Selling To Corporate

If you've ever wondered why it takes forever for corporate clients to understand what you do or how you can help them? Then this is the episode for you! This episode is for anyone who's struggling to choose their niche, who feels like they lack clarity around their industry or discipline or who is waiting on taking action to sell to corporate companies because they feel like they're missing those all-important, foundational decisions.

Simply put, if you're someone who has an elevator pitch that needs 28 storeys to successfully explain what you do - and who for? Then this is the podcast episode that is going to help you get that quick clarity so that you can start taking fast action on your corporate / B2B sales plan.

** LIMITED TICKETS ARE CURRENTLY STILL AVAILABLE FOR CONVERTING CORPORATES 2021: https://selltocorporates.com/converting-corporates-2021/ **

In this episode, I'll be sharing;

• Why being able to nail your corporate niche isn't enough - and how communication around your niche is going to be key for seeing big sales successes. (00:53)
• What really stops people from choosing their corporate niche - and why it's holding your sales process back. (04:51)
• Whether it really matters if 'corporates would buy that' or whether you need to think about niching differently. (06:25)
• The real differences between 'niche' and 'industry' and why confusing the two is losing you sales. (07:31)
• Whether external validation on your corporate niche is necessary to see a successful B2B sales process. (09:15)
• How to know whether you need to pick a 'forever' niche right now. (10:42)
• How to choose a corporate niche if you're a generalist/ multi-talented (12:46)
• The one thing that will ruin your business if you choose the incorrect niche. (14:12)
• The ways that corporate companies are changing - and how that's impacting the ability for small business owners/ entrepreneurs to choose different niches and avoid stereotypes. (18:26)
• Why troubleshooting your own sales process is challenging - and how it can stop you effectively selling your services (21:08)
• Why your niche is destined to fail… unless you fix your messaging for corporate clients. (24:41)
• How sounding 'smart' makes it much more difficult to sell your services to corporate organisations (26:15)
• Why it's important to make sure our stakeholders never feel 'stupid' when hearing about our products/ services… and how to improve our elevator pitches so that they convert. (29:42)
• How to avoid 'word vomit' - and overloading your prospect with information that doesn't help them buy from you. (33:00)
• How your messaging can make your corporate stakeholder feel educated, valued and make them want to buy from you. (35:40)

Plus, I'm also sharing the exclusive sessions that I'll be teaching at our Converting Corporates live workshop in London this September! If you haven't grabbed your ticket yet and want one of the final spots, click here: https://selltocorporates.com/converting-corporates-2021/

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/

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

Most people think that it's only sales activity that leads to making the sale. But the reality is, that most business owners feel 'lucky' to get a B2B sale… because they don't have a systemised, strategic process in place to give them the best opportunities to land the sale every time.

Whilst talking about organisation isn't necessarily sexy… it's a simple and easy way to increase sales, plug process gaps and give your prospective clients a better service during your B2B sales process.

If you're ready to create a predictable B2B sales process that gives you the ability to accurately forecast your sales… this is the episode for you!

In this episode, I'll be sharing;

• Why I've felt sorry for people who've worked for me in sales teams before (05:53)
• The simple reasons we avoid mapping out our sales activity - and how it impacts your profits. (07:22)
• Peter Drucker; how a management consultant made me fall in love with metrics. (09:27)
• Why we struggle to plan our sales activity - it's not all practical. (10:50)
• How B2B sales activity differs from B2C sales activity - and why it makes your life so much easier. (12:18)
• How your sales activity (and planning) will change exponentially after your first year in business. (14:10)
• How to schedule effective sales activities that generate results (15:57)
• Why we shouldn't confuse 'interesting' sales activities with 'successful' (18:54)
• Variety in sales activities - and where you'll be able to find new sales activities that challenge you. (21:40)
• Specifically arranging your diary / calendar to make your sales activities profitable and easy to execute. (22:45)
• How to set effective sales targets that stretch you and make your B2B sales process simpler and more successful. (25:40)
• How to avoid beating yourself up about unmet sales targets and expectations. (27:30)
• Budgeting your time realistically for sales activities to ensure they take place. (28:14)
• Giving yourself clear expectations of tasks and managing them. (29:45)

And of course, we have some final tickets left for Converting Corporates 2021! Make sure you grab your ticket below if you haven't already.

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/

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

One of the most common questions small business owners ask me is whether they can just 'hire a salesperson to do it for me' - or whether they can hire me directly to implement their B2B sales process! If you've been thinking about hiring a sales professional to start working on your B2B sales process - and wondering what you should watch out for - then this episode is for you!

So if you've been thinking that you don't have the time to do the sales work in your business/ are ready to expand and build a team that can do the heavy lifting or you just want some clarity on whether or not your business is ready to hire a sales professional? Take a listen.

In this episode, I'm sharing;

• How Q2 differs from Q3 - and why it'll be impacting your sales process (0:32)
• Why 'quicker' and 'easier' sales solutions are entering the market - and what that really means for your progress. (04:11)
• How this episode has been designed for you to get an unbiased view of B2B sales professionals and why it may / may not be right for your business. (05:02)
• Understanding who is responsible for troubleshooting processes in your business - and why it matters. (07:40)
• The common stages small business owners usually start to consider hiring a salesperson for their business. (09:39)
• The key elements you need to consider when making a decision about expanding/ building your sales team. (11:51)
• Why recruiting B2B sales professionals needs serious thought - and what your recruitment process should look like. (12:51)
• How a good salesperson can challenge your interview process - and encourage you to make a faster than normal hiring decision. (13:57)
• Do billings matter? And can you really make a salesperson show you 'proof of billings'? (15:18)
• Why other people cannot make sales recruitment decisions for you (16:44)
• Why hiring a salesperson isn't just an important decision for your profit margins (18:26)
• Can industry/ discipline specialism really be a problem for experienced B2B salespeople? (19:53)
• How to avoid mixing up sales roles and 'vocation focused' employees. (21:26)
• How to establish practically, whether your business could hire and manage a salesperson right now. (22:03)
• Sharing comments from my own appraisal… understanding the expectations on new business development executives. (23:15)
• How to know what motivates a salesperson - and whether or not, you're able to performance manage them correctly. (25:22)
• The pitfalls of performance management (27:14)
• The three things you must have in place before you hire a B2B sales professional. (28:43)
• How metrics will help you (and your sales person!) make money. (31:40)
• Compensation expectations - and what you need to look out for. (34:25)
• Understanding the difference between sales skill sets - and hiring what you need! (35:07)
• Should you really pay a salesperson 'what they want'? (39:19)
• Why you can't 'just hire me' … and how you can apply that logic to your own business. (41:40)
• How to understand the wider impact and implications of hiring a salesperson in all areas of your business. (43:23)
• How (and when!) I made the decision to hire sales professionals in my business - and the difference it can make if you get it right. (47:23)
• How to know if you're bottle-necking your business from a sales perspective. (49:11)
• What to do if it's not the right time for you to hire a sales professional. (52:20)

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/

The C Suite ® is open for one more participant 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

** Tickets for Converting Corporates 2021 are now on sale! Check out the Key Resources section for ticket information **

Have you ever thought that certain personality types do better than others when it comes to B2B sales? You're not alone… in fact, there are differences in the ways that certain personality types show up in their sales activity… and they can help and hinder your success. But instead of trying to change your personality, I've decided to share the most common personality types that I've seen whilst training over 12,000 people - and how you can maximise your personality to make more sales.

After all, we can't all sell in exactly the same way… so if you're interested in finding out the part that your personality plays in your sales process, how it helps you and how it could be holding you back (plus focus areas for improvement!) then take a listen now.

In this episode, I'll be sharing;

• A quick overview of why there are four key personalities - and how to know if you're a rare combination or not! (04:38)
• Whether it's problematic to have a personality (and show it to stakeholders) when you're selling your services to corporate companies. (05:55)
• Why we have to stop letting our personality type be the obstacle that stops us from selling successfully to corporate organisations. (07:16)
• Are you a 'Wanda' overview (09:26)
• Why 'Wanda's' can get stuck with proposal writing and creating clear sales opportunities. (10:41)
• The best sales skill for a 'Wanda' - and how you can use it to your advantage in the B2B sales process. (12:25)
• How developing your consultative sales skills can give 'Wanda's' the biggest advantage over their competitors. (14:47)
• Why 'Olga's' are a classic sales personality type (17:29)
• Why theoretical sales concepts will keep you stuck and stop you making the sales you need. (18:10)
• The area that 'Olga's' excel - and why it'll give you an added edge over your competition. (20:17)
• How best practice business development skills will really bring an 'Olga' to the top of their potential close rates. (22:03)
• How 'Olga's' can overcome their overthinking tendencies and take immediate action (24:01)
• What is a 'Dan' personality - and why I'm a very clear 'Dan' (26:00)
• How 'Dan's' can often be misconstrued or misunderstood in the sales process - and how to work on it (27:23)
• Where 'Dan's' excel… and why they're more likely to close proposals quickly. (30:43)
• Why 'Dan's' need to work on gaining multiple internal champions - and how to make that happen. (32:07)
• How to know if you're a 'Kieran' - and why it's super common in salespeople. (33:45)
• Why 'Kieran's' will often use optimism to predict their B2B sales outcomes (34:53)
• Fast action plus foundational strategy - and how it can help 'Kieran's' outperform their competition. (36:30)
• How metrics will save a 'Kieran' from missing out on sales opportunities. (38:50)
• Why your personality doesn't have to hold you back - and using the sales strategies from today's episode to help you win more business. (42:03)

Plus - an exciting announcement about Converting Corporates 2021. Make sure you grab your ticket below to access workshop sessions on; Selling to FTSE 500 companies, the ARQ Framework ™ and more...

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you're ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://selltocorporates.com/converting-corporates-2021/

We have one space left in April 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

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

If you've ever wanted to sell to corporate organisations but just don't feel confident enough? This episode is just for you! It can be easy to fall into comparisonitis or to feel confused about the process - and those things lead to you feeling under confident and awkward about selling your services to corporate organisations.

That's why, in today's episode, we're exploring whether you really need to be super confident to sell to corporate organisations - and how you can build genuine confidence to make more B2B sales!

This episode has come directly from the questions that we get every single day from our podcast listeners… and I'm really excited to finally be answering it properly!

In this episode, I'm going to be sharing;

• Which areas are most commonly impacted by a lack of confidence in the B2B sales process. (07:04)
• Why small business owners feel under confident when trying to implement or improve their B2B sales process. (08:12)
• Why saying that you're under confident about 'everything' isn't an honest answer for yourself. (09:18)
• How I was once an under confident salesperson… and how I got over it! (10:31)
• How you can use your lack of confidence as a secret sales superpower (13:18)
• Why you need to troubleshoot your lack of confidence so that you can overcome it quickly and stop it sabotaging your sales process. (14:31)
• Defining confidence as part of your sales process and how you can make it work for you. (15:51)
• Whether or not you really need to be extroverted to successfully sell to corporate companies. (18:08)
• Why confidence isn't always a natural talent… and how you can use that to your advantage. (19:12)
• How we can practice being confident without 'faking it' until we 'make it'. (21:13)
• Why training environments are so important for building your B2B sales confidence. (22:33)
• How to troubleshoot your lack of confidence - and improve your gaps. (24:59)
• The most common areas that most people need to build their confidence in during the B2B sales process. (26:30)

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

Gatekeepers often get a bad rap for 'stopping' salespeople getting to the stakeholder or decision maker they want to talk to. But is that the reality? Or are there better ways of communicating with gatekeepers that can help you get in front of the decision maker that you want to talk to more easily?

This episode is for anyone who's tired of getting pushback from front of house/ reception staff and not being able to get directly in touch with their ideal stakeholder. And by the end of it? You'll have tried and tested approaches to be able to confidently and competently navigate the gatekeeper crisis!

In this episode, I'll be sharing;

• What a gatekeeper actually is - and where they sit within an organisation (09:15)
• The primary role(s) of a gatekeeper and why they're not solely out to stop you getting on calls with stakeholders (10:00)
• How other salespeople have made it harder for genuinely consultative salespeople to build relationships with front of house staff. (11:11)
• The easiest way to 'get around' the gatekeeper if you're not a cold calling fan or get nervous on the phone. (12:02)
• How to adjust your timings to avoid getting caught out. (12:38)
• How you can use cold calling to your advantage if you want to bypass potential gatekeepers (13:29)
• Why direct communication can support your cold calling goals. (14:28)
• Understanding the value of great gatekeepers and how they can help you make contact with a decision maker. (15:22)
• Why your manners matter when it comes to getting a gatekeeper on your side. (16:53)
• How decision makers can make it harder for gatekeepers to introduce you and how to overcome that hurdle. (18:10)
• How to focus on the transformation in order to get the introduction that you want. (18:54)
• Why (and how!) empathy is the key to developing a solid, mutually beneficial gatekeeper relationship. (19:51)
• Why you need to avoid hard pitching to stand out in a sea of crappy salespeople. (20:51)
• How a great gatekeeper relationship can help you progress difficult sales processes/ other challenges. (21:58)
• How to ensure that your purpose is interesting and relevant when calling (22:50)
• A simple strategy to circumvent gatekeepers entirely (23:58)
• How you can implement lead generation processes that don't involve gatekeepers but do get you warm relationships with decision makers. (25:41)

Plus, it's the final couple of weeks to grab the Converting Corporates Virtual Bundle before the price goes up! You can use the bundle to create your corporate market map, identify your ideal stakeholders, learn how to use a proven lead generation strategy, handle your business development calls AND hear from real-life hiring managers about what really works when it comes to cold-pitching. Grab it here: http://bit.ly/convertingcorporatesbundle

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

We've got a lot of success stories within The C Suite ® from participants - and we're starting to bring them to the podcast so that you can learn from their key breakthrough moments and the strategies that they've implemented in order to see huge results selling their services to corporate organisations.

Our guest for this episode (and first ever Selling to Corporate podcast guest!) is Kay Fabella. Kay is a Diversity, Equity and Inclusion expert - and is sharing her 12 month journey inside The C Suite ®, going from working primarily with 1:1 clients - to developing a name as the go-to DEI expert for household brands.

If you've ever wondered what it really takes to have a six figure month when selling your services, or how you can build a successful B2B sales stream as a solo practitioner or consultant - then this episode is for you!

In this episode, we're sharing;

• Why Kay is appearing on the show and how we're celebrating her milestone monthly revenue achievement (0:30)
• Kay's diversity, equity and inclusion specialism and the specific problems she helps organisations to solve (03:18)
• How Kay decided to join The C Suite ® and why that was a milestone decision for her business (05:00)
• Why Kay had resisted working with corporate organisations (in a primary capacity) for so long before joining The C Suite ® (06:36)
• How the anti-racism movement in 2020 impacted diversity, equity and inclusion within organisations - and what that meant for Kay from a sales perspective and a practitioners perspective (08:21)
• Why big name brands like Phillips, the IMF and PepsiCo are partnering with Kay in 2020/21 (10:02)
• The 'Why would [BIG BRANDS] want to hear from little old me' objection (13:40)
• Proactive outreach and the core difference between B2C and B2B sales processes (15:15)
• How metrics have made the biggest difference to scaling Kay's business (18:21)
• How using The C Suite ® roundtable strategy skyrocketed Kay's connections (21:16)
• Why generosity works inside The C Suite ® and how it opens up room for growth (25:23)
• Why 'easy' industries don't exist - and how we carve out new niches that we can own (30:00)
• How diversity, equity and inclusion partners need to show up to fully support organisations in 2021 and beyond (34:31)
• Designing bigger solutions for corporate organisations in the DEI space (37:55)
• Why (and how!) we price based on transformation and how that's helped Kay 10X her prices (40:00)
• How the mindset shift from 'selling' to 'relationship building' has impacted Kay's bottom line profit (43:29)
• How The C Suite ® network has brought massive value to Kay as a practitioner and a salesperson (46:40)

Key Resources Mentioned in this Episode:

You can find Kay Fabella at http://www.KayFabella.com or on her Inclusion in Progress Podcast.

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

2020 put a real strain on businesses - and for many small business owners, it felt like a year where growing their business wasn't an option. But as we head into a financially turbulent time where we'll see rapid change, growth and recession, is it really the right time to put your business on hold? Or is it a great time to generate more sales, gain more market share and use this time as an opportunity to grow your business beyond your previous goals?

Throughout this episode, I'm using examples from my corporate background, client case studies and lessons from the corporate world to show you the core framework that can sustain and grow your consulting business during recessive / economically challenging periods.

In this episode, I'm sharing:

• Our exciting, free live masterclass on Wednesday 24th February at 1pm UK (http://bit.ly/4hourmasterclass ← sign up here.) (02:04)
• Come and connect with me on LinkedIn for my new sales series (https://www.linkedin.com/in/jesslorimer/) (04:59)
• What is a consulting business - the definition we're using for today's episode (07:24)
• Types of commonly seen consulting businesses in the current market (08:40)
• The core ways that a recession/ economic downturn impact upon businesses (and what that means for external consultants) (10:05)
• How smaller businesses tend to be impacted differently by recessions and what you need to consider (12:32)
• How you can decide to be a disruptive or growing business during an economic downturn - and the core lessons you could learn from IBM and Uber (15:48)
• The unexpected benefits of being an external supplier for corporate companies during a recession. (17:28)
• How losing permanent resources can increase the need for external suppliers within corporate organisations. (18:30)
• The two different areas / specialists that organisations look for during economic downturns. (18:58)
• Why historic areas of popular external supply are irrelevant now (and why you should stop worrying about them!) (20:47)
• How recessions give consultants the ability to grow their businesses and market share. (21:43)
• The three step strategy you need to be using in order to see your business survive, thrive and generate more corporate clients during recessions/ economic downturns. (25:03)
• Why investing aimlessly isn't enough - and what you really need to focus on in order to see your B2B sales soar. (27:57)
• How sales strategies have changed dramatically in the last twelve months - and why operating 'as normal' isn't working in the current environment. (28:48)
• Why implementation will be the not-so-secret success secret for anyone looking to grow their consulting business in 2021. (31:08)
• Case study and real life examples from our C Suite ® participants and how they've used the programme to generate both immediate and long term revenue opportunities that have saved and scaled their businesses rapidly. (33:03)

So if you're ready to start adopting a new sales process in your consulting business so that you can grow and scale during any financial crisis, make sure you get yourself signed up to my free, live masterclass on Wednesday 24th February at 1pm UK (Replay available for 24 hours only.) http://bit.ly/4hourmasterclass

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 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

Do you ever wonder if you're focusing too much on content creation without seeing a huge return on investment? Perhaps you feel like you're on every social media platform to garner visibility and build a viable presence… but it's just not paying off in attracting corporate / B2B clients?

We all know that I'm not a huge fan of social media platforms - but they can have a part to play in developing your B2B sales strategy. So in this episode, I'll be candidly sharing how you can choose to employ social media platforms in your sales process to support you in generating more leads, having better credibility in your space and signing more clients.

I'm sharing;

• Why Quarter 1 of 2021 isn't looking too shabby on the corporate sales front (and why you shouldn't be stopping your sales activities or waiting for the 'right' time to sell!) (01:03)
• The simple reason that social media is killing businesses - and how you can avoid it. (04:20)
• Whether stakeholders really use social media - and what they're looking for when they scroll (06:12)
• The top two platforms you want to be using to generate visibility, leads and support your sales strategy. (08:13)
• How (and why!) you can avoid social media altogether if you want to successfully sell to corporate organisations. (10:05)
• Which top sales film demonstrates that social media is an unnecessary B2B sales tool. (12:04)
• Four quick alternatives to using social media as part of your corporate / B2B sales strategy. (14:48)
• How we make proactive sales strategies harder than they need to be - and why we choose not to reframe them. (17:02)
• The importance of self-quarterly performance reviews and why you need to implement them. (19:00)
• The core difference between brands who sell to consumers/ individuals and the brands who sell to other organisations (20:37)
• Why it's more important to dial down on using platforms that your ideal clients use. (22:51)
• The major difference between LinkedIn and any other social media platform (and why it makes a better supportive sales tool) (24:28)
• How we've been taught to dilute our content for the masses - and why that's problematic to sell our services to smart stakeholders. (29:11)
• How Google can support your inbound B2B lead generation. (31:01)
• The four things you really need to be considering if you decide to create social content for corporates. (33:33)
• Why information doesn't help you sell (and what really does!) (36:09)
• How the way you engage on social media platforms can ruin your opportunities of making the sale - and what to watch out for in your own online behaviour. (39:09)

Plus, you'll get to hear about some of our awesome C Suite ® participants and how they're using (or completely avoiding!) social media to see their best business results.

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 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

Episode 27: How to Know If The C Suite is right for you: https://selltocorporates.com/episode-27-how-to-know-if-the-c-suite-is-right-for-you/

Episode 12: Make Content Creation Simple and Successful: https://selltocorporates.com/episode-12-make-content-creation-simple-and-successful/

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.

Tender processes to secure large corporate contracts can be challenging. And yet, when people think about selling their services to corporate organisations, they naturally assume that they'll end up having to navigate tender/ bid processes at some stage.

But do you really need to bid for large contracts? And if you want to win high ticket sales, do you need to go through large tender processes? In fact, if you're newer to selling your services to corporate organisations, you might be wondering what a tender process even is - and what it requires.

That's why I've popped this episode together; to make sure that you're able to decide if you want to work on tender / bid contracts, what you'll need to understand about those sales processes and the way to navigate them correctly if you decide that it's the best option for you.

In this episode, I'll be sharing;

• Why tendering for projects or corporate contracts is a global topic of discussion. (05:18)
• The definition of 'tendering' - and what it means for external suppliers who are thinking about selling their services to corporate organisations. (07:42)
• What the tender process looks like for external suppliers. (08:06)
• Industry types that use tender processes (and whether it will impact your sales process) (09:10)
• What benefits a tender process has for an organisation who are looking to outsource/ hire external contractors/ hire external suppliers for specific projects. (09:28)
• The two best areas that tender processes are focused to get the best opportunities (10:06)
• Common reactions to the tender process and deciding which group you fit into. (10:31)
• What a tender document is and what you'll need to think about in order to successfully navigate a bid/ tender process. (13:55)
• Documents provided by the organisation during a tender process and what you can expect. (14:47)
• How your internal champion/ key stakeholder can support you in your tender process. (16:04)
• The one, simple thing to remember to help get a successful outcome. (17:41)
• How the mainstream media are responding to tender requests and how that impacts your own bidding. (18:34)
• The importance of references, case studies and testimonials during the tender process. (19:44)
• Company financials and how they relate to the tender process. (20:52)
• Why you need to check the key requirements before deciding to put in your bid. (22:36)
• The evaluation process and what you can expect. (23:00)
• Using the evaluation scorecard to support your future sales processes. (25:03)
• Whether or not you need to participate in tender processes to win six figure contracts. (26:04)
• Considerations that you'll need to make if you work outside of a preferred supplier list/ process. (27:50)
• Retrospective preferred supplier processes and paperwork that you might need to consider if you win contracts outside of tenders/ bids/ PSLs. (30:23)
• Pros and cons to working with tender processes and contracts. (32: 05)

Plus, we have two spots left to join The C Suite ® in January where you can be celebrating signing huge contracts without using tender processes.

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

Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/

Follow Me on Instagram: https://www.instagram.com/jess_lorimer/

Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer

The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.

Disclaimer: Some of these links are for products and services offered by the podcast creator.