Selling To Corporate

Is your business set up for an excellent sales experience in Q4 this year, despite the looming recessive period ahead?

If the answer to that question is "no" for you, then this episode will be a great one to listen in on as I'm sharing the 3 things every business owner should be doing as we move into what promises to be a very challenging quarter for people who aren't prepared for it.

Recessive periods do not have to be scary or doom and gloom. They can be an amazing time to make sales and revenue, and this Q4 has the potential to be your best quarter yet!

In this episode, I'm discussing;

• How do people end up ruining the biggest potential sales period for their business every year? (2:55)
• How can Converting Corporates help you recession proof your business? (4:20)
• Whether you are paying someone to help you, or doing it yourself there are steps you must be taking to ensure your business makes sufficient revenue during periods of economic challenge. (8:00)
• One beautiful thing about selling to corporates is that Summer can be a time for relaxation and time off, just as your clients use it, so long as you set yourself up in advance. (14:20)
• What is the first key thing to focus on to ensure that your business doesn't experience feast or famine revenue periods? (18:07)
• Do you have qualified leads in your pipeline for September? (21:16)
• Do you have a plan in place to recession proof your business? (24:35)
• What will you be doing during Q3 in terms of learning and development that will assist you in making Q4 an amazing sales quarter? (31:32)

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.

Are you worried about your business as we move into a recessive period?

There are lots of positive things that can occur as we move into recessive periods and today's episode is all about the ways that a recession will impact B2B sales, not just for small business owners, but also for large companies that you might be working with too.

I'm sharing how, by being equipped with the correct information you can mitigate some of the negative things and what you should be focusing on if you want your business to survive and thrive during a recession.

In this episode, I'm discussing;

• Are we moving into a recessive period? (2:00)
• What should you be focusing on if you want your business to survive and thrive during a recession? (3:10)
• What was the impact on consumers during the 2011 economic crash? (8:10)
• Who will likely see a drop off of customers and clientele during a recessive period? (10:10)
• The key way that big companies will get around periods of economic downturn. (12:45)
• How subscription based companies and sport teams come out on top during times of consumer drop off. (13:15)
• How the media portrays economic downturn and how companies are more resilient than people think they are. (17:25)
• Recessive periods do not have to be doom and gloom. It is within your power to change the outcome for your business. (22:30)
• What are companies looking for and purchasing during recessive periods? (27:00)

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.

Did you miss our April Converting Corporates event and have FOMO because you couldn't attend? Every year, we get lots of people who wished that they could attend but for whatever reason, weren't able to make the event… and April's Converting Corporates workshops were incredible…

That's why I've taken time to distil the three key takeaways from our participants at our April event - so that you can understand the core B2B sales breakthroughs that happened - and apply them to your own business over the summer.

In this episode, I'll be sharing;

• What you need to know about attending Converting Corporates this September. (00:46)
• The epic feedback that we've had about Converting Corporates. (01:57)
• Why it's so important (and rare!) to be able to learn and implement B2B sales skills at any events you attend. (05:29)
• The power of live training and how it impacts the breakthroughs that you can achieve. (10:01)
• Why pricing your services to sell to corporates is so important to get right. (13:29)
• Why pricing your services to sell to corporate clients can often feel difficult. (13:31)
• How working alone can make it harder to price your services for corporate companies. (13:54)
• How external validation on our pricing can help us sell more services to corporate companies and feel super confident about it. (14:14)
• What creating and sense-checking an offer publicly did for our attendees at Converting Corporates in April. (15:21)
• How we can think about pricing logically - and why that benefits our mindset and confidence around pricing. (17:21)
• Whether or not we can price something to 'make it sellable'. (18:17)
• How we can sell at higher rates/ budgets to clients who don't think that they have big budgets. (21:05)
• The difference in priorities for customers when purchasing a service. (22:24)
• Why undercharging often contributes to client resentment. (24:14)
• How our emotional attachment to the B2B sales process can make us feel sleazy about selling. (26:01)
• Why 'vague' doesn't work in your lead generation process. (27:04)
• How transparent stakeholder relationships are key for B2B sales. (28:37)
• The common questions people have about cold email marketing. (29:58)
• How the Selling to Corporate ® process is simple but not easy - and the difference that makes for our attendees (32:08)
• Why you need to keep your sales process simple to make sure that it's efficient and effective. (36:08)

And 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/

Key Resources Mentioned in this Episode:

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.

If you're someone who has been in love with the idea of doing keynote talks for corporates, but haven't been sure as to whether or not they would be worth the effort, this is a great episode to listen to.

I'm sharing insights and data explaining why corporate keynotes are valuable, how much speakers are getting paid, and what to focus on if you're thinking about selling a keynote talk B2B.

I also share a few examples of speakers inside The C Suite ® who are having great success, what kinds of deals they're closing, and why it's happening for them. If you've been considering adding keynote talks to your offerings, listen in.

In this episode, we're discussing;

• Keynote speaking is going to be a huge topic covered at September's Converting Corporate event, so be sure to get early bird pricing! (05:12)
• Are keynote talks really a big deal in the corporate market? (07:20)
• How companies use keynotes to create a positive result within their organisation. (08:20)
• Are keynote talks actually worthwhile as a corporate revenue stream? (12:17)
• Why it's crucial to be an engaging speaker, and why it's not enough to be just a well informed one. (15:02)
• How much are keynote speakers getting paid? (18:00)
• How much access are the keynote speakers within The C Suite ® having this year? (19:12)
• What is the standard to measure up to when it comes to delivering valuable and well paid keynote talks? (22:00)
• Why you may want to take business development into your own hands instead of hiring an agent or someone else to pitch for you. (25:27)
• How selling keynote talks to corporate companies differs from other corporate sales processes. (28:28)
• Why it's crucial to be speaking to the right people and generating qualified leads. (30:26)
• How to identify if a speaking solution is the right offer to make. (32:36)
• Why keynote speaking can be an unpredictable revenue source. (34:20)

Key Resources Mentioned in this Episode:

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.

Selling to corporate clients can feel like navigating a maze—and sales proposals are often where things go wrong. Even skilled professionals with strong business development experience miss out on contracts, not because their solution wasn't great, but because their proposal didn't do its job.

We're diving into something every B2B sales pro has to master: writing proposals that actually convert.

Because let's face it—too many talented consultants and service providers are losing deals not due to lack of value, but because their proposals aren't helping clients say yes. So today, I'm breaking down the top 3 proposal mistakes I see all the time and giving you the fixes to start closing more corporate deals with confidence and clarity.

🔍 What's Inside This Episode:

• Why your proposal should never be where the sale happens

• The #1 proposal format corporate stakeholders hate (and what to use instead)

• The language shift that makes your solution crystal-clear—even to people who weren't on the call

• Why setting boundaries in your proposal are non-negotiable if you want to get paid on time

Mistake #1: Using Slide Decks Instead of Documents

Slide decks might look sleek, but corporate stakeholders find them clunky and hard to use. They're difficult to print, often blocked by company firewalls, and focus more on visuals than content clarity. This puts slides at odds with an optimized B2B sales strategy, where clarity trumps design.

If your proposal is built in PowerPoint or Keynote, you're likely spending more time tweaking layouts than actually demonstrating value. A clean, text-based PDF or Word doc is a better tool to sell to corporate clients, helping you clearly present scope, pricing, deliverables, and timelines—essential for an effective corporate sales process.

Mistake #2: Failing to Reinforce the Problem and Transformation

Too many proposals skip over the "why." If your client proposals don't restate the problem or highlight the transformation, you're missing a key opportunity to connect. Often, the person approving the budget hasn't even spoken to you—so they need context.

Use straightforward, results-driven language. Show how your offer directly addresses the challenges discussed in your sales conversation. A proposal should be a strong follow-up to the business development work you've already done—not a weak recap.

Mistake #3: Skipping Practical Boundaries

Even strong proposals can fall apart without clear logistics. If you're not stating your payment terms, availability, or project limitations, expect confusion later—and potentially awkward conversations about scope or money.

Every winning proposal should clarify:

• Payment structure (e.g., 50% upfront, 50% on delivery)

• Proposal validity (how long the quote stands)

• Included services (number of calls, training participants, support access)

• Contingencies for rescheduling or delays

Setting expectations in your proposal isn't just about protecting you—it creates transparency for both parties and strengthens the client relationship.

The Bottom Line

Great sales proposals aren't about flashy formatting or clever phrasing. They're about clarity, confidence, and practical details. When you focus on real outcomes, write for clarity, and include clear proposal boundaries, you'll not only impress corporate stakeholders—you'll also close deals faster and more consistently.

Key Resources Mentioned in this Episode:

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.

If you still have a B2C (business to consumer) business and are wondering about the practicalities of adding a corporate revenue stream (or even making it your primary revenue source!) then today's episode is for you!

In today's episode, I'm talking to Beatrice Kabutakapua - a Storytelling Expert who joined The C Suite ® almost twelve months ago and who has gone from running a B2C business to packaging and selling her skills to some of the worlds biggest technology companies. If you've been thinking about leveraging your skills and turning them into corporate revenue, then Bea is sharing her experiences on the podcast - and giving the 'behind the scenes' info on what it really looks like to shift your sales focus (and how it's helped her generate more revenue, working way less!)

In this episode, we're discussing;

• What business storytelling really is and how Bea supports technology companies around the world to engage their employees differently around core brand values, diversity equity and inclusion initiatives and more. (00:51)
• The benefits that companies experience when they work with Bea to communicate their values differently. (02:16)
• How Bea uses her storytelling framework to support her corporate clients. (02:52)
• How Bea worked before she started selling to corporate clients; supporting Women of Colour entrepreneurs with their story. (04:35)
• Why Bea feels that the transformation / impact of her work is bigger now that she's selling to corporate clients. (05:13)
• How large, global corporate companies have been impacted by Bea's work. (06:47)
• Why internal resources within companies aren't always able to generate the same results. (07:53)
• The psychological impacts of business storytelling for corporate companies and how Bea supports key business targets. (09:21)
• How Bea is using research in her business to support technology companies in engaging their employees - and generating more corporate clients for herself. (10:54)
• Repeat business and why it's been integral to Bea's business strategy. (11:53)
• How the follow up strategies inside The C Suite ® have improved Bea's B2B sales pipeline. (12:47)
• Why sales funnels made Bea want to quit her B2C business. (13:50)
• How Bea has been able to get more fulfilment and build real relationships in the B2B space and now enjoys her business more. (15:27)
• Why tracking her sales metrics has helped to skyrocket Bea's sales and made it easier for her to successfully sell to corporate organisations. (17:10)
• How selling to corporate companies is helping Bea fulfil her personal travel goals and embrace flexible working. (19:27)
• How the structure and simplicity of The C Suite ® sales process has helped Bea to work less and generate more revenue. (20:32)
• The importance and power of the accountability and support network inside The C Suite ®. (24:19)
• How valuable the community inside The C Suite ® is for learning, growth, overcoming obstacles and gaining the confidence to celebrate wins transparently. (27:16)
• Whether big companies really want to work with small businesses - and how Bea has surprised herself and surpassed her sales goals. (29:33)
• How business development calls have informed Bea's corporate sales strategy and made it easier for her to sell successfully. (32:59)
• How to set appropriate goals - and hit them using the sales strategies I teach. (36:12)
• Why asking questions is always worth doing! (37:02)

And a whole lot more!

Key Resources Mentioned in this Episode: 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 wanted to raise your rates when working with corporate companies but felt worried or anxious about the change? Perhaps you know that you're undercharging - and you're even feeling resentful about the amount of work you're doing vs the amount that you're being paid but you're panicking that if you change your rates, you'll lose clients and revenue?

It's totally normal to feel that way - and it's something that I hear a lot from clients and community members who've started selling to corporate companies and realised that they're undercharging for their expertise but don't feel confident to raise their rates just in case they start to lose clients or see a reduction in revenue.

This episode shares the exact strategies that I use to change my prices - so that you can learn in real-time how to identify if you need to raise your rates and feel confident about changing them.

In this episode, I'm sharing;

• Why my friends avoided telling me anything about my upcoming hen weekend… (01:09)
• The conversations we had about pricing at the Converting Corporates event and how they informed this episode. (01:49)
• The timeframes I usually use to sense-check (and raise!) my prices for B2B and B2C clients. (02:57)
• Why raising prices with corporate clients feels more 'normal'. (03:34)
• Why I felt uncomfortable about raising my prices during the pandemic - and what you can learn from it. (05:58)
• How I started The C Suite ® in 2019 - and my pricing strategy on launching it. (06:51)
• Why the popularity contest on social media is stopping entrepreneurs from successfully selling their products and services. (07:24)
• How we celebrated a client who'd had a £148,000 quarter at our Converting Corporates event this year. (08:45)
• How other Converting Corporates participants had raised their prices and their revenue since the last event. (09:37)
• Our launch numbers for the first iteration/ cohort of The C Suite ® in November 2019. (10:48)
• How the pandemic affected the April 2020 launch - and how we supported our participants to generate quick revenue. (11:52)
• The incredible entrepreneurs who joined mid-pandemic and how they grew their businesses quickly despite losing corporate contracts overnight. (12:35)
• How my mindset determined my price point between 2019 and 2022 for The C Suite ® (14:32)
• The importance of avoiding 'false urgency' in my pricing strategy. (15:32)
• How our focus on results and genuine testimonials supported our pricing strategy. (16:10)
• The extra levels of support my team offered to our participants during the pandemic so that they could thrive and sell successfully to corporate companies. (17:19)
• Practicalities behind reassessing (and changing) my pricing. (18:45)
• The differences and evolution of the live support aspects inside The C Suite ® since 2019. (19:40)
• The importance of pricing based on all of the practicalities and work you'll be delivering for corporate companies. (23:02)
• Assessing the value of the transformation that you're creating for your corporate clients. (23:55)
• How creating a results focused product supports the future pricing strategy. (25:20)
• How generating consistent revenue impacted our clients and their ability to take time out of their business during holiday periods. (26:17)
• The clear transformations that participants have experienced and how it influences pricing. (27:27)
• How to start using this pricing process in your own business. (30:51)
• Addressing why we feel awkward about the pricing conversation with corporate clients. (31:27)
• Why we don't judge anyone's pricing / budgets for learning and development investments at Selling to Corporate. (34:58)

And lots more!

Key Resources Mentioned in this Episode:

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.

Creating a corporate revenue stream and consistently growing it year on year can be a challenge - and our guest for this episode, Paul Holbrook, is a leadership expert who wanted to experience rapid growth with his corporate revenue. Twelve months after joining The C Suite ®, Paul had tripled his turnover from the previous year and is now working with global organisations to support better quality management in leadership teams and to encourage high levels of performance and productivity.

If you're interested in seeing serious revenue growth in your business - or applying high performance working techniques, then this episode is for you!

During this podcast, we're discussing;

• The frustrations Paul had when working for large Financial Services firms that led him to setting up his business. (00:54)
• The biggest objection Paul heard from prospective stakeholders that made him shift his business focus. (01:14)
• More productive ways to colour code diaries in order to genuinely achieve more. (02:56)
• How changing colour codes can help you to reflect on successful business activities. (03:41)
• How we can avoid living in the gaps between work - and prioritise it instead! (05:43)
• How the pandemic changed the way that corporate companies think about time management for their employees. (07:46)
• What corporates have recognised as being the 'real' problem now. (09:54)
• How planning ahead for key holiday periods helps to support business planning. (10:32)
• The power of accepting the true costs of your commitments and what that means for managing corporate client expectations. (11:37)
• How to tell the difference between over-delivery and consistently working outside of your scope with corporate clients. (13:12)
• Colour coding your calendar to support more productivity. (14:05)
• How companies like The Wellcome Trust are using productivity techniques to move employees to a four day week and why other organisations are looking to do the same. (21:20)
• How Paul knew that joining The C Suite ® was a no brainer decision for his business. (24:44)
• The ways that Paul used the live support inside The C Suite ® to triple his sales turnover. (26:02)
• How to make the most of the experience if you're going to invest in The C Suite ®. (29:23)
• Why Paul joined The C Suite ® even though he has a sales director in his family! (31:26)
• How Paul is handling sales objections differently now from corporate clients - and how it's converting into more closed deals. (34:55)
• Paul's biggest breakthrough inside The C Suite ® and how it's helped change his corporate sales process entirely. (37:37)

Plus a whole lot more!

Key Resources Mentioned in this Episode:

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.

There are some objections that corporate decision makers raise all the time - and it's infuriating when you know that they'll come up, but not how to respond! Over the last few years, I've heard tons of entrepreneurs get frustrated about hearing the same objections time and again from corporate organisations - only to feel like they're never quite handling them in the right way. If that's you? Then this episode has you covered! I'm sharing how you can improve your objection handling skills when dealing with stakeholders - in a consultative, easy (not sleazy!) way so that you can feel more confident and comfortable to talk around any reservations that your stakeholders/ corporate decision makers might have… and get the best outcome for both of you!

In this episode, I'm sharing;

• The homework/ reflections that you should be doing at the beginning of Q2 to make sure that you can have your best B2B sales quarter yet. (01:19)
• How we reflect on quarterly successes inside The C Suite ®. (01:47)
• Why seasonality is important to monitor if you're working with corporate organisations. (02:20)
• How wedding shopping has showcased some of the worst sales experiences I've ever seen. (03:07)
• How the Converting Corporates Bundle can support you if you're not able to attend Converting Corporates live this month. (05:46)
• Why financial new year is the perfect time for you to get started with your B2B sales process. (07:11)
• Creating predictable B2B/ corporate revenue streams in 2022. (08:49)
• The biggest reason that stakeholders put forward objections. (09:37)
• Understanding what an objection really is from a corporate stakeholders perspective. (10:40)
• Whether or not we're in control of objections becoming rejections. (11:37)
• How feeling resentful towards a decision maker for raising an objection can lose you future sales. (13:04)
• The real purpose behind a decent objection handling process. (13:52)
• Why we should stop using the word 'overcome' when we talk about objections. (16:01)
• How different economical factors will make objections seem more prevalent… and why we need to establish validity quickly. (17:12)
• Where objections really come up / appear in the B2B sales process. (18:59)
• Whether objections are really problems that the stakeholder is having - or not! (19:43)
• How we can pre-empt objections during our sales calls. (20:20)
• Establishing whether or not an objection is valid/ real. (21:18)
• Three types of corporate objections that we hear most often when selling to corporate companies. (22:50)
• Understanding whether the stakeholder hasn't given us the correct information - or whether we've misinterpreted the need. (25:35)
• The 'hard-sell' process that B2B salespeople often attempt to overcome sales objections. (26:55)
• How we can use empathy to handle objections in a better way. (29:38)
• Using consultative questioning techniques to establish the validity of an objection. (30:11)
• Understanding how to challenge your stakeholders in a courteous but consultative, way. (32:49)
• How to avoid aggressive questioning when handling objections from your decision maker. (33:37)
• Supporting your stakeholder to make the best decision for them. (35:13)
• How we can agree mutually beneficial next steps to support future sales. (35:49)
• Why stock/ scripted answers don't work to handle corporate objections. (37:14)
• Upcoming episodes so that you can get excited! (39:11)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket!

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

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.

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.

Being busy with client delivery is a problem that lots of us would love to have… but the reality of having lots of client delivery work is that often, your business development activities can take a backseat. And as we all know, when we have a break in business development activities, we see the consequences ninety days later when we have a sales famine.

Finding time for business development is business-critical… regardless of whether you're in a high delivery period or not. If you want a steady stream of corporate clients then it's integral to make sure that you're operating a consistent B2B lead generation and sales process… so we have to find ways to make that happen even when times are busy.

In this episode, I'll be covering;

• Our popular December episode and how you can help the growth of the Selling to Corporate ® podcast! (00:25)
• Understanding how my most successful clients are balancing business development and client delivery. (03:35)
• How you can grab one of the remaining tickets for the Converting Corporates April event. (04:25)
• Why the feast/ famine B2B sales cycle happens - so that we can avoid it moving forward. (05:24)
• Defining our own priorities and how they factor into your business development plan. (06:21)
• Why avoiding setting boundaries with clients leads to a feast/ famine B2B sales cycle. (07:18)
• How 'diary squeezing' trainings lead to poor business development practice. (07:48)
• The problems that come with successful sales cycles (and how it can scupper your motivation!) (08:55)
• The three simple steps it takes to generate consistent clients and have time for regular B2B business development. (10:08)
• How protected calendar management can solve your feast/ famine sales cycle problems. (10:44)
• How I use protected calendar time to always complete my business development tasks - and what you can learn from it! (11:13)
• Why early morning reactivity feels tougher - and the reason I prioritise clients after 11am. (11:41)
• How avoiding reactivity made my clients more confident in their own B2B sales skills. (13:00)
• Why setting client boundaries allows you to be 100% present in client delivery. (14:45)
• How protected calendar management means that you always have consistent time for business development activities. (17:15)
• The ways that pricing your products/ services impacts your consistency with business development. (17:42)
• How undercharging leads to feast/ famine B2B sales cycles. (18:34)
• How managing prospective clients expectations can support you building out better business development time (and manage your delivery workload!) (20:25)
• Finding your own rhythm for client delivery and managing your B2B sales process. (21:14)
• How to understand when you're really at your 'tipping point' and require additional business development support. (22:36)
• How our C Suite participants start to bring additional business support into their company. (23:08)
• The different ways that C Suite participants are scaling their processes for B2B sales and how it's helping them to grow. (23:41)
• How / why you might feel awkward about actioning some of these strategies - and why they'll benefit you moving forward. (24:17)

Key Resources Mentioned in this Episode:

Make sure you grab your spot to Converting Corporates this April for an epic two day, in-person implementation workshop. We're covering areas like; pricing, negotiation, selling retainers, setting (and managing!) client boundaries around your sales process and improving your consultative sales skills to sell better, quicker and enjoy it more. Click here to grab your ticket: ​​https://selltocorporates.com/converting-corporates-2022/

Have you taken the Selling to Corporate ® offer quiz yet? Find out what the best offer is that you could sell to corporates by clicking here:

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c

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: https://selltocorporates.com/the-c-suite/

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! https://selltocorporates.com/corporate-bundle/

How to leave a review - https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Book an exploratory chat with me! I'm offering the final 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, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999

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: https://selltocorporates.com/top-5-business-development-question-guide/

Click here if you would like to listen to my recent TEDx talk.