that benefit from attending Converting Corporates events. (28:04)
• How the reduction of permanent resource can support revenue growth in traditional business areas if done correctly. (28:41)
• The difference between fixed cost and the budget that is available for external supply. (29:23)
• Why change is important to avoid working harder for less profit in 2023. (30:14)
• Specific Converting Corporates sessions that will benefit those working in traditional business areas. (31:13)

And more!

Key Resources Mentioned in this Episode:

If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.

It's great to bring Andy Storch, one of my epic C Suite clients onto the show today to share his journey selling his services into corporate organisations. If you (like Andy) have had a history in the corporate world - or have been consistently selling to corporate clients over the years but have been wanting to exponentially increase your sales? Then this is the episode for you.

Andy has kindly come onto the podcast to share his journey inside The C Suite ® and why, as a seasoned professional, he decided to join (and rejoin!) the programme - and how he's implemented it over the last six months to sign six figure deals and have his best business quarter ever!

In this episode, we'll be discussing;

• Andy's area of specialism; retention and talent development with global technology companies. (00:52)
• Why corporate companies would want to teach their employees to own their careers. (01:45)
• The impact of the 'Great Resignation' on corporate companies. (03:30)
• How remote working has impacted corporate company culture. (04:30)
• Andy's background working for a consulting firm and why he decided that he wanted further support with his own B2B sales strategy. (06:47)
• How Andy decided to write his book and create his own B2B sales strategy. (07:28)
• Andy's background as a successful reseller and trainer for leadership development. (08:03)
• How Covid-19 changed the sales landscape - and what Andy got from being inside The C Suite ® when the world stopped. (09:00)
• How Covid-19 changed the way Andy built relationships with corporate stakeholders. (10:06)
• Why Andy decided it was integral to rejoin The C Suite ® to achieve his B2B sales goals. (12:19)
• How ego got in the way of Andy's B2B sales success in 2019. (12:53)
• How Andy's journey through surviving cancer led to him wanting even more business success. (13:40)
• How Andy's wife was onboard with him rejoining The C Suite ® - and the importance of having productive conversations with your significant other. (14:41)
• The importance of going 'all in' on the right activities. (14:51)
• How important it is to learn from the specialist - and how that's helped Andy skyrocket his results this year. (15:21)
• How important it is to recognise that setbacks don't have to be permanent. (16:36)
• Andy's first top tip to generate more B2B sales with corporate companies. (18:02)
• The importance of consistency when selling your services to corporate clients. (18:21)
• Being able to overcome imposter syndrome and achieve confidence in yourself. (19:06)
• How to become an expert in your industry quickly. (19:31)
• Overcoming the challenges of dialling down into one niche. (20:02)
• Why Andy initially resisted working with one industry/ niche - and how his results changed when he focused. (20:31)
• Whether or not you're turning business away by specialising in one industry/ with one focus for corporate clients. (21:21)
• The insights you're able to offer prospective corporate clients when you're a specialist. (21:35)
• How to avoid being 'friend-zoned' by corporate clients. (22:19)
• How The C Suite ® helps you to troubleshoot your own B2B sales process - and why that's so valuable. (25:11)
• How Andy has been raising his rates with the help of The C Suite ®. (25:50)
• How being in The C Suite ® has helped Andy to improve his work/ life balance by travelling less, charging more and enjoying his work. (27:41)
• The feedback Andy got at our Converting Corporates event to raise his speaking rates successfully. (29:43)
• What to do if you want to offer a discount to a corporate client/ organisation. (30:27)
• How Andy signed 12 corporate clients in Q2 2022. (30:51)
• How Andy closed his first six-figure corporate sale in Q2 2022. (31:50)
• The key difference that discipline made to Andy's B2B sales process. (32:29)
• How personal touches make a difference to the B2B sales process. (33:27)
• Why overhauling Andy's entire sales process was the best thing he could have done for his business in 2022. (35:13)
• Why Andy thinks it's integral to go to the Converting Corporates events live in London. (36:15)
• How implementation and accountability changed Andy's business for the better. (37:19)
• Why The C Suite ® and Converting Corporates have been the best investments Andy has made for his B2B sales process - and converting more corporate clients. (40:54)
• How quickly Andy made his investment in The C Suite ® back tenfold. (43:07)
• Andy's top advice to people thinking about investing in The C Suite ® or Converting Corporates. (44:15)

And more!

Key Resources Mentioned in this Episode:

If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://selltocorporates.com/converting-corporates-2022/

Join The C Suite ® now! If you're looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now.

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.

Converting Corporates Bundle: If you're looking to learn the foundational pieces to successfully sell your services to corporate organisations, grab this fabulous self study programme here! You'll learn how to; Create your 250K corporate sales plan, set your business development strategy for success, understand and successfully generate qualified leads and hear from real hiring managers on their top tips for pitching to organisations!

Book an exploratory chat with me! I'm offering exploratory sessions with me so that you can ask any questions you have about The C Suite ® and how it can benefit your business. These opportunities are incredibly limited - so if you'd like my eyes on your business and a totally transparent conversation about how The C Suite ® could support your goals, schedule your call today.

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.

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.