May 17, 2024

STC125: Why bother with forward selling? Predictable revenue or scary sales strategy?


STC125 Selling To Corporate Podcast - Episode

Have you ever wondered if you could secure future revenue by selling your services now for delivery in the months ahead?

In this episode, we’ll break down the concept of forward selling and why it’s not just for B2C markets. We’ll discuss how to manage client expectations, the importance of understanding seasonal trends, and the necessity of building a robust sales pipeline.

Join me as we dive into the nuances of this sometimes misunderstood sales strategy, and learn how forward selling can lead to predictable and scalable revenue. We’ll also tackle common objections from clients and sellers, and I’ll share practical tips on tracking and measuring your sales performance. Whether you have been selling to corporate clients for years or are relatively new to the game, this episode is packed with insights to help you think creatively and strategically about your sales approach.

Plus, stay tuned for a special discount code for our recommended sales tracking spreadsheet tool and hear what we have planned for upcoming episodes, including lessons from the C Suite and insightful case studies. So, get comfortable and get ready to transform your sales strategy with forward selling!


In this episode I’m sharing;

  • Enhance Corporate Sales with Forward Selling Techniques

  • Addressing Objections in Forward Selling for Corporate Sales Success

  • Future-Proof Your Sales Strategy with Forward Selling

  • Understanding transformation and timing for effective sales.

  • Understanding, confidence, and competence in successful forward selling.

  • How a clients’ limited expertise can lead to problems.

  • Worries about forward selling and client management.

  • Forward selling maintains predictable and scalable revenue. Boost Revenue Predictability in Corporate Sales

  • Addressing Objections in Forward Selling for Corporate Sales Success

  • How to Predict Corporate Sales Revenue


Key Quotes;


How to Track Your Revenue Accurately: “Make sure you do. You can still purchase the spreadsheet in the link below. It is a fantastic resource for making sure that you’re tracking your revenue accurately and making sure that next year you’ll be able to go back and look at your data and figure out exactly what’s gone well, what hasn’t, what’s been the most profitable, what has needed additional work that perhaps you didn’t expect.”

— Jess Lorimer [00:01:01][00:01:27]


Effective Client Engagement Strategies: “You can forward sell to anybody, but you must have that understanding of what the transformation is that you’re adding and also those topical and seasonal understandings so that you’re selling the right things at the right time.”

— Jess Lorimer [00:36:56][00:37:09]

“Mastering Forward Selling”: “Making sure that you have developed the confidence and competence to manage client expectations and adjust them when necessary, making sure that you are confident in your own sales values.”

— Jess Lorimer [00:40:07][00:40:19]


**The Best Time to Forward Sell in Corporate Sales**: “If you are somebody who’s been selling and delivering consistently to corporate clients for 1 to 2 years, you’ll have a good understanding of the transformation that you provide to corporate clients and the seasonal or topical reasons that they usually look to buy. You should absolutely be forward selling and should be improving your skills in those areas.”

— Jess Lorimer [00:27:44][00:28:09]



**The Challenges of Forward Selling in B2B Sales**: “A lot of business owners who are selling to corporate do not have enough in their pipeline so it’s completely normal to worry. What if they go away and find somebody else who can do it quicker because I’m not available?”

— Jess Lorimer [00:21:51][00:22:04]



“The interesting thing about forward sales in the B to B space is that the people who have objections around forward selling are the people that we wouldn’t expect to which is us as sellers.”

— Jess Lorimer [00:20:28][00:20:40]


“I would absolutely encourage you to go away from this episode feeling super inspired and motivated to do forward sales activity and also think about some of the triggers that may stop from doing so or that may cause obstacles for you.”

— Jess Lorimer [00:13:27][00:13:43]


Key Resources Mentioned in this Episode:


Grab your Sales Tracking Spreadsheet here.


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


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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