Selling To Corporate

It can be really easy to think that selling your services to corporate companies will a) take forever and b) that you'll end up working every hour available (just like a corporate employee!) But that isn't the case… and working with corporate organisations as an external supplier, means being able to build your business (and deliver to clients) in the best way for your lifestyle.

To show you how that's possible, I'm bringing one of our most productive C Suite participants, Emma Waltham, onto the podcast today to talk about how she's built a successful business, selling her services to corporate companies and being able to run the business and deliver to clients in just twenty hours per week.

As a busy parent and maternity returner expert for STEM organisations, Emma is on the podcast today to share her top tips and breakthroughs around growing her B2B revenue stream and working in more effective ways to have the business and family life that she's wanted to cultivate forever.

In this episode, we're discussing;

• How Emma supports STEM organisations with their maternity returners. (01:40)
• Emma's previous business iteration and how she had been supporting individuals on a 121 basis. (02:12)
• Why Emma decided to attend the inaugural Converting Corporates event. (02:56)
• How the pandemic affected Emma and her new B2B business focus. (03:52)
• The concerning part about Emma's pipeline falling away overnight - and how it encouraged her to sign up for The C Suite ®. (05:07)
• How isolation as an entrepreneur, selling to corporates impacts your confidence and business. (06:56)
• The 2008 financial crash reminder - and how it helped Emma to recognise that she would make it through successfully. (07:48)
• How the people inside The C Suite ® made Emma feel confident and comfortable to join. (08:43)
• Why my predictions around scaling and growth in 2020, meant that Emma grew her business dramatically in 2020/21. (09:53)
• How the April 2020 C Suite intake took multiple chances on themselves to really achieve their B2B sales goals in the midst of a pandemic. (10:34)

Unfortunately one year after recording her Selling to Corporate ® case study podcast episode, Emma sadly passed away. Donations can be made in her name to the Isabel Hospice in Welwyn Garden City: https://www.isabelhospice.org.uk/donate/

It can be really easy to think that selling your services to corporate companies will a) take forever and b) that you'll end up working every hour available (just like a corporate employee!) But that isn't the case… and working with corporate organisations as an external supplier, means being able to build your business (and deliver to clients) in the best way for your lifestyle.

To show you how that's possible, I'm bringing one of our most productive C Suite participants, Emma Waltham, onto the podcast today to talk about how she's built a successful business, selling her services to corporate companies and being able to run the business and deliver to clients in just twenty hours per week.

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.

Are you struggling to convert corporate / B2B leads on LinkedIn? Perhaps you used to be super successful at selling to corporate companies on social media but have seen a steady decline in responses over the last few months - and you're wondering whether you're doing something wrong… The world is changing and we're seeing more stakeholders take decision making away from social media and focus on curating mutually beneficial relationships with external suppliers instead.

If you've been noticing a decline in activity and want to see whether there are better sales approaches and opportunities, then exploring a new method of B2B lead generation might be the right way to go - so that you can curate the best results over the rest of 2022!

In this episode, I'll be sharing;

• That we only have a few final tickets left for Converting Corporates this April. If you haven't grabbed your ticket yet, make sure to do so by clicking here: ​​https://selltocorporates.com/converting-corporates-2022/
• Why email marketing has been the highest success generator for our C Suite participants over the last six months for B2B lead generation. (02:49)
• The common issues that we see with B2B cold email marketing - and why it's been problematic in the past. (03:46)
• When emails should not be used for B2B sales communications. (06:42)
• Why solopreneurs/ entrepreneurs and corporate sales teams are reluctant to use cold email marketing to generate B2B sales leads. (07:45)
• Spammy email marketing and the problems it causes for B2B salespeople. (08:17)
• Why cold email marketing demonstrates a higher barrier to entry - and can help you sign more corporate clients. (08:59)
• The common challenges entrepreneurs/ solopreneurs face when getting started with cold email marketing to corporate companies. (09:57)
• Key results from our Selling to Corporate ® poll of stakeholders and their sales communication preferences. (10:34)
• Why cold calling has also increased in popularity to generate more B2B leads. (12:11)
• The serious caveat you need to consider if you decide to switch to a cold email marketing strategy for corporate companies. (13:34)
• Key conditions of cold email marketing to companies and how to do it well. (16:37)
• Front end workload with cold email marketing for the B2B sales space. (17:37)
• How to find the correct stakeholder email addresses for your cold email marketing strategy. (18:35)
• Considerations to make around email marketing and timelines so that it's most effective. (21:34)
• Positive qualities that cold email marketing demonstrates (if done correctly!) to corporate stakeholders and decision makers. (22:55)
• How specific should you be in your cold email marketing for corporate decision makers? (23:53)
• What your first cold email marketing message should say to a corporate stakeholder. (24:51)
• Targeting your cold email marketing to the right types of stakeholders. (26:50)
• Your cold email marketing follow up strategy - and why it's so important to your sales success. (27:28)
• The changes we need to make when moving a prospect from cold email marketing communication to having a business development call. (30:08)
• Key differences in response rates between LinkedIn and cold email marketing. (31:47)

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://bit.ly/STCOfferQuiz

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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

Have you noticed that LinkedIn has been changing over the last few months? Perhaps you've noticed that the reach on your content is going down… or that you're not getting as much attention in the newsfeed as you once were? And maybe that's started you thinking about whether or not you should get onboard the LinkedIn Company Page bandwagon… and how having a LinkedIn company page could help you to increase your reach, get in front of more stakeholders and see whether it can help you land more corporate sales.

Over the last few months, we've been trialling and testing company pages so that you can get real-time results and progress… and assess properly whether you really want to add another content channel… or whether you'd prefer to work on other sales activities instead.

But either way, by the end of this episode, you'll know what decision is best for you - and for your B2B revenue stream!

In this episode, I'll be sharing;

• Why I'm not talking about how LinkedIn newsfeed content has diminished in quality (01:12)
• Creating a business case to use LinkedIn company pages to engage corporate decision makers and get more visible. (04:30)
• The common questions people ask when using LinkedIn to sell to corporate companies/ decision makers. (05:31)
• Why the current changes are down to user error… rather than technical problems (and what that means for your business when you're trying to sell to corporate organisations) (06:39)
• Spammy sales tactics that are stopping stakeholders from wanting to participate on LinkedIn (07:56)
• How we decided to promote our Selling to Corporate ® company page - and how that impacted our corporate audience. (09:27)
• How LinkedIn company page metrics gave me an interest in the activity… and what we decided to do to scale it. (10:36)
• Why smaller follower numbers are more valuable than huge email list numbers when selling B2B/ to corporate organisations. (11:21)
• How you can create a six figure business selling to corporate companies with 100 or fewer contacts. (11:56)
• What is a LinkedIn company page and how do you get one? (13:31)
• Why I don't advise that you follow our Selling to Corporate ® company page. (14:12)
• Why corporate stakeholders find it more comfortable to connect / communicate with company pages on LinkedIn. (14:41)
• The key differences between a LinkedIn professional profile and a company page (and how they benefit your B2B sales process!) (16:13)
• Using LinkedIn company pages if you're a focused content creator. (17:02)
• Using LinkedIn analytics to see how corporate decision makers are reacting to our content. (17:44)
• Our core demographics and how we're using that information to support our B2B sales strategy. (18:40)
• The biggest thing you'll need to remember if you decide to create a LinkedIn company page. (21:15)
• Why LinkedIn company pages are not there to drive immediate sales. (22:03)
• The boundaries you'll need to have (and how to manage your expectations!) with a LinkedIn company page. (23:15)
• Why you do not need a LinkedIn company page. (24:11)

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: ​​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: https://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

Do you feel bored when you're thinking about your corporate offers? Perhaps you're only just starting to consider selling B2B and you're not really sure what you can even sell to companies… or what types of products/ services that they buy? Well, in today's episode I've got you covered - and we're diving into all things offers. So if you've been stuck, searching frantically for the best ways to package your skills and make them immediately interesting and sellable to corporate organisations, this episode is the one for you!

In this episode, I'm sharing;

• What a corporate offer, product or service really is. (03:14)
• Why it's important not to let corporate organisations dictate which types of offers you are going to sell. (05:06)
• The main reasons that certain solutions don't work for corporate organisations. (06:08)
• How to get stakeholders / decision makers to be open to having a conversation about alternative solutions. (07:10)
• How keynote talks can be a great offer for corporate companies to buy for their employees. (08:11)
• Whether a keynote talk has to be motivational in nature for corporate companies. (08:27)
• Jay Baer and why he's one of my favourite B2B corporate sellers. (10:03)
• Liz Wiseman and the ways that she's changing the way corporations work. (10:44)
• The price ranges expected for corporate organisations to pay for keynote talks. (12:45)
• Core skills you need to be able to create a sought after keynote speaker revenue stream for corporate organisations. (13:40)
• Why Lunch and Learn sessions can be incredibly valuable to corporate companies. (16:11)
• Practical elements to Lunch and Learn sessions - and what they really entail. (17:41)
• Personality types/ business owners that are best suited to delivering Lunch and Learn sessions. (18:46)
• Indicative pricing for lunch and learn sessions. (19:35)
• Selling retainers to corporate organisations. (20:02)
• Training I'll be delivering on retainer sessions at the Converting Corporates event this April. (20:24)
• The most common reason that small business owners tend not to sell retainers spectacularly well to corporate organisations. (20:58)
• How retainers impact your relationship with decision makers and stakeholders in corporate companies. (22:04)
• The two different types of retainers you can sell to corporate organisations. (23:04)
• Indicative pricing for retainer projects being sold to corporate clients. (24:33)
• Why you need to be confident and competent in pricing your corporate services if you want to sell retained packages / services to corporate clients. (25:04)
• Selling passive income products to corporate clients - and whether they really work in the corporate space. (26:47)
• Low transformation, high volume products and the role they have to play in corporate companies. (27:41)
• How to create high transformation, low touch passive products for corporate companies. (29:12)
• How one of my C Suite ® clients is using their book to create consistent revenue (passively!) (30::18)
• Major considerations you need to make when selling passive / licensed products to corporate companies. (32:35)
• The serious considerations you need to make if you didn't have the revenue generation you expected last year. (36:01)

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://bit.ly/ConvertingCorporatesEvent2022

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: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.

Are you working in the health and wellness space - and wondering how you can successfully sell your services to corporate organisations? Perhaps you've been feeling like corporate organisations haven't historically prioritised health and wellness initiatives, like they've been a 'tick-box' exercise for companies… or that they don't pay premium prices in those areas?

To start the year on the right foot, I've brought one of our awesome C Suite participants, Kate Davies onto the podcast today. As an Independent Fertility Nurse Consultant (and now expert B2B salesperson!) Kate transformed her business last year by deciding to work with corporate organisations to better support employees who are undergoing fertility treatment.

Over the last twelve months, Kate has added her B2B revenue stream - and helped some of the worlds largest financial services institutions to retain their employees and educate them around fertility issues.

So if you're a health and wellness practitioner who's been thinking about whether or not it's really possible to get corporate organisations to take you seriously and sell at higher price points? This is the episode for you.

In this episode, we'll be sharing;

• Kate's background as a clinician working within the NHS - and how that impacted her business. (0:27)
• Why fertility in the workplace is an important discussion - and why Kate wanted to raise it with large organisations. (01:24)
• The misconceptions around corporate companies and how they prioritise employee needs. (03:23)
• Entering the marketplace when companies weren't aware of what fertility in the workplace looked like or why it was important. (04:27)
• How forward thinking workplaces helped Kate to see a way forward for fertility in the workplace. (05:11)
• The types of research that has helped to demonstrate to corporate organisations that health and wellness support is needed in the workplace. (06:20)
• How fertility / infertility is impacting organisations and their employees on a bigger level. (07:15)
• Handling objections about inclusivity of certain topics in the workplace. (08:22)
• How certain health and wellness topics impact more people than originally expected in the workplace and why that matters for corporate organisations. (09:55)
• How Covid and menopause initiatives have helped to open up better workplace discussions around health and wellness. (10:44)
• The importance of choosing the right training for the organisation and how it impacts their experience. (11:24)
• Juggling both a successful B2C and B2B revenue streams and how to manage it. (12:17)
• How an NHS background led Kate to undercharging… and how she overcame it. (13:15)
• How Kate's business is changing - and what being fully booked means for growth. (14:41)
• Why integrating a B2B revenue stream means that you can win extra B2C business. (15:55)
• The impact of positive feedback from corporate training sessions and leveraging that thoroughly. (16:41)
• Word of mouth/ selling via recommendations; how Kate is being commended as the expert in her space. (17:51)
• Kate's big C Suite breakthroughs. (19:00)
• Avoiding free consultancy - and having a 90% conversion rate on business development calls. (20:36)

If you want to connect with Kate, you can find her over on LinkedIn at: https://www.linkedin.com/in/kate-davies-independent-fertility-nurse-consultant-8671579b/

Key Resources Mentioned in this Episode:

Grab one of our final January spots and 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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

Smart salespeople (and business owners!) are always keen to gather data around the B2B trends and insights that will support them to move forward over the next twelve months. Being able to understand how the corporate sales market is moving and the direction it's taking, makes it much easier to sense-check your plan for the coming year and will make sure that you're adding corporate offers that best benefit your clients and your business plan.

That's why this episode is entirely dedicated to the trends and predictions that are coming up in 2022 - and how you can use them to best benefit your business, increase your market share and sign more corporate clients.

In this episode, I'll be sharing;

• An overview of the things that have happened in the Selling to Corporate ® world this year and what you can learn from our experiences in the corporate sales space. (02:04)
• How our brand new C Suite participants went from zero to multi-six figure years. (04:25)
• The importance of intellectual property protection and how to avoid misunderstandings when sharing your intellectual property with corporate organisations. (12:30)
• How 2021 changed the B2B sales landscape for small business owners/ entrepreneurs. (14:28)
• Surveying our corporate clients; what we learnt about how stakeholders are feeling with regards to lead generation this year. (15:58)
• The most popular method of lead generation according to our corporate stakeholders (16:57)
• Why stakeholders are avoiding replying to LinkedIn messages - and why it's become more difficult to communicate with cold B2B leads on that platform. (18:17)
• How stakeholders are viewing pre-existing relationships in 2022 and what that means for your sales activity. (20:32)
• The importance of transparent, clear communication in B2B sales. (21:45)
• How diagnostics (and your accuracy in analysing problems) will benefit your B2B sales process. (23:53)
• The ways that the corporate sales landscape has changed over the last twelve months and prioritising premium services. (25:19)
• Why under-charging is stopping most small business owners from making real progress in the B2B space. (27:28)
• How the 'Great Resignation' is impacting organisations - and what you can do to solve upcoming obstacles. (28:26)
• The top benefits for companies in hiring external suppliers/ consultants to support projects. (29:30)
• What 'Done for You' service providers can expect in the upcoming months. (30:21)
• How companies are prioritising values - and how that benefits you as an external provider. (32:03)
• Why 2022 is looking to be a 'growth' year for those small business owners/ entrepreneurs who are willing to do the work. (34:48)
• Where to spend your time on social media and what stakeholders are really looking for from potential sellers. (35:59)
• Why outsourcing your sales activity shouldn't be on your list next year… unless you've got these specialist skills to support your growth! (37:51)
• The experience you need to have as a sales professional in order to hire an external sales person successfully. (38:59)
• Top two learning and development areas that most entrepreneurs / small business owners need to focus on next year in order to get their best B2B sales results. (41:24)
• How to effectively troubleshoot your sales process to understand where your gaps are and your areas of improvement. (43:57)

Key Resources Mentioned in this Episode:

Grab your ticket now for our April 2022 Converting Corporates event: https://selltocorporates.com/converting-corporates-2022/

Get on the waitlist to 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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

It can be tough to transition your entire business from selling B2C to selling B2B. If you're considering changing your primary revenue stream or adding a secondary B2B revenue stream and feeling nervous, confused or scared, then this episode is for you!

I've brought Gemma Stow, Self Promotion Expert, onto the Selling to Corporate ® podcast to share her journey; how she went from being a coach for individual women to successfully selling her self promotion services to corporate organisations so that they can reduce the gender pay gap and see more women in leadership roles.

In this episode, we're discussing;

• The transformations Gemma adds to Housing Associations (and their employees) (01:12)
• What made Gemma decide to start selling her services to corporates (03:09)
• The ways her B2C business meant she was 'spreading herself too thin' (04:24)
• Why selling to corporate companies was a hard (and scary!) decision to make (06:07)
• How your own employment background can impact whether or not you decide to sell your services to corporate organisations (07:06)
• Whether the Public Sector counts as being a 'corporate' company. (07:42)
• How selling to Housing Associations has aligned with Gemma's core values - and allowed her to see the bigger impact of her work. (08:26)
• How to prioritise company transformations so that they see the value in hiring an external supplier. (10:20)
• Letting go a B2C business; how it feels to start closing down a big revenue source and make huge changes. (11:20)
• How Gemma got started and the first services she sold to corporate organisations. (12:18)
• The exact number of paid talks Gemma has delivered in 2020, despite a pandemic! (13:29)
• How to balance your sales / business development activity and your delivery process. (16:00)
• The interesting ways that selling her services to corporate organisations has streamlined Gemma's social activity. (17:05)
• Why selling to corporate organisations has made Gemma more confident about charging for the value she brings to companies and increased her confidence at negotiating too! (19:09)
• How the pandemic affected Gemma's business - and how she managed to continue building her B2B revenue stream whilst under the pressures of home-schooling! (20:17)
• Creating change; using her platform to increase male allyship within organisations and how that's going to be important in the Public Sector space next year. (22:08)
• Sharing her biggest business / revenue milestone..! (24:35)

And more!

If you want to connect with Gemma over on LinkedIn, you can find her here: https://www.linkedin.com/in/gemmastow/

Key Resources Mentioned in this Episode:

The final spaces for The C Suite ® for 2021 at the current pricing are available 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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

Have you been struggling to set your B2B sales strategy for 2022? Perhaps you're not sure what you should be including or how to make your corporate sales strategy fit your new revenue goals?

Having a solid B2B sales strategy is integral to the success and growth of your business next year - and getting your strategy mapped out before 2022 means that you have the time to make strong business decisions and create a manageable implementation plan that will help you hit your goals next year without stress or overwhelm.

That's why I've recorded this episode; to help you make key decisions about your business in 2022 - and make sure that you have your best year in business.

In this episode, I'm sharing;

• Who should be attending Converting Corporates in April 2022 (02:24)
• Why it's important to set your B2B sales goals now (04:29)
• What you'll be able to achieve by the end of this episode - and how you'll be able to create your B2B sales plan. (06:02)
• The most important considerations you need to make when creating your 2022 B2B sales strategy (07:28)
• How to strategically set the right revenue target for 2022 - without just hoping that it's right (08:51)
• Why not all customers are created equal when it comes to B2B sales (10:24)
• Why everyone needs to stop saying 'I just need more leads' in 2022 (12:32)
• How to set realistic expectations of yourself and your B2B sales performance (14:40)
• Why you need to be creating your sales plan around having 40-42 working weeks in a year (17:22)
• The top three factors you'll need to consider when creating your B2B sales strategy (19:06)
• How to effectively reverse engineer your goals into practical action steps (19:46)
• How to utilise visibility and credibility to add value to your sales strategy (22:07)
• Why business plateaus aren't linked to your sales strategy… and what you really need to change to see growth (23:56)
• The biggest challenge / best question to ask yourself when setting your new B2B sales strategy (26:20)
• Why I'll be changing my referral strategy (and who I refer business to) in 2022 (28:09)
• The importance of assessing your ROI from 2021 investments and how it'll impact your business in 2022 (30:19)
• Assessing and troubleshooting the changes you'll need to make to hit your goals next year. (30:42)
• An introduction the the Selling to Corporate ® podcast episodes that will be appearing over the Christmas period (33:14)

Key Resources Mentioned in this Episode:

Ready to attend Converting Corporates 2022 on April 12th and 13th 2022? Then make sure you grab one of our final 20 tickets here: https://selltocorporates.com/converting-corporates-2021/

Link to Suzanne Dibble's Legal Templates / Black Friday offer: https://www.smallbusinesslegalacademy.com/black-friday?_go=jessica73

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 now: https://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review - http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

Waiting until the New Year to set your B2B sales goals is so 2017 - and that's why I've created a podcast episode for those of you who want to plan your B2B sales strategy early so you can relax into 2022!

If you've ever felt like sales planning is something that can be left until January, or that B2B sales planning doesn't need to take precedence before Christmas then this episode is going to show you why it's best to start early (and how you can reap those benefits in Q1). This will be part of a two-part B2B sales planning series - so make sure you take notes and get ready for the next instalment!

In this episode, I'll be sharing;

• Brief 2020/1 review - and the ways that Selling to Corporate ® HQ supported our clients and community throughout the pandemic. (0:24)
• Our 2020 November intake and how they've changed their businesses through the pandemic. (0:36)
• How work/life balances will impact your B2B sales planning for 2022. (07:17)
• Why business owners are creating 'jobs' for themselves, rather than functional businesses. (09:30)
• How to consider both personal and professional fulfilment in your B2B sales goal setting. (11:25)
• Why goal setting in January causes B2B sales plateaus for Q1. (13:25)
• The importance of setting realistic B2B sales goals - and why goals are not just about revenue! (16:52)
• The biggest difference between B2C sales goal setting and B2B sales goal setting. (18:54)
• Simple and easy ways to set strategic B2B sales goals. (21:53)
• How your monthly, quarterly and annual metrics will impact your B2B sales goals. (24:33)
• The information that you can get from stakeholders to inform your B2B sales goals. (27:52)
• B2B peak sales periods - and how you can factor your sales goals around them. (29:41)
• The absolute worst times of the year to try and book business development calls. (32:51)
• How to set sales goals that give you more holiday/ rest periods than ever. (35:07)
• Homework: What you need to bring to the next episode to set your best B2B sales goals. (38:23)

Key Resources Mentioned in this Episode:

Get on the waitlist to join The C Suite now! We're out of November spaces but 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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review – http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions

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

The one question that everyone asks me is how long it'll take them to make a corporate sale - or successfully sign a corporate client. So if you've ever wondered how long it really takes to sign your first corporate client… or how you can accurately predict when you'll be able to sign your first corporate client, then this episode is for you!

In this episode, I'll be sharing;

• My personal experience of wanting to predict accurate sales pipelines (01:26)
• Why you need to take ownership of your B2B sales process early - especially in October. (03:13)
• The signs of the B2B economy changing - and what that means for your B2B revenue stream. (05:19)
• How to understand whether or not your sales foundations are set up correctly - and how that impacts your prediction. (09:04)
• Whether or not your stakeholder targeting will make a difference to your sales timeframe. (10:30)
• How stakeholders affect the impact of your service - and your sales timeline. (11:49)
• Defining whether you're offering a specialist service and increase your predicted revenue. (13:43)
• How contract types affect your B2B sales timeline. (15:07)
• The types of offers you can focus on to increase the speed of your sales process. (16:06)
• How a company's scoping process will impact your sales pipeline. (20:29)
• Your primary role in your business to ensure your sales pipeline is full and speedy! (23:02)
• The common denominators of entrepreneurs who are fully booked by corporate clients. (25:31)
• How to objectively measure your B2B sales process so you can make it more effective and efficient. (27:36)
• Why troubleshooting your corporate sales process is integral for improving your pipeline. (29:52)
• The average sales stats for salespeople (and calls!) that you need to know and monitor your process by. (32:21)
• Core consultative sales activities that make a clear difference to the speed at which you close B2B / corporate sales. (37:41)

Key Resources Mentioned in this Episode:

Get on the waitlist to 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://bit.ly/join-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! http://bit.ly/convertingcorporatesbundle

How to leave a review – http://bit.ly/howtoreviewmypodcast

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://bit.ly/corporateexploratorysession

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://bit.ly/top-5-business-development-questions