It’s great to bring Andy Storch, one of my epic C Suite clients onto the show today to share his journey selling his services into corporate organisations. If you (like Andy) have had a history in the corporate world – or have been consistently selling to corporate clients over the years but have been wanting to exponentially increase your sales? Then this is the episode for you.
Andy has kindly come onto the podcast to share his journey inside The C Suite and why, as a seasoned professional, he decided to join (and rejoin!) the programme – and how he’s implemented it over the last six months to sign six figure deals and have his best business quarter ever!
In this episode, we’ll be discussing;
- Andy’s area of specialism; retention and talent development with global technology companies. ([spp-timestamp time="00:52"])
- Why corporate companies would want to teach their employees to own their careers. ([spp-timestamp time="01:45"])
- The impact of the ‘Great Resignation’ on corporate companies. ([spp-timestamp time="03:30"])
- How remote working has impacted corporate company culture. ([spp-timestamp time="04:30"])
- Andy’s background working for a consulting firm and why he decided that he wanted further support with his own B2B sales strategy. ([spp-timestamp time="06:47"])
- How Andy decided to write his book and create his own B2B sales strategy. ([spp-timestamp time="07:28"])
- Andy’s background as a successful reseller and trainer for leadership development. ([spp-timestamp time="08:03"])
- How Covid-19 changed the sales landscape – and what Andy got from being inside The C Suite when the world stopped. ([spp-timestamp time="09:00"])
- How Covid-19 changed the way Andy built relationships with corporate stakeholders. ([spp-timestamp time="10:06"])
- Why Andy decided it was integral to rejoin The C Suite to achieve his B2B sales goals. ([spp-timestamp time="12:19"])
- How ego got in the way of Andy’s B2B sales success in 2019. ([spp-timestamp time="12:53"])
- How Andy’s journey through surviving cancer led to him wanting even more business success. ([spp-timestamp time="13:40"])
- How Andy’s wife was onboard with him rejoining The C Suite – and the importance of having productive conversations with your significant other. ([spp-timestamp time="14:41"])
- The importance of going ‘all in’ on the right activities. ([spp-timestamp time="14:51"])
- How important it is to learn from the specialist – and how that’s helped Andy skyrocket his results this year. ([spp-timestamp time="15:21"])
- How important it is to recognise that setbacks don’t have to be permanent. ([spp-timestamp time="16:36"])
- Andy’s first top tip to generate more B2B sales with corporate companies. ([spp-timestamp time="18:02"])
- The importance of consistency when selling your services to corporate clients. ([spp-timestamp time="18:21"])
- Being able to overcome imposter syndrome and achieve confidence in yourself. ([spp-timestamp time="19:06"])
- How to become an expert in your industry quickly. ([spp-timestamp time="19:31"])
- Overcoming the challenges of dialling down into one niche. ([spp-timestamp time="20:02"])
- Why Andy initially resisted working with one industry/ niche – and how his results changed when he focused. ([spp-timestamp time="20:31"])
- Whether or not you’re turning business away by specialising in one industry/ with one focus for corporate clients. ([spp-timestamp time="21:21"])
- The insights you’re able to offer prospective corporate clients when you’re a specialist. ([spp-timestamp time="21:35"])
- How to avoid being ‘friend-zoned’ by corporate clients. ([spp-timestamp time="22:19"])
- How The C Suite helps you to troubleshoot your own B2B sales process – and why that’s so valuable. ([spp-timestamp time="25:11"])
- How Andy has been raising his rates with the help of The C Suite . ([spp-timestamp time="25:50"])
- How being in The C Suite has helped Andy to improve his work/ life balance by travelling less, charging more and enjoying his work. ([spp-timestamp time="27:41"])
- The feedback Andy got at our Converting Corporates event to raise his speaking rates successfully. ([spp-timestamp time="29:43"])
- What to do if you want to offer a discount to a corporate client/ organisation. ([spp-timestamp time="30:27"])
- How Andy signed 12 corporate clients in Q2 2022. ([spp-timestamp time="30:51"])
- How Andy closed his first six-figure corporate sale in Q2 2022. ([spp-timestamp time="31:50"])
- The key difference that discipline made to Andy’s B2B sales process. ([spp-timestamp time="32:29"])
- How personal touches make a difference to the B2B sales process. ([spp-timestamp time="33:27"])
- Why overhauling Andy’s entire sales process was the best thing he could have done for his business in 2022. ([spp-timestamp time="35:13"])
- Why Andy thinks it’s integral to go to the Converting Corporates events live in London. ([spp-timestamp time="36:15"])
- How implementation and accountability changed Andy’s business for the better. ([spp-timestamp time="37:19"])
- Why The C Suite and Converting Corporates have been the best investments Andy has made for his B2B sales process – and converting more corporate clients. ([spp-timestamp time="40:54"])
- How quickly Andy made his investment in The C Suite back tenfold. ([spp-timestamp time="43:07"])
- Andy’s top advice to people thinking about investing in The C Suite or Converting Corporates. ([spp-timestamp time="44:15"])
And more!
Key Resources Mentioned in this Episode:
If you want to attend our September Converting Corporates event and benefit from the early bird pricing, make sure you check out our Converting Corporates event page by clicking here or visiting: https://sellingtocorporate.com/converting-corporates-2022/
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.
Take the Selling to Corporate offer quiz and find out what the best offer is that you could sell to corporate.
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!
Book an exploratory chat with me! I’m offering 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, schedule your call today.
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.
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