Jul 23, 2021

STC049 Common worries when selling B2B (and how to stop panicking and start selling!)


** Prices for Converting Corporates 2021 tickets go up at the end of July! Grab yours now using the link below **


Have you ever procrastinated when it comes to your B2B sales strategy? Perhaps you’re starting out and thinking about all the things that you need to have in place… worrying about websites, busying yourself with branding and panicking about your positioning? Or maybe you’ve been selling to corporate companies for a while … but you’re taking it up a gear and worrying that you need to have lots of other elements in place before you can progress?


It’s totally normal to worry. And it’s normal to have a whole bunch of fears when it comes to shifting your business and sales strategies. But – you don’t want to be worrying about problems that aren’t happening… or stressing over things that don’t make a difference right now.


That’s why I’ve recorded this episode – to break down exactly what the most common worries are when selling B2B – and whether or not you really need to spend your time stressing about them!


In this episode, I’m sharing;


  • The one thing that every business owner worries about (and why it infuriates me!) ([08:19])
  • What your website really means to prospective corporate clients ([09:22])
  • Why business courses are steering you down the wrong path when it comes to B2B sales priorities ([10:48])
  • Why inexperienced salespeople see the same objection time and again – and why it’s not real! ([13:58])
  • Whether SEO really forms a part of your B2B sales strategy ([15:45])
  • The most effective sales tool in my business – and why you should be prioritising it right now ([17:30])
  • Why everyone needs to work on their foundational sales processes. ([19:03])
  • Whether pitching is really going to be a problem for you – and how you can overcome your concerns ([20:52])
  • The two types of pitching that you should be preparing for to sell to corporates. ([21:30])
  • How practise genuinely does make perfect when it comes to your sales process. ([23:57])
  • Why pitching isn’t where the sale really happens – and what you need to think about instead. (25: 08)
  • How clarity can help you get more B2B clients, quickly. ([27:03])
  • Why you shouldn’t ever tell a client ‘what you offer’ – and how it’s losing you sales each week. ([29:48])
  • How generic solutions are keeping your revenue stuck. ([32:10])
  • Why ‘build it and they’ll come’ doesn’t work for corporate clients. ([36:16])
  • How expensive mistakes are made when it comes to corporate course creation – and how you can avoid it. ([37:49])
  • Why it’s always integral to get opinions from qualified, external sources – and avoid working in a vacuum. ([39:09])
  • How to know which offers will work… and which won’t! ([40:43])
  • Why corporate clients are happy to wait for services that work. ([42:33])
  • How experienced business owners are working with incomplete foundations – and how it’s keeping them stuck. ([46:22])

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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