Podcast appearances and mentions of jessica lorimer

Selling mental health services to organisations with Jessica LorimerWelcome to the Business of Psychology podcast. In this episode, I'm interviewing Jessica Lorimer, sales expert and the person that taught me how to break into the world of corporates through her program, The C Suite. Jess specialises in consultative selling, in other words, helping clients to make sense of their problems. I can honestly say that following her process and keeping the emphasis on consultation at the forefront of my mind has helped me to feel completely comfortable with the extremely high levels of cold outreach that I've had to do to get my foot in the corporate door. This episode is a must listen for you if you're interested in selling your services to corporates or other organisations, but it's also a really great one if you've ever struggled with your mindset around taking money for your services.Full show notes and a transcript of this episode are available at The Business of PsychologyLinks for Jessica:LinkedInsellingtocorporate.comSelling to Corporate PodcastRosie's affiliate link for The C-Suite: https://rosiegilderthorp--smartleaderssell.thrivecart.com/the-c-suite-self-study-course-2024bnpl/Rosie on Instagram:@rosiegilderthorp@thepregnancypsychologistThe highlightsJess tells us a little bit about who she is, how she helps people and the sorts of services that corporates might be interested in buying from independent psychologists and therapists 01:26Jess talks about why it would be worth corporates working with small providers like us 08:53Jess tells us how consultative selling is different 14:42We discuss the fear of reaching out to corporates and how our skills are relevant to consultative selling 21:06Jess talks about the need in public sector and not for profit for external support and guidance, and how if we are from a public sector background, we will still know people who need our skill set 32:32Jess gives us a good first move to make if we are thinking about offering services to an organisation 36:18Jess tells us where to find her and her podcast, Selling to Corporate 40:32Grow your service: How to create a successful associate practice Are you feeling stuck in your practice? Ready to take your business to the next level but unsure how to find the time? Do you have a vision for a team and a service that can make a real impact but feel unsure how to make it happen?In this 90-minute workshop you will plan an associate practice that allows you, and those who work with you to flourish professionally and as a business. Wednesday 20th November 2024, 7pm (UK time)Book here: Grow your service: How to create a successful associate practice The session...

Jessica Lorimer is a leading B2B sales coach teaching entrepreneurs how to leverage their skills and sell their services to corporate clients. Top 3 Value Bombs 1. Selling to corporate organizations is much simpler and also pays 5 times more with less work and less reliance on other platforms. 2. Stay specific when you introduce your services. It is much better to start the conversation than be too vague in the beginning and not get a response at all. 3. Anyone can create a corporate revenue stream but everyone should be creating a corporate revenue stream in order to genuinely outlive, thrive and survive in difficult economical times. Learn how to sell to corporates through their B2B sales training for entrepreneurs and download Jessica's proven checklist to fire up your corporate sales strategy - Selling to Corporate Website Sponsors HubSpot Starting a business doesn't have to be so hard. Go to click HubSpot.com/ent to download HubSpot's Entrepreneurship Kit for free right now Thought-Leader Ever thought about giving a TEDx talk. Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Airbnb Your home might be worth more than you think... Find out how much at Airbnb.com/host

Jessica Lorimer is a leading B2B sales coach teaching entrepreneurs how to leverage their skills and sell their services to corporate clients. Top 3 Value Bombs 1. Selling to corporate organizations is much simpler and also pays 5 times more with less work and less reliance on other platforms. 2. Stay specific when you introduce your services. It is much better to start the conversation than be too vague in the beginning and not get a response at all. 3. Anyone can create a corporate revenue stream but everyone should be creating a corporate revenue stream in order to genuinely outlive, thrive and survive in difficult economical times. Learn how to sell to corporates through their B2B sales training for entrepreneurs and download Jessica's proven checklist to fire up your corporate sales strategy - Selling to Corporate Website Sponsors HubSpot Starting a business doesn't have to be so hard. Go to click HubSpot.com/ent to download HubSpot's Entrepreneurship Kit for free right now Thought-Leader Ever thought about giving a TEDx talk. Visit Thought-Leader.com/fire to join a free training and learn how to land a TEDx Talk and spread your message to millions Airbnb Your home might be worth more than you think... Find out how much at Airbnb.com/host

What can leaders learn from a sales expert?I used to think sales was something I didn't need to pay attention to. My focus as a communications expert was to engage, take people with us, not do the tell and sell, which felt emotionless and directive and rarely won hearts and minds for change to happen.But over the past couple of years I've had a rethink on what sales means - thanks to some great mentors and coaches - and I've come to realise it's a hidden gem for leaders to embrace.In this episode I'm delighted to talk to Jessica Lorimer, a bone-fide sales expert and a mentor for me over the past year or so. Jess works with organisations and business owners to take the sleaze out of sales and show that it can be a real business asset. We talk about:what sales actually meansthe transferable practical and emotional intelligence skills requiredthe art of a good conversationbeing a good listener, and how to adapt when having ADHDavoiding small talk, building rapport and networksconsistency, discipline and self-leadershipdealing with rejectionknowing when to be persistent and when to back offwhat it means to be a leader who is neurodivergent and has a long-term conditionResources and helpful links‎Marginal Gains Maximum Profit on Apple PodcastsSelling to Corporate ® Podcast Jessica Lorimer Jess Lorimer is a B2B sales trainer and founder of the Selling to Corporate ® podcast and training consultancy. With over 14 years of sales experience, Jess has worked across multiple industries and locations to build new business and has spent the last 10 years teaching others how to successfully win new business using best practice sales methods. Jessica's Facebook page @jess_lorimer on Instagram @JessicaLorimer on Twitter Jessica's Website If you want to transform your leadership impact book a free consultation call with me About leaders with impactWant to know the secret of great leaders? In Leaders with impact we'll be exploring what makes an impactful leader; sharing stories of success and strategies that set them apart.If you are ambitious for your organisation but are struggling to identify what you can do differently as a leader to deliver the right improvements, then hit subscribe to learn how you can get clear on your strategy, implement some self-leadership and connect with those you serve.New episodes are released every fortnight. Get in touchIf you enjoyed the episode please leave a review on Apple podcasts (or your app of choice) and let me know what you thought on LinkedIn or instagram. I'll be back with the next episode in two weeks so in the meantime remember to sign up to my newsletter to get notified of new episodes, guest appearances and further insights on how to lead with impact.

In tough economic times having multiple revenue streams and a diverse business model really matters. Today I want to explore the opportunity to work with corporate companies, as this is often overlooked by small businesses.  Many entrepreneurs leave the corporate world because they dislike the culture and traditional structure, but working with them as a supplier is a very different relationship.  Joining me to share the many benefits of selling to corporations is Jessica Lorimer who helps small businesses create impactful relationships with large organisations.  What You'll Learn In This Episode:  - How the corporate workplace has evolved over the last few years and why as a supplier you can contribute to a positive company culture.  - Jessica's experience of pivoting from a successful business that no longer made her happy, to starting again to build this business that she's so passionate about.     - How to pitch to corporates and start building those valuable relationships.  - The many services corporates are looking for, including traditional and more contemporary subjects that your business could be perfect for.  Resources:  -  Find all of Jessica's services at https://sellingtocorporate.com  - Download my FREE Launch Strategy Guide - Visit the website https://thatstrategyco.com/ - Follow me on Instagram @lisajohnsonstrategist - Follow me on Facebook @lisajohnsonstrategist - Join the discussion at @thefabulous5percent - Subscribe to my YouTube channel 

In this episode of the Selling With Love podcast, join host Jason Marc Campbell and guest Jessica Lorimer, a highly respected sales strategist and trainer, as they delve into the world of corporate sales. Discover the key to unlocking success in B2B sales, as Jessica shares her unique approach that focuses on clarity, authenticity, and providing real value to clients. Learn about the importance of transparent conversations, the power of building a strong network within a specific industry, and how to create a sales process that works for your personality type. Whether you're an experienced sales professional or just starting out, this insightful conversation will leave you inspired and equipped to tackle the world of corporate sales with confidence and integrity. Never Struggle With Sales Again: Identify, Attract and Close your Ideal Clients FREE MINI-COURSE

On today's episode of MGMP, Jess flies solo and talks about a really key topic at the moment around sales management resentment of junior staff.  But importantly, she is on hand with all the tips and tricks of how to overcome this!   There are challenges at the moment with regards to development of staff internally, and it is causing problems culturally at all levels of an organisation. Equally, in the world of Covid-19 and post-furlough re-integration into a company, people are looking for more than just a bottom line salary.   Key talking points from today: How Covid changed the landscape and desire for staff of training and development, especially from external voices Hybrid working is fine as long as the sales team have experience However if you are hiring more junior candidates, they most likely do not have the knowledge nor discipline to work effectively in this manner It is probably more challenging for these staff to bill and make commission, therefore motivation wanes, and potential resignations rise This then causes issues with trying to stay with the business, as they lean on senior management with more queries, requests for support and reassurance which negatively impacts on their ability to do their own job Top billers do not necessarily make the best trainers Targets are increasing, especially with the economic situation, therefore training and development are more important than ever Key Resources Mentioned in this Episode: To book a 30 minute free consultation click here to, book into Rob's diary. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Today we're delighted to be joined by the CEO of PDC and one of Matchroom groups most important people, Matthew Porter.  Matthew oversaw the commercialisation of PDC, the world darts organisation, in addition to being the youngest football league CEO of all time, and now manages the day to day operations of and expansion of Matchroom Sports across boxing, darts, snooker and much more.   We talked about a range of topics from getting the right staff, training & retaining, how to commercialise and drive sales revenue for both businesses and consumers, and why it is important to deliver value to a client.   Key talking points from today: Why it was important to drive a profit - or at least close to it - at Leyton Orient, commercially running a football club not driving it into the ground for an owner to continually bail out Importance of TV revenue for his business for both sponsors and scaling Employing people on personality first, they can be trained second. Why cultural fit and commitment to the role are vital Running a business with no glass ceiling for anyone Driving mentality changes from people who historically would not want to interact with the Matchroom/PDC product Understanding the value of having some experience your event, team, business first hand Providing value - not just price Challenges of globalization of sport for a commercial revenue generation perspective with ticketing and hospitality Building and scaling a sustainable business future is key   Key Resources Mentioned in this Episode: To book a 30 minute free consultation click here to, book into Rob's diary. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ Guest profile Connect with Matthew - https://matchroom.com/about/directors/matthew-porter/  Connect with PDC - https://www.pdc.tv/  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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome back to the Marginal Gains, Maximum Profit podcast where today we're talking about how 2022 has proven it more vital than ever before to train your staff through onboarding. Right now recruiting new staff, particularly in sales, is a global challenge and when you find the right person it is vital to ensure you begin the process of both retaining them - and ensuring they make revenue - from Day 1. With onboarding we don't mean a fancy pen and a LinkedIn post, we're talking about fundamental training that will not only sharpen their skills, bring them into your company tone and voice, but actually help your entire sales team. Key talking points from today: One of the biggest challenges right now is not the economy, nor spending power, but the fundamental lack of access to quality staff We're heading into a potential recession, why should I be worried about hiring? UK employment passes 75%, with 1.3million vacancies means there are more jobs than people The power has shifted from employer to employee and companies need to react There is too much focus on the recruitment process, in both time and investment, and nowhere near enough allocated to someone joining the workforce 30% of new starters leave within 6 months of joining a company.  Can you afford that to happen for you? 93% of workers interviewed by LinkedIn said they would stay at a company if they were invested in - it is a huge number of potentially retained staff   Key Resources Mentioned in this Episode: To book a 30 minute free consultation click here to, book into Rob's diary. Listen to the MGMP episode on sales call diagnostics. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Today I am delighted to welcome a business connection of mine, Bradley Hatchett from NetworkMyClub onto the podcast.  As sales people, we have a usually very poor opinion of networking.  Windowless, stuffy hotel conference rooms with a poor breakfast and an armful of useless business cards - that is what I think of anyway.  However, with Bradley he is seeking to change the perspective of networking not just for attendees but for venues and hosts.   On this episode, we talk about the pitfalls of bad networking, the value of relationship building, lead generation through networking events and where training sales people to network properly is a fantastic way to generate quality leads, referrals and ultimately sales.   Key talking points from today: Why sports venues are perfect places to drive networking from Making conversation starters not just with a business card The Networking Sandwich - Research - Event - Follow Up The value in referrals Why it is important to keep close to people you meet; don't expect a quick sale- unless they are a unicorn! Why when networking you are representing not just yourself, but your whole organisation. How the pandemic helped demonstrate the value of network The top tips to do it well!  Key Resources Mentioned in this Episode: To discuss our networking best practice, book into Rob's diary. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ Guest profile Connect with Bradley - https://uk.linkedin.com/in/bradleyhatchett Connect with NetworkMyClub - https://www.networkmyclub.co.uk/    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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

You might be opening this thinking well, of course a sales training provider would say now is the best time to train staff!  However, there are genuine facts that show the summer is absolutely the right time to invest in training your team.   Are you seeing the summer ‘slump' where sales staff are demotivated, not engaged and vacant? Is there time that could be dedicated to projects that have no time during busier phases of the year? What quick win training could generate revenue?  How are your plans for Q3 and Q4 lead conversion?    If you're unsure of the answers to any of these questions as a Sales Director or Manager, click the listen now button to find out where opportunities will lie.  Your revenue figures on December 31 will thank you!   On today's episode: The summer sales slump and how it affects your teams motivation and performance Where sports teams shine - during a busy phase How this is a good time to dedicate to training, which may be overlooked during the rest of the year Where opportunities lie to generate quality leads that will convert from September through December How training will help retain your team in 2022 Utilise sales competitions after a training to make the work more fun, and instantly applicable Why you need to differentiate to generate revenue in a challenging, potentially recession, market through H2 2022.   Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. To receive a copy of the case study, Click here Listen to the MGMP episode on sales call diagnostics. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Summer time, and the living is easy? Or should it be more Summer Time and Sales are easy? We think the latter, and on today's episode of Marginal Gains, Maximum Profit, Rob is on hand to discuss the all important tips and tricks for Sales Directors to gain the most out of their team during this season.   Learn why not all decision makers are on vacation, how companies do have budgets and will make decisions on spending money, and importantly how to balance your team being out of office with making sure the right sales work gets done.   For all our listeners in the sports environment, we know how busy the summer is for you but there are valuable lessons in this episode to help continue to guide and motivate through this time.   On today's episode: Why the excuses for not making sales during the summer are mostly invalid How sports teams can utilise the summer to sales success The benefit of progressing outstanding deals and getting them off the table Where opportunities lie for generating quality leads that will convert in Q3 and Q4 Why this is the perfect time to invest in sales training for your team How to utilise long standing, high performers to support new hires and graduates It is a competitive marketplace - time to get ahead of the competition Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. To receive a copy of the case study, Click here Listen to the MGMP episode on sales call diagnostics. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Today, we look at how a sales closing process has maximised revenue for one of our clients.  On the MGMP podcast we talk of the challenges our clients face, and how we can help you overcome these key sales industry challenges.  However, in this episode we talk through a case study of how we worked with a digital marketing business in the sports space to build a closing process that has already converted into revenue.   Around 3 months ago, we delivered the Selling To Corporate “Closing Process Workshop” for this client, and within just weeks they had already converted sales processes that had been in their pipeline for up to 6 months.  This is the wonderful testimonial our client gave us:   “Selling to Corporate provided an insightful and interactive workshop to Samba Digital's sales team, taking into account the international presence and the challenges it brings working on partnerships with numerous cultures in multiple territories. Actionable steps were provided and discussed to refresh and shake up the sales lifecycle process. Jess and Rob provide a fantastic external voice that we have committed to once again for a future workshop“ - Business Development Director   We believe that this workshop can make a key difference to your sales team's culture, forecasting and of course most importantly revenue.  That's why we're delighted to continue offering the Closing Process Workshop for a handful more sessions. Click here to book a free consultation call with Rob now about when we can deliver this to your team!    On today's episode: Why the sales closing process has been a key topic of conversation and workshop training delivery in 2022 How an extended sales lifecycle in some cases, up to 6 months, for clients has caused issues and the workshop overcomes those challenges Don't leave revenue on the table This organisation we helped were doing well, and making revenue (including growing turnover consistently) but they knew they needed help to grow even further How remote working caused issues but our workshop can overcome them Teaching pillars rather than a script to improve sales conversations regardless of territory and culture Creating inclusive sales processes Developing a timescale that is realistic for both client and your company Sharing in successes, and of course in the rejections too so everyone learns Understanding ROI for clients and how you develop that into a closing process Uniform approach - and how this helps when sales people leave or take holiday Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. To receive a copy of the case study, Click here Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

In a perfect segue from our last episode of the Marginal Gains, Maximum Profit podcast where we talked about challenges facing sales teams in securing external leads.  Today we're talking about why it is so important to track your lead conversion rate to improve sales.   Often, especially when sales teams have been so focused on dealing with incoming enquiries, tracking of leads and opportunities has been lost and forgotten. Expensive CRM systems lay dormant, as a smaller sales team just “gets the job done”.  Whilst that may have worked for the past 9-12 months with a buoyant, post pandemic spend market, as we hurtle through 2022 and rising cost of living and interest rates it is much more challenging now to rebuild a system that will allow your team to develop leads.   Without tracking you won't be able to understand what methods are working from a platform perspective, from a messaging perspective nor if your team are identifying the correct stakeholders.   Join Jess and Rob as they talk about the challenges, pitfalls but most importantly how and why you need to do something about this as a sales director or commercial director heading into the 2nd half of 2022.   Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now!    On today's episode: Sales is like Monopoly, but the best part if you can control it Sales teams feel out of control and overwhelmed It is surprising that so many sales teams in companies are not tracking their lead conversions There is a need to be proactive but sales leaders are unable to offer support and diagnostics because they have tracked so little Problems such as a lack of sales calls booked, lack of proposals - it all boils down to the issue that metrics and conversions are not being tracked effectively Lead identification is a major issue Sales teams are undertrained to understand the whole sales process from lead generation, through follow up and ultimately calls and meetings Lead generation does not mean a sale.  It means getting the call that makes the sale. You need data to understand which aspects of the sales process need support People forget to follow up, forget to reach out, forget calls and subsequently end up with lost revenue to competitors   Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. Listen to the MGMP episode on sales call diagnostics. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

On our sales podcast today, Jess and Rob are talking about how a reliance on inbound sales enquiries has severely damaged lead generation across sales teams.  Following the Covid-19 pandemic, consumers were ready to spend and enjoy experiences again, which saw a big uplift in incoming enquiries across the sports, leisure and entertainment sectors.  However, this was a short sighted - let's deal with taking orders - approach, which now as we hurtle through 2022 and toward a potential recession, has left sales pipelines dry.   Not only that, the significant changes in staffing and the great resignation, along with a lack of training and development, means that most sales teams do not have the correct skill set to be able to generate new leads effectively.   If your sales team are not trained now, the remainder of 2022 and 2023 are going to be incredibly tough.   Listen in as Jess and Rob chat about the challenges in the marketplace and offer ideas and suggestions for how to resolve this in your team.  Furthermore, Selling to Corporate ® can work with you to diagnose the issues specifically within your team, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now!    On today's episode: Where Selling To Corporate ® are identifying the challenges and opportunities currently How certain industries like sports and entertainment saw huge uplifts in incoming enquiries that have now fallen away Individuals & companies are attending less events than before, spending more, but leaving gaps that need to be filled Order taking on an incoming enquiry is easy, it does not translate into being a salesperson The great resignation has severely affected the talent pool and skills Teams that have and are training their staff will secure an advantage when it comes to attracting new clients The pandemic has encouraged even more competition for prospective revenue Why LinkedIn Sales Navigator is pointless if your team don't have the skills to identify the relevant stakeholders Knowledge gaps and irrelevant targets are not supporting teams to understand how to sell and the volumes required A recent workshop delivered by Selling To Corporate ® and how sales were actioned within days of delivery   Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. Check out the Future of Sales In Sport - Whitepaper. Want a copy of the case study we discussed?  Drop Rob and email here. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

After an awesome Converting Corporates 2022 event at an exclusive venue in London, Jess and Rob are back to share some of the incredible insights gained during this three day sales masterclass.     As we accelerate through Q2, the business market is busier than ever however some key concerns from B2B and B2C sellers still exist.  Whether that be asking for budgets, talking pricing, negotiating away from discounts or just simply generating real proposals (not just speculative ones!) the issues are mounting up for sales teams.   What may have been a single issue to resolve 12 months ago, it is now likely your team have four or five that need resolving quickly in order to maximise your revenue for Q3 and Q4.   Selling to Corporate ® can work with you to diagnose the issues, help advise on a rectification pattern, quality workshops and much more.  Click here to book a free consultation call with Rob now!    Don't forget, if you missed out on April's event - there will be another one later in the year.  Reach out to make sure you don't miss out again!    On today's episode: An introduction to the main sales challenges and insights discussed and discovered during Converting Corporates 2022  How to convey pricing increases as sales professionals in the current economy Ensure your transformations are clear and solid - you won't need to negotiate on price It isn't a race to the bottom, don't just discount for the sake of it Your sales people are actually really down-trodden and demotivated at the moment Understanding why in 2020 you may have had a single issue to resolve, now as it has been neglected you probably have 4 or 5 problems Are your sales proposals actually qualified or are they being sent just to hit KPIs? Why your sales team need to understand commission and bonuses and how it will impact them in the real world not just the office Accountability for your actions Sales increasing from clients we delivered workshops to almost immediately   Key Resources Mentioned in this Episode: To book a free diagnostic consultation click here to book into Rob's diary. Listen to the MGMP episode on sales call diagnostics. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

On MGMP today we are talking about incentives for sales teams and how that relates to their KPIs and targets.  Joined by special guest, Mike Stanfield of the New Orleans Saints and Pelicans, and talking candidly about cash incentives, staff motivation to make sales and his recent experience dropping $12,000 in cash right into the middle of his sales team and their reaction to a challenge to win this cash.   Mike also talks about the key issues surrounding the “great resignation” and how he works tirelessly to provide cultural opportunities, challenges and realistic expectations to encourage, motivate and retain their sales team.  Why investing in people is so important, and where the first team's culture of success translates into office success.   Candidly, Mike offers an insight into the quality of ownership and where sales is valued so highly as generating the revenue that allows the General Managers to invest in on-field performance.   Jess and Rob have talked extensively about KPIs, targets and rewards for corporate sales teams across 2020 and 2021.  However in 2022, is it fair to say that sales people are still money hungry? Or is there more to the sales staff mindset now after the pandemic and a more hybrid working environment?   Selling to Corporate ® can work with you and your team to look at where opportunities lie to improve the targeting of your team, leading to increased revenue, happier staff, and better morale. If you're looking to make this happen quickly in Q2,  Click here to book a call with Rob now!      On today's episode: The history of 23 years in sales at the highest level [1.00] Dropping $12,000 in cash into the office as an incentive, where did this idea come from? [03.33] Trying to create fun and exciting sales environments that motivate post-pandemic [06.07] Look in the mirror - it is your biggest competition [07.12] Why failing is a key to success [09.17] The fear of feedback, the fear of failure, the fear of decisions in sales [10.22] Sales staff retention through incentives [13.00] Everyone is on a level playing field - from the superstars to the interns - the importance of building that culture to make money [15.31] If we don't make revenue we can't invest in the team. [16.00] The future of generating leads and sales [17.45] How important it is to have flexible metrics to offer opportunities to all different types of sales person in the organization [20.02]   About Marginal Gains, Maximum Profit: The Podcast Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!  Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. Key Resources Mentioned in this Episode: To discuss our sales closing process workshop, book into Rob's diary. Check out the Future of Sales In Sport - Whitepaper. 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 our Top 5 BDQs here and start getting quality information from your prospects. How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ Guest Information: As Senior Vice President of Sales of the New Orleans Saints and New Orleans Pelicans, Michael Stanfield is a key member of the front office for both clubs. The long-time sports administrative executive is responsible for overseeing the entire consumer and corporate sales efforts for both the New Orleans Saints and New Orleans Pelicans, the two revenue-generating facets of both organizations. For more about Mike, click here. 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

On MGMP today we look in depth at why having a sales closing process is absolutely vital to securing significant revenue in 2022.  Perhaps you are bored of your sales team constantly sending proposals for them to come to nothing?  Or maybe you have sales processes that are lasting 3, 6 or even 9 months.  That can all change as Jess and Rob talk through the challenges, and transformations you could see from implementing this process. In a recent online poll via LinkedIn, Rob discovered that around 30% of sales professionals who responded were seeing proposals take more than three months to convert from pipeline. These numbers are unacceptably long, and today we'll explain why. It is important to remember that conversions don't always mean a sale.  Sometimes a conversion can simply be a no that wipes it off the long list, deals that might never have deserved to be in your forecast, and allowing your sales team the freedom and opportunity to generate more leads, more proposals and more revenue. Even better, if you're looking for a quick, easy and cost effective solution -  Selling to Corporate ® have created a workshop based on current client delivery on this very topic!  Click here to book a call with Rob now!  On today's episode: Why we're currently running workshops on the sales closing process and how our industry knowledge has driven change for our clients [03.25] How a proposal process needs to be validated before even considering a closing process [07.24] Champagne on a beer budget - it doesn't work [09.00] The reason sales people are scared to close? They don't have enough pipeline! [11.57] Why good sales people can't train, and how fundamentals are being lost [16.42] The focus shouldn't be on poor proposals you need to consider the whole process [20.22] The deal size is irrelevant to the close pattern [25.08] Contact Rob to discuss how the closing workshop can work for your business! [26.56]   About Marginal Gains, Maximum Profit: The Podcast   Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. Key Resources Mentioned in this Episode:   To discuss our sales closing process workshop, book into Rob's diary here - https://corporate.selltocorporates.com/contact-us/    MGMP episode on sales call diagnostics: https://corporate.selltocorporates.com/why-diagnostics-are-vital-to-successful-b2b-sales-calls/    Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review:  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.   Today Rob brings up one of the most talked about topics he has seen on recent sales consultations.  Qualified leads!  As Jess and rob both know, irrelevant metrics can be the main cause of the vast quantities of leads generated by sales staff that remain unactioned.  The problems however go far deeper than this - into the skills of the sales executives, their understanding of a follow up process, and whether Sales Directors understand the B2B lead to call to proposal conversion rates.   On today's episode: There are huge amounts of wasted time by sales execs aimlessly adding names to a database to appease irrelevant metrics [01.24] Limited time in your day - why waste it just on quantity of leads generated? [05.23] An increase in volume is often akin to a decrease in quality [09.24] Do your sales executives understand who they are trying to target? [14.20] You have to get your sales team to buy into making changes and improving their skills before you can see real gains [19.17] Don't beat your team with a stick.  Give them incentives.  What speaks to a sales exec more than prospective increase in commission! [20.15]     Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/   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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.   On this episode, Rob is joined by guest James Cluskey, a former ATP tennis professional turned businessman.  James offers insights on the importance of utilising key contacts and referrals, leveraging connections, using the news to open doors and the transferable skills from the tennis court to the boardroom.   A whistlestop tour also includes some insights from James' close friend, Sir Richard Branson.   On today's episode: A real feeling of optimism in the B2B corporate sales space as we start 2022 [0.29] How high performance on the sports field can translate into success in the sales office [04.07] Resilience is a key learn [05.12] Good days and bad days - the vision to continue to be successful through learning and personal development [08.40] The importance of investing in your people when it comes to their happiness, performance and retention [14.20] The value in reading the news and utilising it to generate leads and have better conversations with referrals [17.45] Insights of Sir Richard Branson and how just asking the question got James to Necker Island [21.03] Why connections are valuable, even if you can't necessarily work with them right now [26.04] How real life connections is similar to where LinkedIn once was - but is not now [29.04]   Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/   Guest Information Connecting with James -  https://www.linkedin.com/in/james-cluskey-5bb8376a/    James Cluskey is a former ATP tennis professional, who reached a peak ranking of 145 in the world in doubles.  He won 16 titles across the ATP Challenger & ITF Futures Tour and represented Ireland at the Davis Cup.  Following retirement, he has engaged in a variety of business activities including becoming a published author, public speaker, and more recently founder of GiveLearn an online, high performance development platform.  In addition to this, he also teaches Sir Richard Branson how to play tennis and is a regular at Necker Island. 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Jessica Lorimer has been in the online sales business for 8 years as of this episode! She runs a corporate sales training consultancy, has a 12 month mentorship programme, and does annual live events as well. She's also the host of the Selling to Corporate Podcast! In this episode Jessica and Suzanne discuss issues that she's experienced with Intellectual Property infringement, the number of cease and desists letters she's sent out, how she's trademarked her business name (and what legal issues that has helped her to avoid), as well as what is the absolute worst thing that can happen to her legally within her business! We cover the importance of having force majeure clauses, limited liability clauses and consequential loss clauses in your contract!    In this episode [3:30] How many creative ways can your intellectual property be taken, copied or otherwise infringed upon? Jessica tells us in great detail the many ways she's experienced! [6:00] Can you guess how many cease and desist letters Jessica sent out in 2021? [9:10] What is one great way to save yourself thousands of pounds on lawyers and avoid legally pursuing every possible infringement? [11:35] How has Jessica's decision to trademark Selling to Corporate paid off? [14:50] What is the worst that can happen to Jessica in her corporate sales business? [21:30] What could possibly be worth all of the time and money spent on getting yourself legally set up and protected?   Learn more about Jessica Lorimer! https://selltocorporates.com   Listen to Jessica's podcast: https://podcasts.apple.com/us/podcast/selling-to-corporate/id1469526548   Learn more about the Legal Academy that Jessica is such a huge fan of and that has kept her business safe and secure while keeping her costs at a minimum: https://www.smallbusinesslegalacademy.co.uk/sbla Find the resources mentioned in this episode! www.suzannedibble.com/podcast   The contents of this podcast are provided for information purposes only and are not intended to amount to advice. You should not rely on any of the contents of this podcast. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this podcast. Suzanne Dibble and Niche Legal Solutions Limited disclaim all liability and responsibility arising from any reliance placed on any of the contents of this podcast (other than in relation to matters for which is not legally permissible to disclaim liability).   In this episode [3:30] How many creative ways can your intellectual property be taken, copied or otherwise infringed upon? Jessica tells us in great detail the many ways she's experienced! [6:00] Can you guess how many cease and desist letters Jessica sent out in 2021? [9:10] What is one great way to save yourself thousands of pounds on lawyers and avoid legally pursuing every possible infringement? [11:35] How has Jessica's decision to trademark Selling to Corporate paid off? [14:50] What is the worst that can happen to Jessica in her corporate sales business? [21:30] What could possibly be worth all of the time and money spent on getting yourself legally set up and protected?   Learn more about Jessica Lorimer! https://selltocorporates.com   Find the resources mentioned in this episode! www.suzannedibble.com/podcastresources     The contents of this podcast are provided for information purposes only and are not intended to amount to advice. You should not rely on any of the contents of this podcast. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this podcast. Suzanne Dibble and Niche Legal Solutions Limited disclaim all liability and responsibility arising from any reliance placed on any of the contents of this podcast (other than in relation to matters for which is not legally permissible to disclaim liability).

  Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.   Jess and Rob look at why diagnosis of problems makes a successful B2B sales call.  If you are a corporate sales executive looking at why your leads and calls are not converting into proposals and sales, or a sales director with a poor converting team - this podcast is vital at explaining how and why this is happening.   On today's episode: I've always sold this way, I know exactly what my client wants before the call even happens - wrong! [02.00] Working from home has led people to become lazy at asking those probing sales questions to corporate stakeholders [04.58] Nerves are increasing on sales calls because execs are not booking as many [08.12] There's no osmosis between sales executives in a work from home or hybrid environment [09.59] You don't need to be a product expert to sell.  Let's change that myth [14.49] Metrics are unfashionable but how can you assess or improve your sales team with no data? [19.35]   Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.   On today's episode of MGMP, Jess and Rob look into a very key topic to make revenue - market mapping.  How often do you as a sales professional take a step back and assess who you are trying to sell to?  Maybe you have FOMO about focusing on a specific industry?   Don't panic! Listen to today's episode to understand how a focus market can help you and your wider sales team in 2022.     On today's episode: Why skepticism of a very niche focus is normal [04.02] Sales Directors and business owners need to make their sales teams more privy to why a focus is important, and how switching up can cost [08.11] How you can become your clients key contact - even 10 years later - just by focusing and being consultative [09.12] Quality referrals follow - and you can leverage them much more effectively than if you were operating too broad [14.01] The guilt of taking time to plan [18.48] How the focus means you'll make more revenue and hit those targets [23.24] With remote and hybrid working how the ‘first 90 days make a sale' time has passed [28.11]   Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   Rob's recent article on Market Focus, specific to the Cyber Security sector - https://bit.ly/Top3MarketSectorsForRansomwareCompanySales22    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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. For the first episode of 2022, it is not full of hope and cheer.  Jess and Rob talk about the monumental challenges facing sales teams in 2022, having to recover not only 2 years worth of pandemic revenue but also to be able to pay for the huge hiring costs companies are facing.  With new hires needed, and the average UK salary increasing between 15%-50% there is only one team set to face the bill - sales.   It is vital that sales teams receive investment in 2022.  In order to cover this shortfall.  Cost savings, and tech investments will not yield the returns required.  Simply put - as a Sales Director reading or listening to this episode, you need to think about making team investments now to at the bare minimum achieve the financial targets your company will set.     On today's episode: The true cost of new hires in 2022 [02.30] How much more revenue your sales team will likely need to achieve [04.56] Senior leadership won't commit to spending on sales training but somehow expect higher results [09.17] Cost savings won't cover the shortfall of revenue needed [13.52] Identifying where your sales team currently are [17.03] Book a free call with Rob to chat about diagnosing opportunities [21.28] Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Today's guest is Jessica Lorimer. Jessica is the founder of an organization out of the UK called, Selling to Corporate, and of course, that is her specialty! For many of you listening, this is an area that you would really like some insight into: how to tackle the ever increasing challenges of successfully selling to large companies to further your success. Jess has over 15 years experience in sales and is the UK's leading B2B sales expert. She has worked with over 10,000 entrepreneurs in the last seven years and is responsible for helping hundreds of entrepreneurs sell 5 to 6-figure contracts to corporate organisations across the globe. After listening to today's episode, visit Jess' website for access to her free Create a Corporate Revenue Stream webinar!

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. To celebrate the final day of 2021, Jess & Rob are looking at their thoughts on what key market trends we will see in sales for 2022.  Using all of their knowledge and experience of over a decade in sales, alongside their extensive work in 2021 - Jess & Rob offer some great tips, tricks and pointers for all sales leaders to get their team ready for 2022.     On today's episode: There are some exciting trends for 2022, let's kick off with one - Cold Calling is making a comeback! [02.55] LinkedIn fatigue is real - and cold calling (along with cold emailing) is the antidote [06.25] The Great Resignation of 2021 - and how it will affect you, your sales team and your revenue for 2022 [07.57] Optimistic forecasting because of a new diary [11.30] Sales people suck at Lead Generation [14.35] Negotiation and Pricing is going to be vital in 2022 in this competitive marketplace [19.16] 2022 will be very client driven [19.53] Larger businesses are lethargic with business development, team training and hiring - big chance for the smaller business to take advantage [22.16] Even if you are in a good place ,look at the reality of 2022 you cannot just keep blaming Covid for performance [25.41] You need to adapt, past years performances are gone.  We're in a new world now. [27.00] Key Resources Mentioned in this Episode:   To book your free 2022 market insights call with Rob, rob@Sellingtocorporates.com   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. As 2021 draws to a close, Rob and Jess talk about a key topic at the moment - conversion rates from proposals.  Whilst the words ‘strike rate' might conjure up sporting connotations, the team at MGMP are leading you through the pitfalls and positivity of analysing your conversion rates.  A worthy pre 2022 task!  Jess and Rob talk about the full process, where problems can arise, and how sales managers & directors can utilise an assessment in a positive way.   On today's episode: A huge thank you to all of the MGMP listeners for their consistent listening, feedback and business in 2021 [00.55] Why conversion rates are a key sales success metric [05.24] Why in 2022 you will have to work harder and smarter for every sale [10.23] Don't stigmatise identifying issues, instead use a 3rd party to help you deal with it and flourish [15.17] How the Covid-19 pandemic has changed the sales environment forever [20.12] LinkedIn just doesn't work for qualified sales leads right now, and how this is impacting the conversion of sale percentage [25.10] How are your team qualifying their conversations? [30.11] At the bare minimum, assess the structure of your sales teams business development calls [34.20] Most sales people undersell or don't sell the right thing because they didn't diagnose it correctly [39.06] Contact Rob to chat more about how Selling To Corporate © can help your sales team flourish in 2022!!  Link below [43.44]     Key Resources Mentioned in this Episode:   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   To book your free market insights call with Rob, rob@Sellingtocorporates.com   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

The Empowered CEO Interviews: Jessica Lorimer Talks Entrepreneurial Mindset, Imperfect Actions & Making Your Own Path Through Business & Life

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!  Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. Following on from their incredibly popular episode on Negotiation, Jess & Rob delve deeper into the problem of pricing - or more precisely, why you should not drop your prices and offer wild discounts to try to win business.   Navigating this challenging topic, one sales executives don't like talking about  - Jess & Rob look into the mentality, the why's and why not's of pricing, discounting, negotiation and client relationship.   On today's episode: Is it really December already!? [00.24] Black Friday and the perfect segue into pricing & discounting [02.03] Why Apple understand discounting by not offering them! [04.32] The economic challenges are not going away.  Omicron is here. [10.00] Why the UK Energy Sector is the perfect example of why a race to the bottom of pricing does not work [15.06] The danger of discounting [17.00] Panic and fear, and giving the client all of the control [19.34] We aren't teaching salespeople how to qualify budget, pricing, interest right at the start and this causes issues later [21.24] USPs. What are they. How to leverage them. [23.11] Giving sales people the ability and confidence to say no [28.28] How Selling To Corporate ® has a 72% retention rate of clients [31.15] Without a budget, I won't even write a proposal [35.55] Forecasting is out of control without a quality pricing process [39.47] Key Resources Mentioned in this Episode: Sales Negotiation Workshop - Email: rob@Sellingtocorporates.com Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/ 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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions To book your free market insights call with Rob, rob@Sellingtocorporates.com How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion. As 2021 draws to a close, join Jess & Rob as they navigate the key topic of negotiation - a skill that has even more value in this incredibly competitive marketplace.  Deep-dive into the importance of a sale & negotiation being a mutually beneficial situation, how key your business USPs are and why boundaries need to be part of your sales playbook.   Along the way, hear about Black Friday (and why sales don't work in B2B) and even a recount of a victory at Cluedo…   On today's episode: Black Friday and why it doesn't work for B2Bs [03.33] We're thinking about deals, and that means we're talking about negotiation and a good deal for everyone [6.38] A walkthrough of the common issues facing sales teams at the moment in the market [7.51] Winning is winning.  Or is it? [09.49]  Normalising negotiation and its importance [11.00] Is it confidence of the sales person, or education of the client that lacks the most? [13.29] Your clients are much more picky - they are the ones getting the ‘footfall' not you [15.28] How are your team negotiating with clients? [16.39] The difference between profit & revenue in negotiating a good deal[20.00] Client case study on increasing revenue from a renewal [23.16] The cost of renewing at a lower rate overall -refocus your sales teams view [25.19] Let's talk about the cost of added value [28.49] The Selling To Corporate ® ‘Negotiation Skills Workshop' is now live for purchase with a few spots left in January! [30.00] Key Resources Mentioned in this Episode:   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   To book your free market insights call with Rob, rob@Sellingtocorporates.com   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Welcome to the Marginal Gains, Maximum Profit podcast: where seasoned B2B sales professionals go to get the best new sales tips, techniques and trends to maximise their sales results. With clear advice, guidance and special guests, Marginal Gains, Maximum Profit is here to help sales professionals make simple, key changes that generate better results - in any economy!    Join Jess Lorimer and Robert Cutler of Selling to Corporate ® as they analyse the market and show you how to navigate mindset changes, new lead generation strategies, hiring 'how-to's and of course, those strategic sales techniques to see you into your next promotion.   On today's episode, we dive into an issue that is very close to Jess' heart - not saying “How Are You” on client calls.  You might be thinking - heck that is rude! But actually it isn't.  Over the course of this brief but impactful episode, you will learn about why it is a dangerous closed question and how it can entirely derail all of your effort to secure the call with that client in the first place.  Keep your clients on track with solid agendas, leading to happy stakeholders and happy sales executives!    On today's episode: This is an absolutely key - if controversial - topic about the importance of keeping your calls on track [02.39] Not in the usual territory as a British sales executive - let's get more direct [03.19] How are you does not make rapport [05.00] The dangers of 20 mins of your 30 mins call becoming about their life, covid, dog, home life… [06.38] It shows unpreparedness [08.18] Set that agenda. Be professional. Set expectations. [10.00] Building real rapport and discussing real topics [10.46] It is a closed question - and here is why [16.00] Are your sales executives building rapport and demonstrating credibility? [19.09] Doing the basics well makes you memorable [20.42] Don't be fluffy [21.54] Clear communication is difficult, and sales people have a bad reputation - but the stereotype is justified [23.48] Want your sales executives to do the basics better?  Contact Rob! [24.04] Key Resources Mentioned in this Episode:   Future of Sales In Sport - Whitepaper: https://corporate.selltocorporates.com/whitepaper/   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 our Top 5 BDQs here and start getting quality information from your prospects: https://bit.ly/STCTop5BDQuestions   To book your free market insights call with Rob, rob@Sellingtocorporates.com   How to leave a review -  https://selltocorporates.com/how-to-leave-a-podcast-review-on-itunes/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

In this episode: Why you should consider selling to corporates Income versus impact How to select the right corporates for you Lead generation Business development calls Getting referrals Sally chats with Selling To Corporate founder Jessica Lorimer about how selling to corporates can be a great way to grow your business. Jess explains to Sally why she decided to focus on b2b selling over b2c for more targeted, higher revenue-generating results. Jess shares how selling to corporates as a supplier provides a better work life balance and can provide great cash flow for your business. Jess explains how integrating a corporate revenue stream can help fund certain areas of your business, such as marketing and advertising perhaps, but how it doesn't have to be your primary income source. Sally and Jess look at how you select and approach corporates and how this technique differs from b2c selling. Starting small and being targeted and specific will yield bigger results, Jess recommends starting by picking an industry. Any industry! She also talks through best practices for lead generation and business development calls and how to refine the sales process. Message from this episode – don't disregard corporates, they add lots of revenue to your business! Selected links from this episode Check out Jessica's podcast Selling to corporate Connect with Jessica on LinkedIn Connect with Sally on Instagram@thepricingqueen LinkedIn Like what you hear? Don't forget to rate and leave a review to help spread the word! The Pricing Queen podcast is produced by Decibelle Creative

Do you ever wonder if you’re focusing too much on content creation without seeing a huge return on investment? Perhaps you feel like you’re on every social media platform to garner visibility and build a viable presence… but it’s just not paying off in attracting corporate / B2B clients? We all know that I’m not a huge fan of social media platforms - but they can have a part to play in developing your B2B sales strategy. So in this episode, I’ll be candidly sharing how you can choose to employ social media platforms in your sales process to support you in generating more leads, having better credibility in your space and signing more clients. I’m sharing; Why Quarter 1 of 2021 isn’t looking too shabby on the corporate sales front (and why you shouldn’t be stopping your sales activities or waiting for the ‘right’ time to sell!) (01:03) The simple reason that social media is killing businesses - and how you can avoid it. (04:20) Whether stakeholders really use social media - and what they’re looking for when they scroll (06:12) The top two platforms you want to be using to generate visibility, leads and support your sales strategy. (08:13) How (and why!) you can avoid social media altogether if you want to successfully sell to corporate organisations. (10:05) Which top sales film demonstrates that social media is an unnecessary B2B sales tool. (12:04) Four quick alternatives to using social media as part of your corporate / B2B sales strategy. (14:48) How we make proactive sales strategies harder than they need to be - and why we choose not to reframe them. (17:02) The importance of self-quarterly performance reviews and why you need to implement them. (19:00) The core difference between brands who sell to consumers/ individuals and the brands who sell to other organisations (20:37) Why it’s more important to dial down on using platforms that your ideal clients use. (22:51) The major difference between LinkedIn and any other social media platform (and why it makes a better supportive sales tool) (24:28) How we’ve been taught to dilute our content for the masses - and why that’s problematic to sell our services to smart stakeholders. (29:11) How Google can support your inbound B2B lead generation. (31:01) The four things you really need to be considering if you decide to create social content for corporates. (33:33) Why information doesn’t help you sell (and what really does!) (36:09) How the way you engage on social media platforms can ruin your opportunities of making the sale - and what to watch out for in your own online behaviour. (39:09)   Plus, you’ll get to hear about some of our awesome C Suite ® participants and how they’re using (or completely avoiding!) social media to see their best business results. Key Resources Mentioned in this Episode: 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 now: https://bit.ly/join-the-c-suite 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! http://bit.ly/convertingcorporatesbundle How to leave a review - http://bit.ly/howtoreviewmypodcast Book an exploratory chat with me! I’m offering the final 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, book it here now: https://bit.ly/corporateexploratorysession 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: https://bit.ly/top-5-business-development-questions Episode 27: How to Know If The C Suite ® is right for you: https://selltocorporates.com/episode-27-how-to-know-if-the-c-suite-is-right-for-you/  Episode 12: Make Content Creation Simple and Successful: https://selltocorporates.com/episode-12-make-content-creation-simple-and-successful/ More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

**I am now over on the Selling To Corporate Podcast: http://bit.ly/Apple-Selling-To-Corporate-Podcast. Head on over if you are interested in adding a corporate revenue stream to your business** **Have you ever considered starting a podcast? My podcast producer and I have put together everything you need to know to get your very own podcast off the ground! Check out Podcasting That Pays today: http://bit.ly/Podcasting-That-Pays!** It has been my absolute pleasure to have recorded 300 episodes of the Smart Leaders Sell Podcast for all you poddies out there and I have enjoyed and appreciated all the dog walks, runs and shopping trips you have taken me on as well as the lovely reviews and emails you have sent me over the past three years! Sadly this is the last episode but you will still be able to catch up and listen to the other 299 on Libsyn and iTunes and any other podcast player that you have been using to listen on. My advice to you would be to start from the very beginning but feel free to email me if you need a recommendation. Today’s episode is not just saying goodbye, I’m also sharing with you the future of my business, selling to corporate. If you would like to know more about this head over to my Selling to Corporate Podcast or send me an email. Thank you again for tuning in each week and remember, it’s your business and you have to love what you are doing otherwise no one else will. I’m sharing with you; The key takeaways from the Smart Leaders Sell Podcast to implement in your business Understanding how to stay focused and disciplined in the current climate The importance of setting and completing your daily activities tasks How you can create a podcast that generates leads which then can generate sales Quotes: ‘If you want a business and not an expensive hobby, then you have to make sales and you have to prioritize sales activities.’ ‘I'm disciplined in my own way.’ ‘The only way you're ever going to make more money in your business ever, if you're not currently making the money that you want to make is to invest in your sales skills.’ ‘I've always believed that the things that I choose to do, will pay off.‘ Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ The Selling to Corporate Podcast http://bit.ly/Apple-Selling-To-Corporate-Podcast Email Jess Jessica@JessicaLorimer.com Email Scott, podcast producer Scott@scottdoucet.ca The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Sales Scripts and Objection handling guides http://bit.ly/SS-and-OH-Guides Podcasting That Pays https://www.products.smartleaderssell.com/podcasting-that-pays Products and Courses https://smartleaderssell.com/products-and-courses/ Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Tender processes to secure large corporate contracts can be challenging. And yet, when people think about selling their services to corporate organisations, they naturally assume that they’ll end up having to navigate tender/ bid processes at some stage.  But do you really need to bid for large contracts? And if you want to win high ticket sales, do you need to go through large tender processes? In fact, if you’re newer to selling your services to corporate organisations, you might be wondering what a tender process even is - and what it requires.  That’s why I’ve popped this episode together; to make sure that you’re able to decide if you want to work on tender / bid contracts, what you’ll need to understand about those sales processes and the way to navigate them correctly if you decide that it’s the best option for you. In this episode, I’ll be sharing; Why tendering for projects or corporate contracts is a global topic of discussion. (05:18) The definition of ‘tendering’ - and what it means for external suppliers who are thinking about selling their services to corporate organisations. (07:42) What the tender process looks like for external suppliers. (08:06) Industry types that use tender processes (and whether it will impact your sales process) (09:10) What benefits a tender process has for an organisation who are looking to outsource/ hire external contractors/ hire external suppliers for specific projects. (09:28) The two best areas that tender processes are focused to get the best opportunities (10:06) Common reactions to the tender process and deciding which group you fit into. (10:31) What a tender document is and what you’ll need to think about in order to successfully navigate a bid/ tender process. (13:55) Documents provided by the organisation during a tender process and what you can expect. (14:47) How your internal champion/ key stakeholder can support you in your tender process. (16:04) The one, simple thing to remember to help get a successful outcome. (17:41) How the mainstream media are responding to tender requests and how that impacts your own bidding. (18:34) The importance of references, case studies and testimonials during the tender process. (19:44) Company financials and how they relate to the tender process. (20:52) Why you need to check the key requirements before deciding to put in your bid. (22:36) The evaluation process and what you can expect. (23:00) Using the evaluation scorecard to support your future sales processes. (25:03) Whether or not you need to participate in tender processes to win six figure contracts. (26:04) Considerations that you’ll need to make if you work outside of a preferred supplier list/ process. (27:50) Retrospective preferred supplier processes and paperwork that you might need to consider if you win contracts outside of tenders/ bids/ PSLs. (30:23) Pros and cons to working with tender processes and contracts. (32: 05) Plus, we have two spots left to join The C Suite ® in January where you can be celebrating signing huge contracts without using tender processes. Key Resources Mentioned in this Episode: Get on the waitlist to 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: https://bit.ly/join-the-c-suite 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! http://bit.ly/convertingcorporatesbundle How to leave a review - http://bit.ly/howtoreviewmypodcast   Book an exploratory chat with me! I’m offering the final 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, book it here now: https://bit.ly/corporateexploratorysession 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: https://bit.ly/top-5-business-development-questions More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Following on from the last Smart Leaders Sell podcast where I shared my top tips on how to plan your first week back, I wanted this episode to follow on with how you can plan during these times when the world is a bit more challenging, and when you are coping with more than normal. We are all aware that, for the foreseeable future we are in lockdown. External changes have been made out of your control, you may now be homeschooling or caring for relatives on a longer term basis.  Your time constraints may have changed due to different commitments you now have so where does your business fit in and how can you still maintain it when life is pulling you in so many different directions. This episode is designed to help you understand how to plan during challenging times. I’m sharing with you; Learning the meaning of self care and the importance of implementing it into your working day Understanding the science behind the fight and flight responses, how they can affect your physical abilities in your business and the steps you can take to balance this out  The importance of prioritising the practicalities in your business, sales activities, visibility/ branding and client expectation Quotes: ‘In order to understand how we need to plan differently during times that are more time lunging, we have to understand why planning during adversity or challenging times is different.’ ‘You can't beat yourself up about external decisions that other people have made for you.’ ‘You've got to start thinking about how you're integrating self care into your life and what that looks like.‘ Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ The Selling to Corporate Podcast http://bit.ly/Apple-Selling-To-Corporate-Podcast Email Jess Jessica@JessicaLorimer.com The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Sales Scripts and Objection handling guides - http://bit.ly/SS-and-OH-Guides Products and Courses https://smartleaderssell.com/products-and-courses/ Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

As we head into 2021, it’s a good time to start thinking about managing different types of selling situations. One of the most common situations that occurs as we start to sell more and submit more proposals, is that we can end up seeing more rejections - and often, salespeople will avoid looking at why proposals have been rejected and move onto the next deal. But is that really what you should be doing? And could avoiding the issue actually be ensuring that you lose out on more deals? This episode is for you if;  You have recently started or are regularly submitting sales proposals to corporate organisations. You’ve started seeing rejections or you’ve noticed that your ‘close rate’ is lower than 60% You want to know what you can do to increase your opportunities after a sales proposal has been rejected. You want to understand how to handle proposal rejection in a clear, consultative way that helps you close the deal next time! In this episode, I’m sharing; A brief overview of the new UK / world coronavirus restrictions and what that means for external suppliers who are selling B2B in 2021. (01:57) Why you might be experiencing an influx of proposal rejections - and why that’s a good thing. (07:42) The average close rate for proposals at Selling to Corporate HQ - and what that means for your business/ metrics. (08:22) The reason that it’s important to acknowledge and normalise failure - and how it can help your future close rate. (10:06) How deal pipelines can contribute to your weekly metrics and how you can use them to increase your proposal close rates. (12:04) The most common (and little known!) reason that salespeople get stuck in a ‘no sale’ cycle and how you can avoid hitting the wall. (13:36) Understanding why your proposal was rejected - and know how to appropriately define where the core issues lie. (16:24) The core difference between self assessment and self flagellation - and how one will be more beneficial when it comes to improving your proposal creation process. (19:17) Why asking for proposal feedback is an integral part of understanding why your proposal was rejected… and why you shouldn’t be afraid to ask for feedback or constructive criticism from a stakeholder. (20:27) Learning from a hiring manager; how being open-minded can ensure that you’re the first choice next time. (21:48) Key things to remember and consider when you’re asking for constructive feedback on your proposal. (23:04) Understanding and building the best proposal follow up process to ensure that you get the best opportunity to set yourself up for success after a rejected proposal. (24:06) Plus, the doors are about to open for three new participants to join The C Suite ® in January and have their BEST B2B sales year yet! Make sure that you get yourself on the waitlist for doors to open next week..!    Key Resources Mentioned in this Episode: Converting Corporate 2019 Event Recordings: https://www.products.smartleaderssell.com/cc2019-recordings1597228263841  Get on the waitlist to 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: https://www.products.selltocorporates.com/jointhecsuite How to leave a review - https://selltocorporates.com/how-to-review-my-podcast/ Book an exploratory chat with me! I’m offering the final 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, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999 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: https://www.products.selltocorporates.com/businessdevelopmentquestions More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

The first week after any break is always incredibly tough, our brains are sluggish and can’t get out of holiday mode, the ‘to do’ list you prepared at the end of last year is making you panic and you just don’t know where to start !! Today’s podcast is going to help you reignite your brain and get back into business mode. So, if like me you’ve spent the past couple of weeks winding down, relaxing, sleeping and switching off from anything business related tune in and implement my top tips on how to plan your first week back. I’m sharing with you; How it can be more damaging to begin your first week back firefighting rather than taking it at a slow and steady pace. The importance of flexibility upon your return, work out what is business critical to do that week then ease yourself back in gently with everything else Make sure you inform your clients are given up to date information on any key dates or changes How a positive attitude can get you through the week   Quotes: ‘Just making sure that you're flexible schedule allows you to have some rest and recuperation time.’ ‘Make sure that you take care of yourself, you are only one person.’ ‘It's always tough to get back into the swing of things after we've had any kind of time off. And this year is no different to others. ‘ Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ Email Jess Jessica@JessicaLorimer.com The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Sales Scripts and Objection handling guides - http://bit.ly/SS-and-OH-Guides Products and Courses https://smartleaderssell.com/products-and-courses/ Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/ 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

** Happy Christmas STC Listener! If you’re feeling full of festive cheer and want to leave a review, then now is the perfect time..! ** And if you’re ready to get your head back into business, then today’s episode is here to help.  Have you ever thought; ‘Why would corporates really need ‘little old me’ to help with [PROBLEM]?’ Then this episode is for you! Over the last twelve months, I’ve had a lot of listeners who’ve jumped into my email inbox feeling like they might be too ‘small fry’ to successfully sell their products/ services into corporate organisations… and whilst it’s normal to feel a little overwhelmed about adding a corporate revenue stream… it’s also not the best attitude to create more corporate sales in 2021 and beyond. In order to make sure you head into 2021, equipped with the knowledge and ability to know your value with corporate organisations (even if they have internal resources in your area of specialism) I’m making it super easy to understand why corporates need you - and how you can help show them that too. In this episode, I’m sharing; What we’re really asking when we want to know if corporates want to work with smaller/ solo suppliers (03:56) How the landscape has changed; what did organisations used to prioritise when buying from external suppliers? (06:00) Why awareness is about marketing… and sales is only about sales activities. (11:29) Why agility is important for corporate organisations - and how you can bring that to the table as a smaller/ solo supplier (14:37) How smaller suppliers can win the negotiation game. (17:21) How corporate organisations are learning to love customised offerings and the difference they’ll make to your bottom line. (20:19) The key difference between internal resource and specialist resources (and how it impacts your sales process) (21:43) How to effectively ‘back yourself’ as the preferred supplier for corporate organisations (26:40) So if you’ve been thinking about how you can position yourself favourably - regardless of whether or not a corporate organisation has internal resources? Then make sure you listen to this episode and start implementing in the New Year! And of course, we’ll be opening up three spots to join The C Suite ® in January 2021 - so make sure you scroll down to grab that waitlist link and get your spot in order to have the best sales year in your business! Key Resources Mentioned in this Episode: How to leave a review - https://selltocorporates.com/how-to-review-my-podcast/ Get on the waitlist to 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: https://www.products.selltocorporates.com/jointhecsuite Book an exploratory chat with me! I’m offering the final 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, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999 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: https://www.products.selltocorporates.com/businessdevelopmentquestions More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

The Empowered CEO Interviews: Jessica & Lucy Talk Entrepreneurial Mindset, Imperfect Actions & Making Your Own Path Through Business & Life

If a six figure year is the driving force behind your business then this episode is especially for you.  I’m sharing with you today some key takeaways which have proved successful for other people in achieving their goal of a six figure year. And I’m also sharing a few stories of some of my clients who have actually achieved this figure and more. So if you’re already thinking about the challenges that next year may bring why don’t you take action on the following to achieve your six figure dream. Why you need to be building relationships by the use of sales calls. Not only are you creating connections you will be taking the time to get to know your clients and creating a more successful sales process.  How you will gain consistent sales by running a sales activity every day. It’s not the most glamorous part of your business but it’s what you need to do to keep a steady revenue coming in. Quotes: ‘What's important to me is getting somebody who really wants to embrace my methodology.’ ‘The sales activities we do every single day might not lead to immediate sales every day. But they will lead to consistent sales coming in over regular periods.’ Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ Email Jess Jessica@JessicaLorimer.com The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Sales Scripts and Objection handling guides - http://bit.ly/SS-and-OH-Guides Products and Courses https://smartleaderssell.com/products-and-courses/ Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/   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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Is your fear of being trolled or bullied online holding you back from being visible and building your online audience? Maybe you've been trolled or had to deal with copycats and you're not sure how to handle it? If ANY of that resonates with you then this special podcast episode recorded at my LIVE online event 2021 Sorted is a must-listen. You'll hear from four online business owners: sales expert Jessica Lorimer, blogger Natalie Lue, passive income expert Lisa Johnson and online coach Dan Meredith. They share their experiences of online trolls, bullies and copycats and some of their stories may shock you. Discover practical strategies and tips for dealing with the dark side of online business. Find out what to do if you're in a difficult situation and you're being bullied or trolled online or if someone is ripping off your work. You'll get tips on building your resilience - as well as how to reframe what's happening to you. And why the content you create can have an impact on people's reaction to you. Plus tips on how to avoid making a bad situation worse and when you SHOULD get legal.   {Click on the player above to listen to the podcast episode and/or read on for a detailed overview. Scroll down to the bottom to read the show notes including all the links mentioned in this episode.}   Podcast shownotes Why I decided to create this podcast episode (01:30) About 2021Sorted and the level up sessions (04:08) How Jessica dealt with an online troll (09:42) Natalie's experience with a stalker and online troll (12:55) Why you should never feed a troll (14:40) How Natalie deals with people who copy her work (15:00) Why you need to be careful about going in all guns blazing (16:39) Why you need to make sure you have your legal paperwork in order (17:29) How Lisa got bullied online and deals with online bullies (18:26) Why getting a troll means you're being visible (21:29) Why you should get legal advice when there's slander (21:52) Why you should never hold back being visible for fear of getting a troll (22:48) Why you'll always get trolls when you're successful (24:32) How Dan's online tribe killed off his trolls (25:05) What happens if you share polarising content (26:00) Why Dan doesn't like to be polarising and stays in his lane (26:22) Why you should focus on the positives and ignore the negative (29:16) Why you have to remember it's them not you  (31:31) Why you have to be ready to have awkward conversations (34:51)   Resources   Join my 2021Sorted Club Find out more about the private podcast stream Buy my 2021 Social Media Diary & Planner bundles Buy my 2021 Social Media Diary & Planner Join my Build Your Online Audience programme Build Your Online Audience programme Other useful podcasts   [Bonus] Should you join my Build Your Online Audience Programme? (podcast) [Bonus] Should you buy my 2021 Social Media Diary & Planner? (podcast) [311] How to generate passive income in your business with Lisa Johnson (podcast) [384] How to be more yourself in your social media content with Natalie Lue (podcast) [386] The four types of content that will help you make more sales (podcast) [397] How to create content that attracts corporate clients with Jessica Lorimer (podcast)   Connect with me on Twitter, Instagram Facebook and LinkedIn

Do you ever end up on business development calls with stakeholders feeling excited to talk about possible solutions for their organisation (and sales!) only to discover that, rather than being a decision maker, they’re actually not the most useful person for you to talk to? Business development calls can be tough enough without having to spend a lot of your time trying to qualify that the person you’re talking to is a real decision maker. That’s why in this week’s episode, I’m diving in to share the quickest and easiest ways to identify if the stakeholder that you’re approaching really is a decision maker - and how to make sure that you’re using all of your sales time productively. In this episode, I’m sharing; Why it’s so important to be spending your business development and sales time talking to decision makers vs employees. (02:00) Why it can be difficult to spot the differences between an employee and a decision maker in the current market. (05:03) The core differences between an employee and a decision maker - and why one is more helpful than the other on business development calls. (06:03) A simple identification strategy that you can use to immediately tell whether you’re prospecting an employee, rather than a decision maker. (06:03) How to use the first decision maker identification strategy - and which platforms will best support that. (06:47) Why you’ll still need to qualify their suitability on a sales call. (07:05) When a decision maker isn’t really a decision maker… and what you can do to leverage that instead. (07:39) How roles and remits give core indicators that our prospect is a viable decision maker. (09:24) How to develop situational fluency (and the questions to ask!) when you want to pre-qualify a decision maker. (10:02) How we can identify decision makers by their focus on commercial viability. (11:06) Core elements to remember when you’re navigating the sales process and have access to the correct decision maker. (12:32) How the sign off process can impact your sales pipeline. (12:45) And if you’ve listened to this episode and now need support to find the right stakeholder to discuss your solutions with, make sure you go back to our Selling to Corporate 22nd July 2020 episode on; How to find the right decision maker. If you’ve enjoyed listening to the Selling to Corporate podcast this year, please make sure to leave a review on iTunes so that we can support more salespeople in 2021.  Key Resources Mentioned in this Episode: How to leave a review - https://selltocorporates.com/how-to-review-my-podcast/ Get on the waitlist to 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: https://www.products.selltocorporates.com/jointhecsuite Book an exploratory chat to discuss The C Suite ®! We run limited exploratory chats 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, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999 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: https://www.products.selltocorporates.com/businessdevelopmentquestions More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

In this episode I’m taking you on a reflective journey throughout my own business and sharing with you how it has evolved over the past seven years.  Today I’m going to help you to understand why changes are good for your business, why you should be regularly analysing your business and work out where you want to take it into 2021.  All businesses have the ability to change and grow depending on what decisions you make which is why it is so important to go back to basics, evaluate your situation, take control of your business and take action or make changes whenever you need to. Learn what needs to change and how to implement these changes within your business How you can change your vision without compromising your business Create a ‘scoring’ system for your business and rate your chosen categories to analyse where changes can be made  Quotes: “So firstly, I knew my vision had to change. I also knew that I didn't want to work forever.” “I was selling a lot and that was great but I wasn't necessarily getting the fulfillment that I had been.” “Every single day we're seeing people build these incredible businesses and scale them and it's just phenomenal. And I've never been happier. And I've never been prouder of my clients and the way that my business has been able to support them.” Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review on your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ Email Jess Jessica@JessicaLorimer.com The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Selling to Corporate Podcast http://bit.ly/Apple-Selling-To-Corporate-Podcast Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ Products and Courses https://smartleaderssell.com/products-and-courses/ Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/   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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

** Doors to The C Suite ® close on Monday 30th November at 5pm UK until January when the price will be going up by over £1000. Please make sure you reach out and ask any questions before we close the doors for this year so that you can support your sales success and have your best year yet in 2021 ** Have you ever wondered what it’s like when two salespeople get together to discuss upcoming sales trends? Perhaps you’re wondering what’s on the cards for 2021 and want to hear the different ways that stakeholders will be responding to sales pitches? Or maybe you want to strategise early - and make sure that you’ve planned for the landscape ahead? Today I’m bringing our Selling to Corporate Head of Business Development, Rob Cutler onto the show to discuss the upcoming trends that we’re predicting we’ll see in the B2B sales world in 2021 and what you’ll need to prepare for when creating your B2B sales strategy for the new year. So if you’ve been wondering what’s ahead and how salespeople always seem to know what to do? Listen now because in this episode, we’re diving in. In this episode, we’ll be sharing: The changes that the sales world has seen over the last ten years - and how that impacts the way that you can start to predict trends and insights moving forward (02:00) The reasons that sales really is a skill that you need to learn in order to be successful (and why most graduates fail in sales firms.) (06:23) The two types of salespeople you’ll see - and why they need different skill sets to be successful (09:07) How industries have changed, adapted and boomed during 2020 (13:34) The importance of metrics - and how they’ll help you forward project your income (17:35) Why you’re missing out if you’re not mapping out markets correctly (20:05) The simple reasons that email (alone) won’t make you money when you’re selling B2B (21:32) How resilience is keeping the best salespeople moving during challenging economic periods (24:42) Stereotypical sales tactics and why they’re no longer working (27:04) Why instant rejection doesn’t have to happen to you - and how you can avoid it at all costs! (29:54) Whether ‘old school’ sales styles are dying out - and what we’re replacing them with (31:34) How active listening skills will make you money forever (34:56) The lack of accessibility to stakeholders that is hitting the market - and the importance of having a proven follow up strategy (36:27) Why salespeople struggle to be self motivated (and how that can benefit external suppliers this year!) (41:57) How attitude can keep you stuck AND broke as a salesperson - and how to shift it quickly. (46:39) The easy way to be a successful salesperson (and it’s not what you think!) (54:18) The common misconceptions around B2B vs B2C sales and how those beliefs might be keeping you stuck (56:41) Business critical sales boom predictions for 2021 (59:59) And remember, the doors to The C Suite ® are closing on Monday 30th November for the rest of 2020. When we reopen in January, the price WILL be going up - so get in now for your best business year ahead! Key Resources Mentioned in this Episode: 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 before our prices go up then click here to join now: https://www.products.selltocorporates.com/jointhecsuite   Book an exploratory chat with me! I’m offering the final 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, book it here now: https://jessicalorimer.as.me/?appointmentType=12012999 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: https://www.products.selltocorporates.com/businessdevelopmentquestions More Jess! Like & Follow on Facebook: https://www.facebook.com/SellingToCorporate/ Follow Me on Instagram: https://www.instagram.com/jess_lorimer/ Follow Me on LinkedIn: http://linkedin.com/in/jesslorimer 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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Do you find it easy to keep motivated with your sales activities or are they getting so dull and boring that you just aren’t spending the time you should on them? In today’s episode I’m sharing my top tips on how to keep your sales activities more fun, more consistent and how hopefully,  you can end the year on a more positive note! Why being consistent and focusing on your sales activities each morning will keep them interesting and exciting Learn how you can mix up your sales activities to avoid them becoming dull and stale Prevent your sales becoming dull and tedious by linking them to the goals you want to achieve Quotes: ‘It is important that you start thinking about how you can develop your own skills with sales and think about the ways that you could make it more interesting for you.’ ‘What you don't want is a sales process that feels dull and stale because it doesn't incentivize us to keep doing it.’ ‘Push yourself out of your comfort zone so that the sales process doesn't become stale, and frustrating.’ Remember, reviews help us to let more people know about Smart Leaders Sell, so please take a moment to leave a review On your podcast player! https://smartleaderssell.com/how-to-add-an-podcast-review/ Email Jess Jessica@JessicaLorimer.com The C Suite® https://bit.ly/join-the-c-suite® Smart Leaders Sell https://smartleaderssell.com/ Selling to Corporate Podcast http://bit.ly/Apple-Selling-To-Corporate-Podcast Selling To Corporate FB Group https://www.facebook.com/groups/sellingtocorporate/ Products and Courses https://smartleaderssell.com/products-and-courses More Jess! www.facebook.com/JessicaLorimerSuccessCoach/ linkedin.com/in/jesslorimer https://www.instagram.com/jess_lorimer/   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. Disclaimer: Some of these links are for products and services offered by the podcast creator.

Jessica Lorimer launched her business, Smart Leaders Sell, in 2014 and rocketed it to a multi-six figure coaching and consultancy business in less than 3 years. She now teaches her simple *three step sales system* to entrepreneurs who want to learn to sell as individuals with integrity which also helps them rapidly skyrocket their sales success and profit margins. AREAS Listen to this inspirational Profit-ology Podcast episode with Jessica Lorimer and discover: ● Why you are doing people a disservice if you don't charge them. ● Her three-step sales system to grow your business the simple way. ● The three styles of buying and how to apply them to your business. Links Mentioned https://www.smartleaderssell.com Connect with Jessica Free gift – Lazy launching swipe: 80K in 3 emails or less. Website https://www.smartleaderssell.com Facebook: https://www.facebook.com/JessicaLorimerSuccessCoach/ Twitter: https://twitter.com/JessicaLorimer Instagram: @jess_lorimer Learn more about your ad choices. Visit megaphone.fm/adchoices

Building a growing, thriving, successful business isn't a given. It won't just fall out of the sky… you can't just build it and the customers will come. Over the years, I've made a few observations, my informal case study, into what makes for a successful business. Mentioned in this episode: The crazy stats - few businesses make it to their 5 year anniversary & even fewer make it to their 10th anniversary and beyond. The 3 things that I've noticed among the successful businesses around me… what they do that others don't do (or don't do consistently). Highlights of this episode: 01:12 What does it take to start, build and grow a successful business? 01:46 Why you need more than goals...why you need a plan of attack 02:13 Why you need to invest in yourself and your business in various ways 03:44 A few of my business game changers at different price points to help you invest in yourself and your business 06:32 Why you should take stock in what you're doing and why you're doing it BEFORE you invest 07:10 Why tracking (and it's frequency) matters to your overall ROI 09:33 Recap...top three things to do to make it to 10 years and beyond Here's a list of the books & resources mentioned in this episode*: 12 Week Year - Get More Done in 12 Weeks Than Others Do in 12 Months - by Brian P Moran and Michael Lennington Traction - Get a Grip On Your Business by Gino Wickman Smart Leaders Sell by Jessica Lorimer (she also has a 90 Day Sales Planner) You're a Badass & You're A Badass at Making Money by Jen Sincero Think And Grow Rich by Napoleon Hill The Miracle Morning by Hal Elrod I also mentioned my very own business trackers & spreadsheet templates. If you'd like to get access to the business trackers that I'm working on...join the wait list here. Additional Building A Business Resources: 50 Steps Every Entrepreneur Must Take To Build A Business - Entrepreneur.com Top 20 Tips for Building A Business from Successful Entrepreneurs - Thinkfic.com What Percentage of Small Businesses Fail? (And Other Need-to-Know Stats) - Fundera.com *This is a link to my Amazon shop so you may find more than the books/resources listed in this posting. _________________ RESOURCES Kill The Vanity Metrics Challenge Money Matters Checklist Resources List WORK WITH COMMON CENTS Virtual Accounting, Bookkeeping & CFO Services Courses & Programs Templates _________________ You can find the show notes at: thecommoncents.com/podcast

Many entrepreneurs struggle to build a loyal tribe that they can serve who will buy their products. In today's episode, guest and sales expert Jessica Lorimer helps us understand how to do just that. The post Building A Tribe That Buys w/ Jessica Lorimer appeared first on Tom & Ariana Sylvester.

Take a listen as I introduce you to Jessica Lorimer. An amazing boss girl living her dream life, working 3 days a week and giving 50% of her revenue back to charity. BGC ANNOUNCEMENTS * Welcome to the 68th episode of the Boss Girl Creative Podcast!! Today, I'm interviewing Jess Lorimer...an amazing sales coach who's managed to go from corporate flyer to a sales coach that helps women entrepreneurs create a niche and become successful. * Have comments or questions? Tweet/IG using the hashtag #BOSSGIRLQA or call in: (707) BOSS-GIRL * Support Boss Girl Creative endeavors by joining the BGC Crew! * Join me in the Facebook Group on Wednesday nights at 9pm CST for a live Q&A answer session!! Send me your questions through email, phone or #BOSSGIRLQA on Twitter/Instagram * Want a direct link to the podcast feed? Click here. * Use these Hashtags on Social Media: #bossgirlcreative #bossgirlchat INSIDE THIS EPISODE * Jess and her background * Technology struggles in the beginning * Learning from her own mistakes * Timing is crucial with opportunities * Celebrating fellow females * Learning how to not be your corporate self * Attacking fear head on * Time management is crucial to success * Giving back to others RESOURCES MENTIONED 17 Hats Trello SHOUT-OUTS Jill Stanton - Screw the Nine to Five Amy Porterfield - Social Media Strategist Lorraine Pannetier - Food Coach Helen Packham - Mum Boss Coach FIND TAYLOR ONLINE Blog - pinkheelspinktruck.com Instagram - @pnkheelspnktrk Facebook - PinkHeelsPinkTruck Pinterest - pnkheelspnktrk Twitter - @pnkheelspnktrk FIND JESS ONLINE Blog - JessicaLorimer.com Twitter - @JessicaLorimer Facebook - JessicaLorimerSuccessCoach Pinterest - @jesslorimer90 Instagram - @JESS_LORIMER Coaching Services - Work with Jess HELP SPREAD THE BOSS GIRL LOVE! It would be amazeballs if you shared Boss Girl Creative Podcast with your fellow Boss Girls on twitter. Click here to tweet some love! If you love this podcast, head on over to iTunes and kindly leave a rating, a review and subscribe! WAYS TO SUBSCRIBE TO THE BOSS GIRL CREATIVE PODCAST Click here to subscribe via iTunes Click here to subscribe via Boss Girl Creative Newsletter Click here to subscribe via Stitcher FEEDBACK + PROMOTION You can ask your questions and leave your comments by either calling (707) BOSS-GIRL, emailing hello@bossgirlcreative.com or go to the Boss Girl Creative Facebook group!