Ready to rethink your sales strategy? In this episode of Selling to Corporate, I sat down with Kirsty Smith, founder of Natural Rays, a well-being consultancy specialising in menstrual and menopausal health in the workplace to hear how she switched from exhausting social media marketing to impactful B2B sales.

Kirsty reveals how focusing on corporate clients transformed her business, boosted her confidence, and gave her more freedom—without the burnout of the Instagram algorithm.This episode is packed full of practical wisdom for anyone considering – or already navigating – the transition from selling to individuals to targeting organisations. Jess and Kirsty dig into the nuances of social media marketing, the realities of supporting women's health at work, why B2B sales can offer more stability and impact, and how finding the right sales process can revolutionise your business (and mindset).

If you want to make your expertise go further, have stronger boundaries, and actually enjoy selling, this conversation is packed with insights you don't want to miss.

• Learn how organisations supporting menstrual and menopausal health see significant ROI—not only does it affect over half the workforce directly, but it also impacts colleagues and families. Kirsty highlights the importance of shifting conversations from personal discomfort to broader workplace support, positioning this work within diversity, equity, and inclusion (DEI) initiatives.

• Kirsty describes her transition from selling B2C to selling to B2B, identifying social media marketing as significantly exhausting compared to the clearer strategies and boundaries she's now able to set with B2B clients. She notes that B2B sales allow for more direct and open budget conversations, leading to greater confidence and more sustainable business practices.

• Kirsty shares how joining The C Suite ® provided her with a streamlined, metrics-driven sales process that replaced the unpredictable nature of B2C marketing. She also emphasizes the motivation and practical insights gained from being part of a supportive peer community, which helps her refine and optimize her business continuously.

In this episode I'm sharing;

• Supporting women's health at work is not just about inclusion – it's key to business ROI and wellbeing for all.

• Transitioning to B2B offers scale, higher impact, and the chance to build stronger business boundaries.

• Ditching algorithm-dependence for a proven sales process brings confidence, consistency, and (best of all) mental space.

• Community matters – being surrounded by others on the same journey keeps you inspired, grounded, and proactive.

• If you're on the fence about investing in your business development skills, consider the long-term impact and support you'll gain.

Key Quotes;

The Ripple Effect of Struggles at Work: "It's not just the direct ROI in terms of the person that's experiencing the symptoms. It's like, who are the people around them that are also being impacted by that person experiencing the symptoms." 00:05:1200:05:24

Social Media Fatigue: "That's why I've wanted to kind of move away from marketing solely on social media because it doesn't make me feel good. When I show up there, it takes away from you know, it takes my brainpower away from other things, which is another reason why when I came into the c suite and I knew what I needed to do, I jumped into it and I followed it." 00:24:3200:25:32

Work and Wellbeing in the Modern Era: "We cannot look away from the fact that our employment, how we work, where we work, has an impact on our health." 00:10:3700:10:47

Setting Boundaries in Business: "Oh, we don't pay for that. And I've said, oh, I don't actually do that for free." 00:17:0300:17:08

The Power of Consistency in Business Development: "So what I loved about the process that you talk us through in The C Suite ® is that, you know, there are many different ways to do business development, but you pick the one that you want to and you follow it through. And there's a strategy and you stay consistent, and it was really clear what needed to be done, the metrics that we were following." 00:14:3800:14:57

Key Resources Mentioned in this Episode:

Join the waitlist for the Converting Corporates Event 2026!

https://smartleaderssell.vipmembervault.com/cc2026waitlist

Sign up to the Cold Email Outreach Conversion Course

https://smartleaderssell.thrivecart.com/cold-email-outreach-conversion-course/

Contact Kirsty -

https://www.instagram.com/natural_rays_hormone_harmony/ https://www.linkedin.com/in/kirstysmithnaturalrays/

If you want to track your sales and set targets, check out my sales tracking spreadsheet

https://smartleaderssell.thrivecart.com/sales-tracker-spreadsheet/

Watch my video on how to troubleshoot your sales process!

https://www.loom.com/share/a2de63c2c7354a7a86335b79ef94497e?sid=60cdc100-9f2b-49b5-a5db-aee7de17596d

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 Join The C Suite ® now.

https://sellingtocorporate.com/the-c-suite-self-study/

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

https://app.quizitri.com/render/9987a008-7a0c-452e-ba02-06f10318d66c

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

https://sellingtocorporate.com/webinar-registration/

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 and start getting quality information from your prospects.

https://sellingtocorporate.com/top-5-business-development-question-guide/

Connect with me on LinkedIn.

https://www.linkedin.com/in/jesslorimer/

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.

https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/

Listen to my TEDx talk.

https://youtu.be/VGN4_nmg-tE?si=2ttyacPfCbBPYyRG