Feb 9, 2024

4 key trends and insights for selling to corporate clients (without overwhelm)


STC118 4 key trends and insights for selling to corporate clients (without overwhelm)

Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount!

Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders.

In this episode;

  • How to streamline business and avoiding being everywhere and doing everything
  • Decision fatigue and tailored strategies in lead generation
  • Discussing the impact and consequences of AI-written content
  • Applying personalised outreach and relationship-building strategies with corporate clients
  • Streamlining to focus on revenue and client experience

It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session,  5 workshop sessions and a very supportive community who know exactly what it’s like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods!  We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.

Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.

I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn’t been working as expected and that’s been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it’s stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I’ve always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.

Which brings me to my absolute fave – email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me – other than sending my tried and tested strategy and templates to the local 18 year old! I’ve said it once and I’ll say it again – email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.

On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.

Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram.

Key Quotes;

Overcoming Email Overwhelm: “But emails and answering emails is just endless. Absolutely endless.”

— Jess Lorimer [00:00:45][00:00:47]

Misguided Sales Strategies: “Using B2C advice for a B2B revenue stream.”

— Jess Lorimer [00:32:44][00:32:46]

Prioritising Values in Business: “So whenever I make any decisions in my business, they have to tick those boxes. Are they going to generate more revenue? Are they going to help our clients get better results? Am I going to have time for me if I do it.”

— Jess Lorimer [00:15:19][00:15:37]

The Value of Face-to-Face Interaction: “There’s something really special about being in a room with other people who actually understand and want to be selling to corporate clients because it takes a different level of person.”

— Jess Lorimer [00:07:14][00:07:27]

The Impact of AI on Education: “AI written content is good for inspiration, good for motivation, good for sometimes being able to help you create a practical list of things that you want to focus on or do, but actually a lot of plagiarism is involved. And, weirdly enough, the robots don’t always know what’s best.”

— Jess Lorimer [00:20:45][00:21:06]

Key Resources Mentioned in this Episode:

Grab your Sales Tracking Spreadsheet here and use code TRACK at the checkout before February 29th to get your exclusive discount.

Click here to watch my video on how to troubleshoot your sales process!

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.

Sign up here to join Substack.

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.

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

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