Selling To Corporate

In this episode we are joined by Laura Bryan, an award winning Nutritional Therapist, certified Master Mindset Coach and founder of Mind Nourishing who has successfully utilised a structured sales process to make a significant difference in her business and local communities.

Laura's inspiring journey showcases her ability to secure bigger contracts, challenge traditional expectations, and collaborate with organisations that were initially considered to have no budget for her services. Using her sales process, Laura has been able to identify untapped opportunities and create positive changes in deprived communities highlighting that success is not just about the industry you sell to, but how effectively you leverage your sales techniques.

Nutrition education at work encourages healthy habits [00:08:28]

Lack of structure led to an ineffective approach [00:12:09]

Improved lead generation process transforms business success [00:16:49]

Transitioning from hobby to business owner, feeling confident in expertise, enjoying building relationships and having work come to them. Expanding into delivering social value through corporate organisations [00:21:17]

Passionate about helping deprived communities with wellbeing [00:26:13]

Success achieved through an effective sales process [00:29:38]

Investing in oneself and following a structured process leads to success and resilience in business [00:31:56]

With the proven success of her C-Suite ® journey, Laura has developed resilience by separating personal feelings from business interactions, making her business more sustainable and robust. The demand for consistent, ongoing wellness programs is on the rise, with businesses now investing in various areas, including nutrition.

Throughout the episode, Laura outlines the importance of a structured approach to business development, being persistent, and effectively following up to maximise opportunities. Her inspiring journey encourages listeners to be proactive in their business strategies and embrace possibilities for growth.

The episode also delves into the significant impact of mental health on organisations and how companies often limit their involvement to mental health first aid or medication referrals. Laura believes that empowering employees to take actions that improve their overall well-being can have a profound influence on their performance and contribute to a healthier workplace environment

In this episode I'm sharing;

- The importance of utilising a strong sales process

- Working with organisations assumed to have no budget

- Personal growth and development as a business owner

- Transformation through the C Suite ® program

- Shifting from random lead generation to a structured approach

- Finding top organisations and getting leads

- Feeling like a business owner rather than just having a hobby

- Enjoying meaningful business development calls

Key Quotes:

Scaling a Balancing Act: "But at the moment, I'm kind of then developing, like, a program that can be delivered that I don't necessarily need to deliver myself. So I have now got that vision in terms of being able to scale. Whereas before, I just didn't have any kind of idea how that would have been possible."

— Laura Bryan 00:24:2700:24:46

The Power of Structure: "It just gave me the structure which I desperately needed. I was 100% a magpie chasing shiny things, and the kind of structure around The C Suite ® just gave me that focus of the core business things I needed to work on."

— Laura Bryan 00:32:2600:32:41

The Importance of Clear Structure in Communication: "Having that clear structure takes less brain power because I used to create big fluffy emails to try and just be really friendly. And now it's like, I can still be friendly, but not spend hours sending an email. So just get into the point and and making it as easy as possible for that stakeholder to just know what I'm asking, really."

— Laura Bryan 00:19:4800:20:10

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.

On this episode of Selling to Corporate ®, Jess discusses the top three considerations when selling in a challenging economy. With companies facing budget constraints and changes in priorities, it's important to have an understanding of the current market dynamics.

Noting the importance of evaluating processes and numbers, Jess discusses the importance of staying realistic and focused and how to create a well-defined and consistently followed sales process.

1. Understanding Considerations When Selling in a Challenging Economy (Timestamp: 00:22)

- Discusses the challenges in the market and how companies are responding with budget constraints and changes in priorities.

- Emphasises the need to understand considerations when selling in a challenging economy.

2. Importance of Having a Good Sales Process (Timestamp: 01:30)

- Reassures that having a good sales process is key and there is no need to worry too much.

- Highlights the importance of evaluating processes and numbers in the current market.

3. Being a Consultative Salesperson (Timestamp: 05:10)

- Emphasises the importance of challenging clients' perceptions and helping them understand the root causes of their problems.

- Describes the role of a consultative salesperson in pitching, challenging perceptions, and supporting clients in making important decisions for their business.

Please note that the timestamps provided are approximate and may vary depending on the episode's actual length and structure.

Throughout the episode, the role of a consultative salesperson is highlighted in challenging clients' perceptions and helping them understand the root causes of their problems, helping them connect the dots between symptoms and underlying issues.

The episode also highlights common objections in the current market, such as price objections, and the importance of not backing off when faced with those objections. Jess acknowledges that the audience may not be experts in B2B lead generation or sales but shares the need to understand clients' problems and challenge their perceptions in a consultative manner.

Overall, this episode of Selling to Corporate ® provides valuable insights for salespeople navigating a challenging economy and emphasises the importance of a well-executed sales process and effective communication with clients.

In this episode I'm sharing;

Considerations for selling in a challenging economy 00:01:04

C-Suite ® sales boomed in 2020 & 202100:06:10

Economy changes require businesses to adapt sales 00:10:05

Focus on what truly matters in business 00:11:22

Stay focused on reality, watch for objections 00:14:40

Inconsistent sales process leads to revenue loss 00:18:35

Seek genuine solutions, challenge client perceptions 00:24:43

Experts must identify the clients' actual problems 00:27:30

Challenging perceptions, adding value, not pushy 00:31:56

Sales responsibility is crucial in this economy 00:34:08

Build brands, make money, implement processes and be successful in any economy 00:38:26

Key Quotes:

The Importance of Broadening Perspective: "It's really easy to fall into that mindset and it's really easy to do when you're isolated and kind of work in a vacuum where you don't see other people making sales."

— Jess Lorimer [00:11:22 → 00:12:46]

Sales Process in a Changing Economy: "If you haven't been generating the revenue that you wanted in a relatively boom market, it means that something in your sales process hasn't been working in the way that it should have been working."

— Jess Lorimer [00:18:35 → 00:20:04]

Sales in the Changing Landscape: "They're not going to buy stuff from people who over promise and under deliver."

— Jess Lorimer [00:24:43 → 00:26:07]

Consultative Sales: "It's our job as consultative salespeople to help them identify whether they're talking about the right issue or whether they're ignoring something that's potentially bigger and potentially more dangerous."

— Jess Lorimer [00:27:30 → 00:28:48]

The Importance of Process and Execution: "It is not the market to hope that things will be different if you keep doing the same activity. It's the market to make sure that your process works, that you follow a process and that you execute it because that's what's going to get you results."

— Jess Lorimer [00:35:36 → 00:36:55]

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.

Today, we are diving deep into the topic of avoiding the noise and finding clarity in your sales process but firstly Jess introduces us to special guest and Inclusion Consultant Anita Phagura.

Working with different companies within the construction industry Anita helps support them to build inclusive leadership competencies at senior levels, and middle management within the organisation, particularly looking at addressing gender, and ethnicity, pay gaps and challenges around staff retention in those areas.

- Companies are realising the importance of diversity and inclusion: Timestamp: [02:46]

- Burnout can have a significant impact on business success: Timestamp: [11:22]

- The construction industry is working towards diversity and inclusion, but challenges remain: Timestamp: [23:58]

In this episode we are exploring the evolving landscape of diversity and inclusion in businesses. While some companies are still at a surface level of understanding, others have become leaders in implementing change. Advocates for diversity and inclusion are demanding genuine transformation both at grassroots and senior levels.

We also examine how burnout can impact sales professionals. Anita kindly shares her personal experience with burnout and the lessons she learned along the way. From the importance of consistency to prioritising health, she provides valuable insights for finding success in the ever-changing sales environment.

Join us as we uncover strategies for avoiding the noise and streamlining your B2B sales activity in this episode of Selling to Corporate ®. Stay tuned for actionable tips and expert advice to help you navigate the complexities of today's sales landscape. Let's dive in!

In this episode I'm sharing;

Having a clear process eliminates guesswork. Knowing what needs to be done is valuable. Templates and structure reduce overthinking. Process allows tailoring while maintaining structure 00:33:13

The pressure on senior diverse individuals to improve diversity; daily aggressions; lack of emotional support; progress still needed in industry 00:13:11

Industry evolving, employees demanding genuine change 00:03:38

Different ways of showing up online 00:28:22

Key Quotes:

The Challenges of Diversity in the Workplace: "The pressure can be on them to change things and make it better for other people who have diversity or similar demographics. And that's on top of the daily microaggressions that you're facing, or what we call microaggressions, but are actually aggressions on top of navigating, a toxic environment on top of navigating."

— Anita Phagura 00:13:3900:14:03

The Importance of Consistency: "And then working with The C Suite ® was that thing that I finally had a process. I've never had a process probably in my life, and I finally had a process that I could follow. And at first I wasn't massively consistent, but I was doing it. It just quite wasn't on the timescales. And then when I joined The C Suite ® Jess was there to hold me accountable, helping me tweak what I needed to tweak. She was there to call me out when I wasn't being consistent."

— Anita Phagura 00:22:0200:22:34

The Importance of Having a Clear Process: "So again, having that process means I know what I need to do, takes that guesswork away from it. I just really value having the process in the first place. Like just taking away that, just having to work it out right. It just takes away some of that overthinking."

— Anita Phagura 00:35:1600:35:28

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.

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.

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.

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.

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.

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.

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.

Want to know how to sell your services to corporate companies?

Perhaps you're already selling to corporates - but you're struggling with a specific aspect of the B2B sales process. You'd love to know how to get 'unstuck' - so you can book more sales calls, write better proposals and close more corporate deals.

Maybe you've already heard about The C Suite ® Self Study - and are wondering if it's right for you. In this post (which you can also listen to as a podcast episode), I'll share five compelling reasons to join The C Suite ® Self Study - including how it will save you time and how you can generate a return on investment - quick,

1.The The C Suite ® Self Study is not one of those 'watch 20 hours of videos then complete a bunch of workbooks - kind of courses.

If you're new to B2B sales, and want to start right at the beginning, you can absolutely do that - starting with setting KPIs, how to choose the right industry, understanding stakeholder mapping, choosing your method of leaf generation and so on. But if you're already selling B2B and struggling with sales - or a particular part of the process - you can dive right into the portal and grab the resources you need to troubleshoot where your existing processes may have gone awry.

So if you've got a proposal to write and want a proven method to help get a fast close. Or you've sent a proposal but the stakeholder is 'ghosting' you (and you don't know why)... you

can head straight to the portal in The C Suite ® Self Study and grab the templates you need.

2. You can focus on implementation (and avoid procrastination)

Many coaches and consultants who use the The C Suite ® Self Study are parents - which means they're often time challenged. For example, maternity returner expert Emma Watson (who I interviewed on my podcast) runs her consultancy business successfully, in just 20 hours a week. And when you're time poor, you don't want to focus on theory - you just want to take action (and know how to troubleshoot problems - fast). When an email lands in your inbox from a stakeholder - and you're not sure how to respond - you'll find the answer (and the customisable templates you need) to respond in the The C Suite ® Self Study.

3. The C Suite ® Self Study gives you a proven B2B sales process

Over the past five years more than 500 people have used the resources inside the The C Suite ® Self Study portal. This year alone, clients collectively inside the C Suite live version have made more 2 million pounds. Which means you're getting tried and tested processes,

strategies and resources.

4. You can generate ROI from The C Suite ® Self Study - quick

One of the things I recommend all the time to people who join The C Suite ® Self Study is to look at the modules that are going to help you recoup your investment as quickly as possible.

If you're new to the B2B sales process, the The C Suite ® Self Study includes cash injection, modules, word of mouth strategies (complete with campaign templates), along with email templates and questions that will help you to generate immediate revenue, immediate conversations and immediate sales calls - with stakeholders who are genuinely interested in what you do (without having to go through a full lead generation sequence).

If you're already selling to corporates, there are specific modules/resources to teach you how to regenerate, reactivate and resell to existing leads - along with cold outreach email campaigns.

5. It's a great time to sell to corporates (if you know how)

In a recession, it's common to see redundancies at big companies (and that's definitely something we're seeing playing out in 2023). I'd possibly recommend putting in a link to a Forbes stat or something here? But many of those roles/functions are still needed - which means companies need external suppliers more than ever. And the money is still there to pay them - even if it comes from a different budget. Many people who've been made redundant will go freelance…but they'll be competing with established contractors.

So the work is definitely there. But if you want to win business - and don't want to get caught up in the competition) having a best practice sales process is crucial.

How to take action

If you know it's the time to get serious about your B2B sales process…join The C Suite ® Self Study today.

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.