Smart salespeople (and business owners!) are always keen to gather data around the B2B trends and insights that will support them to move forward over the next twelve months. Being able to understand how the corporate sales market is moving and the direction it’s taking, makes it much easier to sense-check your plan for the coming year and will make sure that you’re adding corporate offers that best benefit your clients and your business plan.
That’s why this episode is entirely dedicated to the trends and predictions that are coming up in 2022 – and how you can use them to best benefit your business, increase your market share and sign more corporate clients.
In this episode, I’ll be sharing;
- An overview of the things that have happened in the Selling to Corporate world this year and what you can learn from our experiences in the corporate sales space. ([02:04])
- How our brand new C Suite participants went from zero to multi-six figure years. ([04:25])
- The importance of intellectual property protection and how to avoid misunderstandings when sharing your intellectual property with corporate organisations. ([12:30])
- How 2021 changed the B2B sales landscape for small business owners/ entrepreneurs. ([14:28])
- Surveying our corporate clients; what we learnt about how stakeholders are feeling with regards to lead generation this year. ([15:58])
- The most popular method of lead generation according to our corporate stakeholders ([16:57])
- Why stakeholders are avoiding replying to LinkedIn messages – and why it’s become more difficult to communicate with cold B2B leads on that platform. ([18:17])
- How stakeholders are viewing pre-existing relationships in 2022 and what that means for your sales activity. ([20:32])
- The importance of transparent, clear communication in B2B sales. ([21:45])
- How diagnostics (and your accuracy in analysing problems) will benefit your B2B sales process. ([23:53])
- The ways that the corporate sales landscape has changed over the last twelve months and prioritising premium services. ([25:19])
- Why under-charging is stopping most small business owners from making real progress in the B2B space. ([27:28])
- How the ‘Great Resignation’ is impacting organisations – and what you can do to solve upcoming obstacles. ([28:26])
- The top benefits for companies in hiring external suppliers/ consultants to support projects. ([29:30])
- What ‘Done for You’ service providers can expect in the upcoming months. ([30:21])
- How companies are prioritising values – and how that benefits you as an external provider. ([32:03])
- Why 2022 is looking to be a ‘growth’ year for those small business owners/ entrepreneurs who are willing to do the work. ([34:48])
- Where to spend your time on social media and what stakeholders are really looking for from potential sellers. ([35:59])
- Why outsourcing your sales activity shouldn’t be on your list next year… unless you’ve got these specialist skills to support your growth! ([37:51])
- The experience you need to have as a sales professional in order to hire an external sales person successfully. ([38:59])
- Top two learning and development areas that most entrepreneurs / small business owners need to focus on next year in order to get their best B2B sales results. ([41:24])
- How to effectively troubleshoot your sales process to understand where your gaps are and your areas of improvement. ([43:57])
Key Resources Mentioned in this Episode:
Grab your ticket now for our April 2022 Converting Corporates event: https://sellingtocorporate.com/converting-corporates-2022/
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
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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
