Jul 9, 2021

STC048 Why clarity is the secret element that’s stopping you making B2B sales


Are you spinning your wheels when it comes to selling your services to corporate companies? Perhaps you’re waiting to get all your eggs in a basket… and you’re constantly thinking about what you should sell, which products/ services to offer, how you’re going to approach companies… and not actually moving forward and landing corporate deals?

Or maybe you’ve been selling your services for a while… and you’ve been trying to scale but it’s not happening in the timeframe you want?

Spoiler: If you’re experiencing those things, then clarity – or lack of it – is definitely one of the reasons that you’re in a muddle. So grab a cup of coffee and take a listen because in this episode, I’m sharing how gaining clarity is nothing to do with theory and the ways that you’ll be able to use it to make more sales, more quickly… 


In this episode, I’m discussing;


  • Why sales ‘experts’ have been getting it wrong when they tell you that sales strategy has to come first. ([06:51])
  • How sales trainers typically get a bad rap in the corporate sales world – and the difference that makes for you. ([08:12])
  • Why you need to be a salesperson first and a business owner second. ([20:00])
  • The secret signs that indicate you’re avoiding the B2B sales process – and why it’s hindering your growth. ([21:11])
  • How making sales is nothing to do with the buyer… and why you have much more control over the sales process than you think. ([23:10])
  • Why you’re overthinking clarity – and what you can do to change that so that you get better results. ([25:24])
  • The vicious cycle that lack of clarity brings. ([26:32])
  • Why theory is keeping you from getting any kind of clarity – and holding up your sales cycle. ([28:17])
  • Why thinking too far ahead is stopping you from making progress right now. ([30:58])
  • The two areas of clarity that you need in order to start taking action and seeing immediate changes in your business. ([33:30])
  • How mapping out theoretical products and offers are keeping you stuck. ([35:36])
  • How getting clarity will stop you worrying about your elevator pitch – and help you improve all of your negotiations. ([37:34])
  • How your messaging isn’t just your written content – and the difference it makes to your close rate. ([38:46])
  • The biggest business investment I ever made – and why the first part benefitted me most. ([40:11])
  • When you need to revisit getting clarity in your B2B sales process. ([41:37])

Key Resources Mentioned in this Episode:

Converting Corporates 2021: If you’re ready to spend two days working on your business, building out your B2B revenue stream and networking with the best and brightest minds? Click here to grab your ticket: https://sellingtocorporate.com/converting-corporates-2021/  

Get on the waitlist to join The C Suite now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention hundreds of email templates, swipe files and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here to join the waitlist now: https://bit.ly/join-the-c-suite

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! http://bit.ly/convertingcorporatesbundle

How to leave a review – http://bit.ly/howtoreviewmypodcast

Book an exploratory chat with me! I’m offering the final exploratory sessions with me so that you can ask any questions you have about The C Suite and how it can benefit your business. These opportunities are incredibly limited – so if you’d like my eyes on your business and a totally transparent conversation about how The C Suite could support your goals, book it here now:https://bit.ly/corporateexploratorysession

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:https://bit.ly/top-5-business-development-questions

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