3 reasons that starting with an offer stops you selling quickly to corporate clients
Ready to stop overthinking your offer and start generating real B2B revenue? In this episode, Jess Lorimer explains why you shouldn’t create your offer first, and unpacks the commercial risks of offer- first thinking and how to build a sales process that actually closes corporate clients. So many smart, capable professionals get stuck tweaking features, […]
How to define your B2B sales activities (and whether they’re working!)
In this episode, Jess Lorimer breaks down the difference between a sales activity and a marketing activity, and why confusing the two is one of the most common reasons a B2B sales process gets stuck. She walks through the Selling to Corporate 5 step sales framework stage by stage, explaining the single, specific purpose behind […]
3 reasons September is the best time to sell to companies (with a proven sales process)
STC183: 3 reasons September is the best time to sell to companies (with a proven sales process) In this episode, Jess Lorimer reveals why September is the most powerful month for selling to companies, provided you follow a proven sales process. The discussion covers key commercial drivers unique to Q4, the biggest employee turnover period, […]
Doing everything but your sales process still isn’t converting in the way you want?
Every August, Jess hears the same story on repeat: decision makers are on holiday, budgets are frozen, nobody’s picking up the phone, so why bother? In this episode, Jess pushes back on that, hard. More decision makers and stakeholders are booking sales calls this August than she’s seen in the last two years, and her […]
Single champion selling is dead; replacing enthusiasm with strategic sales!
If your B2B sales process relies on one enthusiastic contact inside an organisation to champion your work, you are one resignation away from losing everything you have built. In this episode of the Selling to Corporate podcast, Jess Lorimer makes the case that single champion selling is not just risky and is a strategy that […]
STC178: Why Corporate Buyers Can’t Find You (Even When They’re Looking)
In this episode of Selling to Corporate, Jess Lorimer explains why 66% of corporate decision makers are now using AI tools such as ChatGPT, Perplexity, and Microsoft Copilot to research and shortlist external suppliers before they visit a single website. If you are a coach, consultant, speaker, trainer, or done-for-you service provider selling to corporate […]
3 important sales actions to complete before summer starts
What this episode is about Summer is closer than you think, and if you want a spectacular September and a strong Q4, the work starts now. In this episode of the Selling to Corporate podcast, Jess Lorimer shares the three essential sales actions that every coach, consultant, trainer, speaker, and done-for-you service provider needs to […]
Mindset wobbles that stop your B2B sales progress (and how to fix them!)
September is crunch time for B2B sales, and Jess is on hand to remind you of the importance of building your pipeline and setting the stage for Q4 and the new year. If you’re feeling overwhelmed, behind on your lead generation, or stuck in a bit of a sales rut, Jess dives deep into the […]
Top 3 things to change if you want sustainable, predictable revenue
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 […]