Selling To Corporate

In this episode we are joined by a very special guest, Jason Marc Campbell, international public speaker and the author of Selling with Love: Earn with Integrity and Expand your Impact.

Learn how to manage relationships, avoid manipulative tactics, and ultimately sell with love, unlocking the secrets to selling with integrity and never feeling awkward about sales again!

We are also discussing the different dynamics of B2B and B2C sales, the value of setting boundaries and filters for unqualified leads, and the management of energy and relationships in sales. They shed light on the influence of referrals, follow-ups, and proactive relationship-building in sales, and emphasise the need to counteract societal programming and operate with integrity in sales.

In this episode I'm sharing;

• The realistic sales expectations, emphasising the importance of offering value, aligning with personal values, and promoting ethical sales practices.

• Relationship Building in Sales: Gain insights into the different dynamics of B2B and B2C sales, and how managing relationships with care and personalisation can make all the difference.

• Avoiding Manipulative Tactics: Learn from real-life examples how reframing sales processes and aligning them with personal values can be a game-changer in building a successful and ethical sales approach.

Key Quotes;

"Every conversation becomes an asset. It's an extra node that can lead to a referral, to a connection as opposed to B2C where every lead is like, have we monetised on it? No."

— Jason Marc Campbell [00:11:57 → 00:12:07]

The Ethics of Sales Strategies: "I am very much an advocate just finding ways to be more efficient as a salesperson so that you can go and serve more people more effectively, make a greater impact as a return. But, again, you have to understand, where do I draw the line?"

— Jason Marc Campbell [00:19:28 → 00:19:41]

Selling with Love: "When you know what you offer is so much more than what you ask in return."

— Jason Marc Campbell [00:16:30 → 00:16:34]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

I'm really excited to bring Gemma Allies, one of my epic C Suite ® clients onto the show today, Gemma has kindly come onto the podcast to share her journey inside The C Suite ® and also why she decided to join the programme - and how she's been able to implement it with companies in the retail sector to support them with ADHD awareness so that they can embed more inclusive ways of working and help their workforce become more productive.

Gemma is an expert in ADHD awareness and inclusive work practices in retail corporations and is sharing with us her personal journey of overcoming challenges and discrimination as a neurodivergent individual in the corporate world and how she was able to master emotional detachment for sales success.

This episode highlights the emotional challenges of the sales process and the strategies to detach oneself from rejections to achieve better results. Gemma gives us invaluable insight, and the critical need for ADHD awareness and inclusivity in corporate environments.

In this episode I'm sharing;

• The impact of neurodiversity on individuals' working lives and the challenges faced by neurodiverse individuals in the workplace.

• The importance of empathy and understanding in the sales process, as well as the potential for positive change in supporting neurodiverse individuals within corporate environments.

• Overcoming outdated narratives around neurodiversity and the risks of neurodiversity being seen as a "woke agenda"

• Overcoming Fear of Rejection and Becoming More Comfortable with the Sales Process

Key Quotes;

"The reason that we're seeing so many more people become diagnosed and speak about it is because of education and awareness. It's not because people want to suddenly have something"— Gemma Allies [00:08:34 → 00:08:45]

Neurodiversity in the Workplace: "There's very few organisations, I think that are really ahead of the game on this, and I think we will start to see, hopefully, more and more Begin to implement strategies to support neurodivergent talent" — Gemma Allies [00:14:16 → 00:14:31]

Key Resources Mentioned in this Episode:

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

In our latest episode, titled "Tricky to change? Three major differences selling B2B vs B2C," we unravel the unique challenges and strategies involved in selling to businesses versus selling to consumers. Brace yourself for a deep dive into the fundamentals of B2B and B2C selling, as Jess sheds light on the divergent approaches, time investments, and control factors.

Jess also tackles common misconceptions about selling to corporate clients, the impact and reach of B2B sales, and the changing corporate landscape in the wake of the pandemic. She shares valuable insights on how companies are adapting to meet the evolving demands of employees and the new generation entering the workforce.

'Selling B2B vs B2C, the key to successful B2B selling lies in targeting the right decision makers and providing tailored solutions. It's about quality over quantity!'

'B2B Marketing, in B2B marketing, building relationships and making direct connections are crucial. Forget mass marketing to a broad audience - focus on targeted outreach to qualified leads.'

'B2B vs B2C: The Major Differences, time, energy, and strategies differ in B2B and B2C selling. Learn how to navigate the world of corporate sales and unlock new opportunities.'

In this episode I'm sharing;

• Navigating the key differences selling B2B vs B2C

• Unlocking the secrets to selling successfully in the corporate world

• Differentiating B2B and B2C strategies for success

• Understanding the unique challenges of B2B vs B2C sales

• B2B marketing focuses on targeting qualified leads and building direct connections

• Offer focus limits sales and relationships and how they can lead to missed opportunities.

Key Quotes;

"Generating More Revenue from Corporate Clients in Q1 and Q2: It is going to be jam packed with actionable workshops that you can use to generate more revenue from corporate clients in Q1 and Q2."

— Jess Lorimer 00:02:2200:02:32

B2B vs B2C Marketing: "The big difference between B2C marketing and B2B marketing is that, obviously, with B2C, we're looking for volume. With B2B, we move over to what I call that pyramid model, and that is about targeting, identifying, and approaching qualified leads who are most likely to be interested and responsible for the area of specialism that we have, and who control the budget for it."

— Jess Lorimer 00:17:1900:17:44

The Changing Landscape of Corporate Companies: "Companies are changing as a result of the environment around them, for example, the pandemic, and the issues that brought up with health, safety, workplace behaviour, culture, and more."

— Jess Lorimer 00:34:4900:34:59

Key Resources Mentioned in this Episode:

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

In our latest episode, "Creating your best B2B sales mindset (and generating more revenue!)"

I couldn't be more proud to introduce you to our inspiring guest, Vicki Weinberg who is sharing her incredible journey from self-study to business success and also her insights into creating a positive B2B sales mindset.

We dive deep into the transformative power of mindset when it comes to generating more revenue and achieving sales goals and Vicki shares how she overcame her fears and self-doubt to embark on a self-study program that empowered her to make significant changes to her sales process. She emphasises how tracking her actions and progress has led to tangible results.

Vicki Weinberg shares her experience with self-study programs and the importance of dedication and implementation (06:32 - 09:18)

Jess Lorimer discusses common fears and concerns about selling to corporates and the importance of managing emotions (16:45 - 21:12)

In this episode I'm sharing;

• Main fears when selling to corporates; small providers working with big brands; concerns about competition, corporate jargon, and looking silly; reassurance in following a proven sales process.

• Courses focus on theory, not practical application.

• Scheduled emails eliminate decision-making and emotions.

• Why asking for referrals can be uncomfortable.

Key Quotes;

I'd rather pay someone who knows what they're doing, not have to think about it. — Vicki Weinberg 00:04:3200:04:35

Imposter Syndrome: "I was a little bit nervous, to be honest, because while I knew I was coming at it from a good place, there was this bit of me thinking, Who am I to approach a large company and say I can help you? What credentials do I have? Why would they choose to work with me?"

— Vicki Weinberg 00:10:0300:10:18

What I've really appreciated about the c suite is you don't have to follow it in a linear way. I dip in and out all the time. I just have a problem, and I go, oh, there's probably something in there. I'll find the thing I need and I'll use it which is really refreshing to not have to work through 60 hours before you can do anything.

— Vicki Weinberg 00:24:5800:25:17

Key Resources Mentioned in this Episode:

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

In today's episode Jess is debunking some common myths about selling to corporate companies and sharing valuable insights based on their experience and that of their clients, focusing on topics such as payment terms, boundaries, and the importance of sales skills. We'll also discuss the impact of factors like diversity, equity, and inclusion (DEI), as well as the evolving buying patterns in specific locations.

Myth 1: Corporates take a long time to buy from freelancers. This is simply not true! Based on my experience and that of my clients, I can assure you that corporates do not drag out the buying process unnecessarily. I'll be sharing insights on the average time it takes, key factors that can impact the speed of sales, and tips for accelerating the process. (5:45)

Myth 2: Corporate companies always want to pay the least possible or don't value your products/services. While negotiations are a part of working with corporate organisations, it doesn't mean they don't value what you offer. In fact, I'll be discussing ways to effectively negotiate, price your services competitively, and articulate your value to make the purchase commercially critical for corporates.(9:12)

Myth 3: Big companies are difficult to work with. This misconception has been perpetuated for far too long. I've found that smaller suppliers are often preferred by corporate companies due to their agility and ability to deliver expertise and value without unnecessary bureaucracy. I'll be sharing strategies for positioning yourself as a valuable and trusted partner to corporate organisations. (26:25)

In this episode I'm sharing:

• Impact of well-being, diversity, equity, and inclusion initiatives on corporate buying

• Shift in career choices from influencers to selling to corporate organisations

• Factors influencing sales efficiency and the importance of sales skills

• Entrepreneurial misconceptions about corporate negotiations

• Details about the upcoming masterclass and research results

Key Quotes;

I've had lots of people give me reasons that they genuinely believe that they shouldn't be selling to corporate companies or, and this is more uncomfortable, ways that they justify to themselves that corporate companies are just not buying, and therefore, the sales process is not working.

— Jess Lorimer 00:04:3100:04:57

One of the things that's always interesting to me is that when we feel under confident in our sales strategy, we look for reasons that give us reassurance that the things we're doing are right, even when they're not. And that sucks because we look for the narratives that make us feel comfortable and good rather than the narratives that point out where we might be able to grow and learn."

— Jess Lorimer 00:35:2400:35:49

Corporate companies historically have been open to negotiation ... making decisions based on successful negotiations.

— Jess Lorimer 00:36:3600:36:41

Master Class on Generating B2B Sales: We're gonna be talking about the main elements that you need to have set up in your sales process to generate your 1st 100 k of B2B sales.

— Jess Lorimer 00:02:1100:02:18

Key Resources Mentioned in this Episode:

How to make your first 100K in B2B sales!

Click here to register for the free live masterclass to support you in making your first 100K in revenue from corporate clients!

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

In this episode of Selling to Corporate, Jess shares her thoughts on the limitations of relying solely on inbound leads and word-of-mouth sales strategies. Whilst word-of-mouth and referral strategies are valuable, she highlights the importance of diversifying revenue generation methods to maximise B2B sales and revenue. Jess addresses common misconceptions about inbound leads and offers insights into why a well-rounded sales approach is crucial for sustainable business growth.

Inbound leads are not the only method of revenue generation for businesses. It's important to have a diverse range of lead generation avenues. [00:06:27]

Relying solely on word-of-mouth strategies can be detrimental to B2B revenue. While word-of-mouth is valuable, it should not be the only source for generating revenue. [00:09:28]

Having a strong referral strategy is important for every business owner, regardless of the size of the business. Word-of-mouth can be a valid part of the business, but it should be supplemented with other revenue generation methods. [00:09:28]

In this episode I'm sharing;

- Misconception that inbound leads are the holy grail of business building

- The need for a balanced approach to lead generation and revenue

- Emphasis on having a referral strategy

- Importance of having thoughtful conversations on LinkedIn

Key Quotes;

If we're always relying on word-of-mouth, business or generating business by referrals or inbound leads, we can develop really, really bad habits around questioning on calls and proposal writing and creating offers that actually meet the need for the client because we can get so close to those clients that we forget to ask the key questions.

— Jess Lorimer 00:12:0000:12:26

The Value of Building Relationships and Asking the Right Questions: "Because familiarity often breeds this false sense of security. And when we're not doing the right things, when we're not asking the right questions, we're not getting the right information to create the best solution."

— Jess Lorimer 00:14:4300:15:58

The Importance of Diversifying Revenue Streams: "And it is very, very important that we all remember that it is not the only method of lead, add revenue generation and that it shouldn't be the one that is solely relied upon."

— Jess Lorimer 00:09:2800:09:39

Key Resources Mentioned in this Episode:

Converting Corporates is back and it's going to be bigger and better!

If you want to attend the event in March 2024 make sure you check out our Converting Corporates events page by visiting here.

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

We are thrilled to introduce you to a truly inspiring guest - Merrisha Gordon. As a seasoned leadership coach, consultant, and trainer, Merrisha shares her incredible journey of conquering their fear of sales and finding success in the world of business development.

Merrisha's unique journey of stepping into the corporate space without a job title resonates with so many of us who have transitioned from traditional employment to selling business to business. The challenges are highlighted which are experienced by professionals with extensive knowledge and expertise in the B to C world, illustrating the need to adapt to new strategies.

Content doesn't always build relationships; focus on delivery [00:13:23]

Following process, scripts, proposals. Great sales results [00:25:56]

Podcast gave structure, boosted confidence, improved efficiency [00:18:37]

Unexpectedly left the NHS and became an accidental entrepreneur [00:03:40]

Merrisha delves into the power of effective follow-ups and the value in creating organic sales conversations debunking the misconception that sales has to be pushy or demanding.

Moreover, Merrisha's ability to shape her work around her life is truly inspiring. Balancing her coaching and training with dedicating time for herself and her family serves as a reminder of the importance of finding a harmonious work-life integration.

In this episode I'm sharing;

• Overcoming Challenges in Business Development

• Mindset challenges regarding approach to social media

• Content Creation and Building Relationships

• Challenges faced by experienced professionals in the B to C world

Key Quotes;

Improving Sales Conversations: "But also through one phase of work I've been able to identify a problem and then to say, actually, this is what's coming out. I've got this solution and have a really comfortable conversation about it, which is a sales conversation, but isn't a sales conversation. It just flows."— Merrisha Gordon 00:26:3100:26:50

Work-life balance: "So it's really interesting because I said to somebody recently, I feel like I've got the life that I dreamt of that I never saw possible."— Merrisha Gordon 00:30:2000:30:29

Overcoming Fear of Social Media in the Corporate Space: "And so there was a lot of mindset, stuff that I really had to overcome... because these people actually really know me. Like they've really worked with me."

— Merrisha Gordon 00:12:1500:12:22

Key Resources Mentioned in this Episode:

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

Tackling the common misconception of creating offers before having sales conversations, Jess explains why this approach may not be the most efficient use of time and offers alternative strategies for selling to corporate organisations.

Creating offers without sales calls is risky. Offers are based on your perception and experiences, which may not align with client needs [00:09:44]

The fear that stakeholders will ask how you can help them without a mapped-out offer (00:07:12).

Spending time creating offers before sales calls is not the most efficient use of time (00:08:35).

Many of us feel the need to have our offers perfectly crafted before we even start reaching out to potential clients. We believe that knowing our offers in advance will make sales calls easier because we have a clear pitch. But the truth is, spending time creating offers upfront can actually hinder your progress and efficiency. Join us as we explore the three key reasons to rethink your corporate sales strategy for the final quarter of the year.

In this episode I'm sharing;

• Reasons why September is a good time to sell to corporate organisations

• Efficient use of time: Preparing elaborate offers can be time-consuming. Instead, focus on lead generation and having meaningful sales conversations.

• How you'll feel more prepared on sales calls by knowing your offers upfront.

Key Quotes;

The Importance of Selling Consultatively: "The best sellers, the people who are the most consistent in their sales achievements and revenue, and the people who are most consistently winning clients, winning bigger deals are the people who are selling consultatively."

— 00:19:3500:20:52

The Importance of Qualified Sales Calls: "And actually having qualified sales calls is one of the most important parts of creating sellable premium priced offerings because it's on those sales calls that we learn the nuances and the language that we would use or that our client would most importantly use to help sell it in."

— 00:16:4300:17:05

Key Resources Mentioned in this Episode:

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

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

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

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.

Connect with me on LinkedIn.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

Are you ready for some powerful insights to help you level up in your sales game? In today's episode of Selling to Corporate ®, we dive deep into the topic of "How to create a top performer mindset," this episode is a must-listen for anyone looking to unlock their full potential and achieve outstanding results.

So, what exactly is a top performer mindset and how can you develop one? As the famous quote by Jim Rohn goes, "You are the average of the five people you spend the most time with." This means that if you surround yourself with driven, successful individuals, you will be more likely to adopt their mindset and habits.

Don't invest time, money, or energy unwisely. [00:27:27]

Lack of focus on foundational tasks [00:33:32]

Boost confidence, overcome underpricing, improve competence [00:49:45]

Salespeople's mindset lessons for success in 2023 [00:01:08]

Confidence is a key aspect of a top performer mindset and lack of confidence can make business harder and generate less revenue. Some people may also lack the skills and confidence to implement effective lead generation strategies, leading them to lower their prices and ultimately impacting their ability to sell to corporate companies. However it's easy to get caught up in personal confidence issues or time limitations which is why it's important to identify and address the areas of the sales process that need improvement in order to reach your goals efficiently.

In this episode I'm sharing;

- Importance of encouraging certain behaviours and discouraging others

- The impact of hesitation and lack of confidence on missing opportunities

- The importance of making one change at a time to improve selling strategies

- Conducting tests, surveys, and monitoring metrics extensively

- The dedication and effort behind being a top performer

- Identifying areas of the sales process that need improvement

- The impact of confidence on business success

Key Quotes;

"The Secret to Top Sellers: No matter how easy, breezy, and natural something looks from the outside, you can bet that top performers have spent a very long time, a lot of energy, and have had to practise a lot of tenacity to make it look like that."

— Jess Lorimer 00:09:1500:09:33

Improving Confidence and Competence in Business: "Sometimes I see a load of people, they make their business as much harder than it needs to be. They generate a lot less revenue than they should because they're too underconfident to charge decent prices."

— Jess Lorimer 00:50:0000:50:14

Key Resources Mentioned in this Episode:

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

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

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

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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

Do big companies really want to work with us? And if so, how should we approach them?

Sharing strategies and techniques for successful engagement with potential clients, Jess empathises with those who feel anxious about reaching out to larger organisations but assures us that change is possible, and big companies are more open to working with small providers than you might think.

Pricing is also a major concern, just because you are targeting bigger organisations doesn't mean that you should undervalue your work, it's crucial to value what you bring to the table and confidently communicate the benefits of your services.

Don't worry about approaching big companies [00:13:50]

Targeting bigger organisations is nerve-wracking, but beneficial [00:24:50]

Proven strategies to sell to big companies [00:35:16]

Stakeholders can control budgets without quantifying [00:18:52]

The success of selling to both big and small organisations depends on having a proactive and strategic lead generation process that targets qualified leads [00:32:42]

Providing you with guidance on how to evaluate the success of your efforts, the episode covers lead generation processes and the importance of measuring key metrics to ensure you're on the right track, also sharing the insecurities and misconceptions surrounding working with big businesses.

In this episode I'm sharing;

- Addressing common concerns about working with bigger organisations

- Emphasising that prices should not be lowered for bigger companies and encouraging listeners to value their work

- Promising to provide guidance on how to track and assess the success of efforts in approaching bigger organisations

- Measuring the success of a lead generation process

- Identifying when the sales process is broken based on closed opportunities

- Difficulties small providers face in working with big companies, particularly in industries organised by central government

Key Quotes:

Approaching Bigger Organisations: "Oh, you're a big brand, that's nice, but my prices are still my prices."

— Jess Lorimer 00:14:2200:14:26

Selling to Bigger Organisations: "Actually selling to bigger organisations in some ways can be a lot easier because of the specificity, because of the fact that they've got so many defined job roles and stakeholders who are responsible for very specific things."

— Jess Lorimer 00:26:0600:26:21

Lead Generation: "The success of your lead generation is only determined by the amount of sales calls that you are booking."

— Jess Lorimer 00:28:2600:28:35

Key Resources Mentioned in this Episode:

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

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

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

Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

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