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 […]
How to Approach an HR Director to Sell Coaching or Training
Most coaches, consultants and trainers approach HR Directors the wrong way, and they wonder why they never hear back. Unfortunately (for HR Directors!) they’re some of the most contacted professionals on LinkedIn – and often receive a high volume of (poor) supplier approaches every week. This means that they’ve developed extremely effective filters for ignoring […]
How to Get Your First Corporate Client as a Coach, Consultant or Trainer
Getting your first corporate client as a coach, consultant or trainer is simpler than most people expect. The process does not require a huge profile, a glossy website, or years of B2B experience. It requires knowing who to approach, how to have the right conversation, and what to do when someone says yes. This guide […]
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 […]
B2B sales trends for Q2: Which one are you actioning?
April is buzzing with opportunity! Companies are hiring more external suppliers than ever, thanks to rising costs for permanent staff and a shifting economy. But here’s the catch – decision makers are changing how they search for experts. It’s all about referrals and real expertise, not just flashy marketing or big followings. External suppliers are […]
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 […]
How educating decision makers is screwing your sales process
In this episode, we’re tackling a big one: the idea that constant education and giving away free value is the golden ticket to a successful B2B sales strategy. As someone who has spent 18 years in sales and business development, I’ve seen this ‘give, give, give’ mindset cause real sales problems for people trying to […]
Top ways to tell if you’re being pushy in your sales process
Have you ever worried that you’re being perceived as ‘pushy’ in your sales process? I’m sharing today how self-aware individuals, ironically, often overcompensate for fear of being pushy, leading them to avoid effective sales processes altogether. It’s a topic that I know many people have been concerned about and it’s a conversation I’ve had countless […]
How improper use of AI is hurting your B2B sales process MASSIVELY
If you’re curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won’t want to miss. From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn’t and provides you […]