3 reasons that starting with an offer stops you selling quickly to corporate clients
Ready to stop overthinking your offer and start generating real B2B revenue? In this episode, Jess Lorimer explains why you shouldn’t create your offer first, and unpacks the commercial risks of offer- first thinking and how to build a sales process that actually closes corporate clients. So many smart, capable professionals get stuck tweaking features, […]
How to define your B2B sales activities (and whether they’re working!)
In this episode, Jess Lorimer breaks down the difference between a sales activity and a marketing activity, and why confusing the two is one of the most common reasons a B2B sales process gets stuck. She walks through the Selling to Corporate 5 step sales framework stage by stage, explaining the single, specific purpose behind […]
3 reasons September is the best time to sell to companies (with a proven sales process)
STC183: 3 reasons September is the best time to sell to companies (with a proven sales process) In this episode, Jess Lorimer reveals why September is the most powerful month for selling to companies, provided you follow a proven sales process. The discussion covers key commercial drivers unique to Q4, the biggest employee turnover period, […]
Which is best: Inbound or outbound B2B sales processes for coaches / consultants?
If you sell services to corporate clients, you’ve almost certainly asked yourself whether you should be focused on inbound or outbound sales. It’s one of the most common questions coaches, consultants, trainers, speakers, and done-for-you service providers ask when they’re trying to build a predictable pipeline of corporate clients, and the honest answer is that […]
Doing everything but your sales process still isn’t converting in the way you want?
Every August, Jess hears the same story on repeat: decision makers are on holiday, budgets are frozen, nobody’s picking up the phone, so why bother? In this episode, Jess pushes back on that, hard. More decision makers and stakeholders are booking sales calls this August than she’s seen in the last two years, and her […]
#1 problem in sales processes (even if you’re generating revenue!)
You might be following a proven sales process, you might even be generating consistent revenue. But if you are not building in a regular strategic thinking space, your sales results are almost certainly not as strong as they could be and they are more fragile than you realise. In this episode of the Selling to […]
Single champion selling is dead; replacing enthusiasm with strategic sales!
If your B2B sales process relies on one enthusiastic contact inside an organisation to champion your work, you are one resignation away from losing everything you have built. In this episode of the Selling to Corporate podcast, Jess Lorimer makes the case that single champion selling is not just risky and is a strategy that […]
How to Follow Up a Corporate Proposal When You Haven’t Had a Reply (or feel like you’ve been ghosted!)
Radio silence after sending a proposal to a company or corporate organisation doesn’t necessarily mean that it’s a ‘no’. In fact, it’s often the opposite! Sometimes it can mean that the person you sent it to is dealing with competing priorities, waiting for internal sign-off or has been pulled into solving a more urgent problem. […]
How to Approach an HR Director to Sell Coaching or Training
Most coaches, consultants and trainers approach HR Directors the wrong way, and they wonder why they never hear back. Unfortunately (for HR Directors!) they’re some of the most contacted professionals on LinkedIn – and often receive a high volume of (poor) supplier approaches every week. This means that they’ve developed extremely effective filters for ignoring […]
Why B2B Lead Generation Is Different from B2C (and What to Do Instead)
B2B lead generation (finding and attracting corporate clients) works differently from B2C lead generation (finding individual customers) in almost every way that matters. If you’ve been spending hours creating content or using B2C marketing tactics to try and win business from organisations… and wondering why it’s not working? The approach is the problem – not […]