Selling To Corporate

As we head into 2021, it's a good time to start thinking about managing different types of selling situations. One of the most common situations that occurs as we start to sell more and submit more proposals, is that we can end up seeing more rejections - and often, salespeople will avoid looking at why proposals have been rejected and move onto the next deal.

But is that really what you should be doing?

And could avoiding the issue actually be ensuring that you lose out on more deals?

This episode is for you if;

• You have recently started or are regularly submitting sales proposals to corporate organisations.
• You've started seeing rejections or you've noticed that your 'close rate' is lower than 60%
• You want to know what you can do to increase your opportunities after a sales proposal has been rejected.
• You want to understand how to handle proposal rejection in a clear, consultative way that helps you close the deal next time!

In this episode, I'm sharing;

• A brief overview of the new UK / world coronavirus restrictions and what that means for external suppliers who are selling B2B in 2021. (01:57)
• Why you might be experiencing an influx of proposal rejections - and why that's a good thing. (07:42)
• The average close rate for proposals at Selling to Corporate HQ - and what that means for your business/ metrics. (08:22)
• The reason that it's important to acknowledge and normalise failure - and how it can help your future close rate. (10:06)
• How deal pipelines can contribute to your weekly metrics and how you can use them to increase your proposal close rates. (12:04)
• The most common (and little known!) reason that salespeople get stuck in a 'no sale' cycle and how you can avoid hitting the wall. (13:36)
• Understanding why your proposal was rejected - and know how to appropriately define where the core issues lie. (16:24)
• The core difference between self assessment and self flagellation - and how one will be more beneficial when it comes to improving your proposal creation process. (19:17)
• Why asking for proposal feedback is an integral part of understanding why your proposal was rejected… and why you shouldn't be afraid to ask for feedback or constructive criticism from a stakeholder. (20:27)
• Learning from a hiring manager; how being open-minded can ensure that you're the first choice next time. (21:48)
• Key things to remember and consider when you're asking for constructive feedback on your proposal. (23:04)
• Understanding and building the best proposal follow up process to ensure that you get the best opportunity to set yourself up for success after a rejected proposal. (24:06)

Plus, the doors are about to open for three new participants to join The C Suite ® in January and have their BEST B2B sales year yet! Make sure that you get yourself on the waitlist for doors to open next week..!

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.

** Happy Christmas STC Listener! If you're feeling full of festive cheer and want to leave a review, then now is the perfect time..! **

And if you're ready to get your head back into business, then today's episode is here to help.

Have you ever thought; 'Why would corporates really need 'little old me' to help with [PROBLEM]?' Then this episode is for you! Over the last twelve months, I've had a lot of listeners who've jumped into my email inbox feeling like they might be too 'small fry' to successfully sell their products/ services into corporate organisations… and whilst it's normal to feel a little overwhelmed about adding a corporate revenue stream… it's also not the best attitude to create more corporate sales in 2021 and beyond.

In order to make sure you head into 2021, equipped with the knowledge and ability to know your value with corporate organisations (even if they have internal resources in your area of specialism) I'm making it super easy to understand why corporates need you - and how you can help show them that too.

In this episode, I'm sharing;

• What we're really asking when we want to know if corporates want to work with smaller/ solo suppliers (03:56)
• How the landscape has changed; what did organisations used to prioritise when buying from external suppliers? (06:00)
• Why awareness is about marketing… and sales is only about sales activities. (11:29)
• Why agility is important for corporate organisations - and how you can bring that to the table as a smaller/ solo supplier (14:37)
• How smaller suppliers can win the negotiation game. (17:21)
• How corporate organisations are learning to love customised offerings and the difference they'll make to your bottom line. (20:19)
• The key difference between internal resource and specialist resources (and how it impacts your sales process) (21:43)
• How to effectively 'back yourself' as the preferred supplier for corporate organisations (26:40)

So if you've been thinking about how you can position yourself favourably - regardless of whether or not a corporate organisation has internal resources? Then make sure you listen to this episode and start implementing in the New Year!

And of course, we'll be opening up three spots to join The C Suite ® in January 2021 - so make sure you scroll down to grab that waitlist link and get your spot in order to have the best sales year in your business!

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.

Do you ever end up on business development calls with stakeholders feeling excited to talk about possible solutions for their organisation (and sales!) only to discover that, rather than being a decision maker, they're actually not the most useful person for you to talk to? Business development calls can be tough enough without having to spend a lot of your time trying to qualify that the person you're talking to is a real decision maker.

That's why in this week's episode, I'm diving in to share the quickest and easiest ways to identify if the stakeholder that you're approaching really is a decision maker - and how to make sure that you're using all of your sales time productively.

In this episode, I'm sharing;

• Why it's so important to be spending your business development and sales time talking to decision makers vs employees. (02:00)
• Why it can be difficult to spot the differences between an employee and a decision maker in the current market. (05:03)
• The core differences between an employee and a decision maker - and why one is more helpful than the other on business development calls. (06:03)
• A simple identification strategy that you can use to immediately tell whether you're prospecting an employee, rather than a decision maker. (06:03)
• How to use the first decision maker identification strategy - and which platforms will best support that. (06:47)
• Why you'll still need to qualify their suitability on a sales call. (07:05)
• When a decision maker isn't really a decision maker… and what you can do to leverage that instead. (07:39)
• How roles and remits give core indicators that our prospect is a viable decision maker. (09:24)
• How to develop situational fluency (and the questions to ask!) when you want to pre-qualify a decision maker. (10:02)
• How we can identify decision makers by their focus on commercial viability. (11:06)
• Core elements to remember when you're navigating the sales process and have access to the correct decision maker. (12:32)
• How the sign off process can impact your sales pipeline. (12:45)

And if you've listened to this episode and now need support to find the right stakeholder to discuss your solutions with, make sure you go back to our Selling to Corporate 22nd July 2020 episode on; How to find the right decision maker.

If you've enjoyed listening to the Selling to Corporate podcast this year, please make sure to leave a review on iTunes so that we can support more salespeople in 2021.

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.

Have you ever wondered what it's like when two salespeople get together to discuss upcoming sales trends?

Perhaps you're wondering what's on the cards for 2021 and want to hear the different ways that stakeholders will be responding to sales pitches?

Or maybe you want to strategise early - and make sure that you've planned for the landscape ahead?

Today I'm bringing our Selling to Corporate Head of Business Development, Rob Cutler onto the show to discuss the upcoming trends that we're predicting we'll see in the B2B sales world in 2021 and what you'll need to prepare for when creating your B2B sales strategy for the new year.

So if you've been wondering what's ahead and how salespeople always seem to know what to do?

Listen now because in this episode, we're diving in.

In this episode, we'll be sharing:

• The changes that the sales world has seen over the last ten years - and how that impacts the way that you can start to predict trends and insights moving forward (02:00)
• The reasons that sales really is a skill that you need to learn in order to be successful (and why most graduates fail in sales firms.) (06:23)
• The two types of salespeople you'll see - and why they need different skill sets to be successful (09:07)
• How industries have changed, adapted and boomed during 2020 (13:34)
• The importance of metrics - and how they'll help you forward project your income (17:35)
• Why you're missing out if you're not mapping out markets correctly (20:05)
• The simple reasons that email (alone) won't make you money when you're selling B2B (21:32)
• How resilience is keeping the best salespeople moving during challenging economic periods (24:42)
• Stereotypical sales tactics and why they're no longer working (27:04)
• Why instant rejection doesn't have to happen to you - and how you can avoid it at all costs! (29:54)
• Whether 'old school' sales styles are dying out - and what we're replacing them with (31:34)
• How active listening skills will make you money forever (34:56)
• The lack of accessibility to stakeholders that is hitting the market - and the importance of having a proven follow up strategy (36:27)
• Why salespeople struggle to be self motivated (and how that can benefit external suppliers this year!) (41:57)
• How attitude can keep you stuck AND broke as a salesperson - and how to shift it quickly. (46:39)
• The easy way to be a successful salesperson (and it's not what you think!) (54:18)
• The common misconceptions around B2B vs B2C sales and how those beliefs might be keeping you stuck (56:41)
• Business critical sales boom predictions for 2021 (59:59)

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 before our prices go up then click here to join now!

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!

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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

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

Have you ever wondered what makes it 'easy' for some people to get fast results when selling their services to corporate organisations? Working in a silo/ in isolation as an entrepreneur or business owner can be tough - and it's not always easy to get that objective perspective for yourself (or to generate new business development and lead generation ideas.)

It can often be more challenging to have to build your entire strategy for business development, implement it and troubleshoot it alone… that's why I've recorded this episode to show how four people inside The C Suite ® have navigated their way through an exceptional year - and the ways that they've managed to keep moving forward with their lead generation, business development and been able to get results.

In this episode, I'll be sharing:

• The common misnomer about selling to corporates; why there's no 'one size fits all' model - and why you need to be running a process that fits your personality and sales style. (03:50)
• Why a consultative sales style benefits you as the seller and the company as the purchaser (and how Emma Waltham has used consultative selling to dominate her niche this year. (08:29)
• Why setting clear revenue targets and being kept accountable will help you generate revenue and exceed your targets (12:06)
• How tweaking your messaging can help you land more business development calls without having to work harder or for longer (14:40)
• Focusing on the business development foundations and how that can expedite your ability to produce premium sales (23:34)
• How Tom Manning used the power of feedback to improve his conversions and get into bigger companies (27:34)
• Why you need to be focusing on improving your proposals so that you're able to convert more prospects into clients (30:51)
• Why shifting one part of the B2B sales process, means looking at your sales cycle differently and how to manage your own expectations for success (33:29)
• The mindset shift from selling B2C to B2B and how Anna Pinkerton used proactive outreach to get fully booked in just three months (35:24)
• How to ask stakeholders to explain concepts that you don't understand without taking away from your expert status (38:20)
• How to use business development calls to get stakeholders to self identify the issue and drive desire for a solution (41:56)
• Improving your confidence around pricing (and how Bahee Van de Bor successfully raised her rates in a recessive period!) (50:51)
• Why it's important to follow the correct process and tailor it to YOU (1:07)

Podcast Reviews:

Huge thanks also goes to Jill Leake from https://www.jlcommunicationsconsulting.co.uk/about for their fab five star podcast review! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 before our prices go up then click here to join now.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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.

People often worry that in order to sell to corporates, they should have a background working with corporate organisations. But is that really the case?

When people leave corporate careers to set up a business, they'll often go one of two ways; creating a business that immediately sells back to corporate companies because they know the area/ industry and demographic or having not enjoyed their corporate career, avoiding seling to organisations for as long as possible (and trying to become an internet marketing influencer in order to avoid selling!)

But is it necessary to have had a previous corporate career in order to successfully sell business to business? Or are there other things that are more important to stakeholders and companies overall?

In this episode, I'm digging deep and sharing;

• Whether corporate companies really need suppliers who've worked for organisations before (and why some of my answers might surprise you!) (01:36)
• What having a 'corporate background' means - and how the different definitions might impact your abilities to sell to corporate organisations. (06:04)
• If you really need to have had a sterling corporate career (and what to do if you didn't!) (08:51)
• The two choices that ex-corporate employees have to make when they leave corporate jobs to set up a business - and how it impacts their sales. (09:52)
• Where business owners often get stuck, frustrated and stop their sales processes (11:56)
• The reasons that internet marketing makes genuine experts feel awful about selling their services (17:04)
• Whether it's integral to have a corporate background when it comes to selling B2B (19:28)
• The things business owners focus on that corporates don't care about (24:03)
• What companies really care about when they're choosing external suppliers to buy from (25:47)
• Why your continued professional development is important to corporate organisations (and for your own business benefit!) (28:32)
• How passionate you are will equal how much profit you're able to make (32:41)
• Why humble pie doesn't need to be your default mode when selling your services to corporate organisations. (34:11)
• The real pros and cons of having a corporate background when selling B2B and the pros and cons of selling to corporates if you've never worked with corporate organisations before (36:38)
• How to identify whether or not you need support - and what you need to do if there's something you need help with (39:59)

Plus, sharing the recent podcast reviews from Julie Dennis, Menopause Consultant and Trainer from https://juliedennis.net/ and an update on The C Suite ® and our closing 2020 doors.

Podcast Reviews:

Huge thanks also goes to Julie Dennis from https://juliedennis.net/ for their fab five star podcast review! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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 before our prices go up then click here to join now.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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

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

Have you been thinking about lowering your prices due to the recession? Perhaps you're hearing from stakeholders that there isn't any budget? So you're thinking about discounting your rates and service charges in the hope that it'll help you to win more business?

As we navigate the current recessive period, the common objections that are being faced by external suppliers are going to continue to revolve around price - and how companies can get even better deals for their organisations.

But is it really necessary to discount simply because it's a recession? Or are there other (more important) factors to consider?

In this episode, I'm going to be diving into what the recession really means for your pricing so that you can make key decisions about your profit margins and prices as we head through Q4 and into 2021.

I'll be sharing:

• The objections you might be coming up against in your business development calls - and whether you really need to worry about them (10:33)
• Why pricing is an awkward topic to discuss (and how money conversations can cause problems for us and our stakeholders) (11:26)
• The simple reason that stakeholders assume that recessions mean they'll get a 'better deal' from external suppliers, contractors and consultants. (13:38)
• Core objection handling techniques to help you manage pricing and budget objections from key stakeholders and decision makers. (15:19)
• The number one sales strategy that will help you get more proposals over the line and close more corporate deals. (22:16)
• Simple events that can impact/ support changes to your pricing structure and strategies for corporate deals. (24:56)
• Whether or not discounting should ever be part of your strategy (and how to formulate it so that you're not diminishing the value of what you have to offer!) (27:27)
• When it's okay (and preferable!) to say no to stakeholders who want pricing changes or discounts (28:54)
• How you can emulate the successes of our premium priced, C Suite sellers! (32:22)

I also shared insights and trends about the upcoming quarter and how you can navigate the current landscape in the best way for your business.

Podcast Reviews:

Huge thanks also goes to Jen Hall of www.marketleaderleague.com and Adele Stickland from www.get-gorgeous.com for their fab five star podcast reviews! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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.

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.

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.

Like & Follow on Facebook

Follow Me on Instagram

Follow Me on LinkedIn

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

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

Have you ever wanted to have great business development conversations or successfully sell your services to corporate companies… only to feel awkward because you know that the key stakeholders will be using jargon you're not totally sure on?

One of the most common questions I hear from people who are contemplating selling to corporate organisations is, 'What do I say if I don't understand what they're talking about/ how can I look like I know what they're discussing?'

And in this episode, I'm going to be revealing all - and sharing;

• Whether corporate jargon is something that 'everyone' who has worked in a corporate environment before just 'gets' - spoiler… nope! (05:41)
• The official definition of jargon - and the key difference between learning to understand jargon and understanding the abbreviations that are used. (08:08)
• How to tell the difference between the two - and use them to your advantage! (09:23)
• Why learning that 'jargon doesn't matter' skyrocketed my career (and how you can use it to do the same for your sales process.) (14:17)
• The most important thing you need to understand about business development calls and what you must take away from them. (16:21)
• How to appropriately respond (and still sound like an expert!) if you're not sure what the terminology means (17:59)
• Why talking to everyone will help you become better acquainted with specialist terminology and help you get confident with business development calls (18:57)
• How to use your lack of technical knowledge to learn more (and become a completely disarming and non-threatening salesperson in the process) (22:04)
• Why it doesn't really matter if you understand corporate jargon or not… and how you can still win the business regardless. (28:21)
• How your own jargon can impact business development calls and why you need to be careful when dropping it into the conversation. (30:09)
• Where you can find my own 'Corporate Jargon Dictionary' (32:47)

I also talked about the extra TWO live trainings being run inside The C Suite ® this month - so if you want access to the incredible resources that have supported participants to achieve £30,000 months, £10,000 weeks and making their first ever corporate sales in September, PLUS a fabulous live training on successfully selling retainer packages to corporate organisations and a legal contracts session so that your business is protected? Join us now!

Podcast Reviews:

Huge thanks also goes to Ros Audoin of www.flatoutsocial.com and Kate Davies from www.YourFertilityJourney.com for their fab five start podcast reviews! It's hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.

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!

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.

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!

Episode 24: How to get started: Immediately start selling to corporates

Episode 9: Is there a money-making, corporate niche?

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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.

It's bonus time on the Selling to Corporate podcast - and I've got something extra special today! People have been asking some great questions about joining The C Suite ® over the last year - and I'm opening the curtains today to share some of the most frequently asked questions with you, transparent answers and some client stories so that you can know by the end of the episode whether The C Suite ® is the right programme for you and how to know when the best time is for you to join. (Spoiler alert: I'm not going to simply sell you something that you don't need!)

So grab a coffee and take a listen so that you can understand why The C Suite ® is the BEST 12 month programme out there to successfully help you sell your services to corporates, how it's helping other people and why you should get on a call with me! Remember, you can use the link at the bottom of these shownotes to book a C Suite Exploratory Chat directly with me whilst spots still last.

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

• Why The C Suite ® isn't for everyone - and how many people we really turn away (04:22)
• The person type who's most successful inside The C Suite ® and how they make it work for them (04:54)
• How long will it take you to make your first sale (and what are the key factors to making that happen?) (18:16)
• How will you be making a return on investment - and what could that look like? Plus, how to get in touch if you want specifics on your situation! (21:45)
• What access you really get to me (and how well I'll honestly get to know your business and situation!) (27:21)
• Whether or not you need to have worked in the corporate word before joining The C Suite and learning how to sell B2B (31:51)
• How diverse The C Suite ® is - and whether or not you'll 'fit'. (Spoiler: we love our C Suiters and all of the unique lenses that they see the world through!) (33:53)
• How we know that The C Suite ® works - and is genuinely the most phenomenal resource for service based business owners who are looking to learn (and implement) best practice business development, make more sales and keep more profit. (36:27)
• The way that information is delivered and the types of modules you can expect to see (40:00)
• How the live Business Development Days work - and what you can achieve in just one short day! (43:33)
• What you can really achieve inside The C Suite ® and why it's so important for me to accept the right people into the programme (45:35)
• And of course, I'll be sharing results the entire way through; how one of our C Suiters signed a £27,000 corporate contract, the results that our C Suiters have achieved throughout Covid-19 and how it could be you winning at BD days soon...

If you've listened to this episode and want to check out The C Suite ® or have a call with me / my team to watch The C Suite ® walkthrough video and ask questions about your business specifically, could benefit from joining The C Suite ®, then use the links below to grab your free C Suite Exploratory Chat.

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.

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.

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.

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Follow Me on Instagram

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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.

Time for a tough love episode! Have you been thinking about selling your services to corporate organisations - but not actually doing it? Or perhaps you've been selling to large organisations but your revenue / deals closed ratio isn't where you'd like and you've been saying that you'll improve it soon?

Today's episode is all about why 'soon' is finally here - and how September is your best time to sell into corporate organisations.

We're focusing on whether or not coronavirus is going to impact September sales, how the market is shifting (and why that's GOOD news for external suppliers) and the practical areas that you must focus on if you want to successfully sell more services to corporate organisations this year.

This episode is for anyone who;

• Has been promising themselves that they'll 'get around' to selling to corporates once their website is finished/ branding is done/ they've created an entire curriculum etc. It's not to say that there aren't valid reasons to pace yourself… but in this episode, we'll be exploring why you need to take action now or miss the boat.
• Is currently selling their services to corporates but has a lower close rate percentage than they'd like and wants to take immediate action to have a great Q4.
• Has been worrying about their Q4/ 2021 pipeline and wants to spend their time wisely and strategically to create (and close!) better sales opportunities.

In today's episode, I'll be sharing;

• Why I'm so grateful for KemiRaw's five star review (and making a shameless bid for you to leave one too!) Plus something exciting coming next Tuesday for all podcast listeners! (01:48)
• How the market landscape is staying the same - and what we'd normally expect to see at this time of year that isn't being impacted by coronavirus. And what that means for you as an external supplier! (04:43)
• Which shifts we're seeing due to coronavirus and how they'll allow you to make more sales as an external supplier (13:44)
• How financial year end is a great opportunity for you to generate extra revenue (15:03)
• How to avoid your competitors gaining market share and revenue (and why you need to take action immediately to avoid future clashes) (16:58)
• The timings you need to focus on so that you're able to plan ahead and land deals before anyone else (19:48)
• The difference between the areas that you might think are important to corporates - and the areas that they'll really be focusing on. (23:45)
• How people inside The C Suite ® are using this information to create incredible results, regardless of coronavirus/ recession (24:53)
• The actions you must take, depending on where you are, to maximise your results in Q4 and beyond. (30:40)

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.

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.

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.

Daily Corporate Sales Activities Guide: Have great intentions for selling to corporates but not sure what you need to do on a day to day basis? I've got you covered! Simply download my free Daily Corporate Sales Activities Guide and you'll be able to take strategic, successful action every day.

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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.