In episode 150, “Top 3 things to change if you want sustainable, predictable revenue,” Jess takes an honest look at what’s actually driving revenue in the B2B sales world right now. If you’re a coach, consultant, trainer, or any kind of service provider who dreams of reliable income, switching off for the summer, and still signing corporate clients… this is the episode you can’t afford to skip.
As May ushers in a critical sales window before the quiet summer months, Jess kicks off by sharing how she uses this quarter to finalise deals and take the summer off – focusing on making sure business is set up for success so she (and you!) can unplug without worrying about finances.
But while she’s going to be relaxing, she wants you to be equally strategic—especially given growing misconceptions in the business world about what actually works for B2B sales in 2025.
Key Takeaways in This Episode
1. What corporates actually are—and why this matters. Jess clarifies what counts as a “corporate” for the purposes of this podcast: organisations that are not solopreneur-run, have permanent employees, a board or higher structure, and operate in both private and public sectors. If you’re targeting founder-led micro-businesses, the B2B tactics you hear about online likely won’t work for true corporates.
2. The dangers of misguided sales activities. Too many business owners are spending hours posting on LinkedIn, engaging in comment pods, building elaborate funnels, or writing books—believing these are “sales activities.” Jess is blunt: these are NOT going to land you corporate contracts. HR managers are not scrolling LinkedIn newsfeeds to find their next coach or consultant. Corporate buyers aren’t signing up for your webinar funnel or being wowed by your ebook. If you’re getting engagement but not deals, this is likely why.
3. The real reasons for B2B revenue plateaus (or dips). Jess unpacks why those revenue highs expected in the new year often fail to materialise—energy fizzles, pipelines aren’t as full as predicted, and sales plateau. Many fall for the myth that it’s “just the market” or their pricing, when in fact, they are simply not spending time on the right actions. She stresses that clutter, complexity, and intelligent overthinking can get in the way of simple, repeatable sales behavior that actually converts. Don’t get stuck in learning more, consuming content, or trying to prove your worth with more certifications!
4. The reality of the current B2B market. Ignore the chatter from non-practitioners who claim “corporates aren’t buying.” Jess’s proven strategies, used by over 20,000 clients (with a 90%+ success rate), continue to deliver wins—even in a tough market. The companies succeeding are the ones focused on proactive, not passive, behaviors.
5. Proactive sales strategies that work. Replace endless marketing with smart, measurable, sales-focused actions:
Direct, well-researched outreach to decision makers.
Tracking metrics and troubleshooting what actually moves the sales pipeline.
Using proven scripts, strategies, and templates grounded in years of corporate sales experience.
Jess’s clients are still landing deals—even their biggest months ever—by ditching content for conversation and focusing on relationship-based sales approaches.
6. Your opportunity: The Cold to Closed Live Sales Experience Jess announces an exciting, brand new live sales experience: Cold to Closed. If you want to sign corporate clients in 90 days or less (and you’re not quite ready for her C Suite program), this is for you. Join the waitlist (link in the show notes), as this will be the only live sales training outside C Suite in 2025.
Final Words of Wisdom
Get honest: are you working on actions that drive cash, or just chasing likes and ego boosts? Your summer of freedom starts with what you do now. If you want predictable revenue and genuine business joy, switch from content creation to conversion.
Next Steps
Get on the Cold to Closed waitlist (link in show notes!)
Revisit previous episodes, especially State of the Union — Super Sales Insights to Smash Your Targets. It’s a game-changer full of actionable market insights.
Key Resources Mentioned in this Episode:
If you’ve enjoyed listening to Top 3 things to change if you want sustainable, predictable revenue, check out this episode.
https://sellingtocorporates.libsyn.com/state-of-the-union-super-sales-insights-to-smash-your-targets
Join the Selling To Corporate B2B Sales Edit: Weekly newsletter for coaches and consultants; sharing the real B2B sales techniques that have taken over 30,000 sales processes from busy -> balanced and profitable.
Cold -> Closed
The self-paced B2B sales experience for coaches / consultants / speakers / trainers and done-for-you service providers who want scalable, sustainable sales from brand new corporate clients in 90 days or less.
https://smartleaderssell.thrivecart.com/-cold-to-closed-product/
Episode Sponsored by The Expert Services Directory
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A curated directory that proactively markets your services to corporate decision makers every month. Standard listings reach 1,000+ decision makers per month; Directory Plus listings reach 2,000+. Only 10 suppliers per category.
Content Disclaimer
The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.
