Selling To Corporate Jessica Lorimer

Do you find yourself constantly saying, “I'll do it later,” when it comes to your sales tasks? You’re not alone so shake off the shackles of procrastination and take control of your sales success!
In this episode, we're going to unpack the reasons why we procrastinate on our sales activities and discuss 3 practical ways to stop stalling and stride confidently towards our goals.
We'll look at how procrastination can cost us not just our peace of mind but also our business growth, and why relying on feelings over data can steer us off course.
This isn't an episode about beating ourselves up for delaying tasks; instead, it's about understanding the types of procrastinators and how we can manage it effectively to maintain momentum in our sales pipelines. From embracing a proven process to surrounding ourselves with the right kind of successful influences, we'll explore strategies that can spur us into action. And remember, it's the start of a new financial year, so there's no better time to refresh our approaches and say goodbye to procrastination!
In this episode I’m sharing;
Discussing the different types of procrastinators and their traits and the strategies for managing and overcoming procrastination types
By frontloading your day with key sales activities, you're more likely to see them through. Learn how placing these tasks first can set you up for daily success.
Understanding the negative impact of procrastination on sales success
The importance of making sales decisions based on data and action rather than feelings
The importance of surrounding yourself with a successful and result-oriented community
The importance and necessity of tracking sales performance
Exploring the common causes of delaying sales tasks and addressing the emotional and psychological aspects of procrastination in sales
 
Key Quotes;
 
Overcoming Sales Procrastination: "This episode is not about beating yourself up and feeling bad because you haven't done your sales activity or anything like that. It really is about the practical ways that you can overcome and understand why procrastination has become such a big part of your business life."
— Jess Lorimer 00:03:2900:03:52
 
The Impact of Procrastination on Business: "what you do now impacts your business in 90 days' time."
— Jess Lorimer 00:19:5200:19:55
 
Understanding Procrastination: "You have to know who you are and what kind of procrastinator you are so that you can solve it."
— Jess Lorimer 00:30:0900:30:13
 
The Psychology of Procrastination in Sales: "In terms of understanding why people procrastinate on sales activity, the second biggest thing was that people weren't sure what to do or when to do it."
— Jess Lorimer 00:12:2900:12:44
 
Improving Business Efficiency: "if you are not as effective, or you know that tracking your revenue, tracking your numbers, tracking your metrics isn't your thing, go and download the sales tracker spreadsheet because that will be much more effective than you procrastinating on tracking your revenue."
— Jess Lorimer 00:09:0500:09:29



Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
 
Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
 
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
 
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 info

Are you tired of being ghosted by corporate decision makers and frustrated being ignored by stakeholders?
In today’s episode Jess discusses the concept of ghosting and provides actionable strategies to avoid being ghosted, whether it's at the proposal stage, during follow-ups or when setting your next steps.
Learn the three key reasons stakeholders ghost and get insights on sending qualified proposals, setting clear follow-up actions and learn how to handle the lack of responses.
 It's time to take control of your sales process and build stronger relationships with corporate decision makers. So, if you're tired of being left in the dark this episode is a must-listen for essential advice on maintaining productive business relationships.
In this episode I’m sharing;
Facing ghosting: its impact and response strategies
Consider buyers' feelings and how to address your own frustrations privately.
How to define and recognise ghosting in relationship communications.
Overcoming Ghosting: Essential tips for interacting with corporate decision makers
Ghosting Prevention Tips: Navigating corporate decision makers' responses
How to prevent ghosting by corporate decision makers
 
Key Quotes;
 
Understanding Sales Ghosting: "So from a sales perspective, ghosting is when you are not getting replies or responses from stakeholders that you have a relationship with."
— Jess Lorimer 00:09:5900:10:08
Understanding Ghosting: "Ghosting happens when you've got a relationship with somebody and they're not replying."
— Jess Lorimer 00:11:3100:11:36
Reasons Stakeholders Ghost: "The first and most common reason is that stakeholders hate giving bad news. So if they have to tell you that something isn't happening, if they have to tell you that they suddenly can't give you a testimonial or that your payment's going to be delayed, if it's bad news, they hate giving it. That’s when you will often find that stakeholders will ghost you - if it's bad news."
— Jess Lorimer 00:13:2400:13:46
Understanding Client Priorities in Business Proposals: "It can also be that we haven't defined whether or not they've got sign off or whether they've actually identified a time frame for delivering the project. So sometimes we'll get ghosted because we didn't think to ask when would this actually start?"
— Jess Lorimer 00:15:2400:15:32
Preventing Professional Ghosting: "In the case of ghosting, prevention is better than cure."
— Jess Lorimer 00:17:3700:17:41
Coping with Professional Ghosting: "I have been ghosted thousands of times over the years, and I will probably be ghosted thousands of times more."
— Jess Lorimer 00:04:5700:05:50
Building Better Business Relationships: "How are you making your prospective buyers feel? And if you're not making them feel great or you're shaming them, is that really going to be the kind of relationship that they want to enter into?"
— Jess Lorimer 00:06:4000:06:52
The Pain of Rejection in Modern Communication: "And that's when I started experiencing the pain of rejection that people feel about being ghosted."
— Jess Lorimer 00:08:5900:09:13
 





Key Resources Mentioned in this Episode:
 
Grab your Sales Tracking Spreadsheet here.
 
Click here to watch my video on how to troubleshoot your sales process.!
 
Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.
 
Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 
 
Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.
 
Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the

It’s been a couple of weeks since the 'Converting Corporates' event and I am literally buzzing to share the transformative experiences of attendees in this episode. From securing £10,000+ proposals within days to implementing actionable strategies I’ll also be highlighting the 6 biggest breakthrough moments from the event - packed with strategies that left attendees, and now our listeners, raring to jump into Q2 with both feet! 
If you're ready for transformative sales insights, this is the episode you can't afford to miss, it’s a goldmine for those looking to elevate their corporate sales game.
We're also diving into the critical moments that became turning points for attendees, these breakthroughs are not just insights; they are actionable steps that our participants used to achieve astounding results. Plus, I'll be giving you a heads-up on the exclusive resources available if you sign up to The C Suite ® before the April 1st deadline.
And if you’re ready to make a real impact in the corporate world you won't want to miss our 6-week sprint starting April 2nd, tailored to harness the financial new year with direct weekly support from me. Tune in for more information!
In this episode I’m sharing;
Top 6 game-changing takeaways from Converting Corporates event.
Mastering corporate conversions – 6 crucial moments you need to hear.
The major breakthroughs that redefine sales success.
6 pivotal corporate sales strategies unveiled at the event.
6 Breakthrough Corporate Sales Strategies – revitalise your approach now.
The importance of signing up forThe C Suite ®  before April 1st and information of resources available including strategies, templates, and sales techniques
Upcoming 6 week sprint program starting April 2nd
Focus on leveraging the financial new year with organisations and creating a strong plan of action for Q2
 
Key Quotes;
 
Converting Corporates Success: "I am super, super pumped to share the key takeaways from converting corporates with you today so that you can learn from all the amazing breakthroughs and key takeaways that our participants had at converting corporates."
— Jess Lorimer 00:00:0500:00:17
 
Converting Corporates Insights: "Proven actions work, and what I mean by that is that a lot of us spend a lot of time thinking and worrying about what we should do and how and when we're going to do it. What we're going to say and how the stakeholder on the end of the cold outreach campaign is going to react, or how the stakeholder who's being chased to say yes or no to a proposal is going to take it. And unfortunately, overthinking and putting yourself in a position of procrastination doesn't help to generate revenue."
— Jess Lorimer 00:16:4500:17:25
 
C-Suite Accountability and Results: "If you've been thinking about joining The C Suite ® for a while and you haven't been sure but know you want that extra accountability, support and Q&A sessions  now is really the time to jump in. You will also have a cohort of people to go through this live experience with to keep you motivated, accountable and to make sure that you can have your very best Q2."
— Jess Lorimer 00:02:1300:02:39
 
Overcoming Business Case Challenges: "It's not about worrying endlessly about the one word in your emails that's going to make the biggest difference. It is about taking consistent action and just doing it so that you can see what happens and improve it if you need to for next time."
— Jess Lorimer 00:20:3400:20:47
Evolving Hiring Practices: "One of the big things that did come up was that hiring managers are trying to change. They're trying to become more commercially focused themselves and are trying to be much more proactive about the problems that they're identifying and how it's impacting them and why they should be solving those issues."
— Jess Lorimer 00:27:2400:27:51
 
Effective Outreach Strategies: "Best practice, proactive outreach really

We are diving into a fascinating topic today and one which I get emailed about regularly "What's passive income (really) when selling to corporate clients?" So tune in if you’ve been looking to crack the code on passive income in the corporate world, it’s a game changing episode!
As we approach the tail end of this first quarter, I want to unpack a concept that's been buzzing around but is often misunderstood – passive income. You've likely heard of it: the income dream that works for you while you sleep. But what does passive income really mean, especially when we're talking about selling to the heavy-hitters in the corporate world?
Over the past five years, I've had the pleasure of selling a version of The C-Suite ® program to corporate organisations, which has been both lucrative and exciting. Now, there's a common perception that passive income doesn't require additional assistance or interaction with customers. However, in my journey, I've found that adding value and catering to customer experiences has been key, especially when these products are bought at scale by corporate clients.
Today, I'm going to share my wisdom about selling passive income products to corporate companies, and how these products can lead to sustained revenue, particularly through multi-year deals. It's about striking the right balance between passive income and active customer engagement to create a robust sales strategy.
For those of you who are new or finding your way in the B2B space, I'll be offering some critical advice on timing and how to avoid common pitfalls. We'll also explore how you can convert your B2C courses for the corporate market and why understanding the sales process and the impact is crucial for passive income success.
So, whether you're seeking to enhance your corporate selling techniques or looking to maximise your passive income portfolio, this episode has got you covered. And, for those looking to get ahead, don't forget to check out our sales tracker projection sheet!
In this episode I’m sharing;
Scale & Volume: Learn how passive income products can lead to astronomical revenue when sold at scale to corporate clients—think big deals, big impact!
Choosing the Right Resources: Make sure your passive income products are making an impact—and sense for your business before diving in.
What are the advantages of selling passive income products at scale to corporate companies compared to individual customers?
How do multi-year deals with corporate clients for passive income products benefit the overall sales strategy and revenue sustainability?
The Five-Step Process: Simplify your sales process with Jess's insights on selling to corporates, which can mean upsells, referrals, and a healthy bottom line.
From B2C to B2B: Thinking of turning that consumer-focused course into a corporate powerhouse? Learn how tweaking your approach can unlock massive potential.
How The C Suite ® has been adapted and branded for corporate organisations to facilitate lucrative and multiyear licensing deals?
 
Key Quotes;
 
Exploring Passive Income in the Corporate World: "I've had a lot of requests for this episode, a lot of people have been emailing me to ask if it is possible to sell a passive income product to a corporate company, if so, what do they pay for it and also, what do they buy that's passive?"
— Jess Lorimer [00:03:14 → 00:03:44]
Passive Income Strategies in Corporate Sales: "The difference is that most corporate organisations will buy passive income products at scale or volume, meaning that instead of selling one course or one membership or one book a week, you can sign contracts to sell 50 plus courses or a 100 plus seats in a membership."
— Jess Lorimer [00:14:15 → 00:14:42]
Challenges in Creating Corporate Training Resources: "You're used to creating a course for the end user, but you're not necessarily used to creating a resource that a company can successfully onboard,

Are you ready to unlock the secret to securing lucrative deals for your workshops? In the latest episode of Selling to Corporate ®, "How my clients get paid 3K + for 45-minute workshops", our fearless host Jess Lorimer sits down to unveil the remarkable journey of Hannah, who conquered the corporate landscape and started charging £3000 for just 45 minutes of her expertise.
Dive into Hannah's story - a tale of transition from a travel-heavy career to mastering the craft of selling to corporate ®. Find out how, with absolutely no previous experience, Hannah managed to navigate corporate sales calls like a pro using top-notch objection handling techniques and transparent discussions about return on investment and was able to charge 3K + for 45-minute workshops! We break down the three key factors that catapulted Hannah to success. From her effective cold outreach strategy to an unwavering commitment to providing clear commercial value, tune in and you'll get all the insights needed to replicate her success.
 
Jess also extends an exclusive invitation to join her at the March "Converting Corporates" event in Central London. With a spotlight on honing your budget conversations, outreach strategies, and offer creation, this event is a goldmine for anyone looking to break into or improve their position in the corporate market. 



In this episode I’m sharing;
The significance of having a mentor with proven results and why you should choose qualified, resonating sales experts for success.
Prioritising sales over perfecting corporate offers.
Sales calls should focus on transparency, not persuasion. 
The use of objection handling techniques to navigate budget discussions
addressing budget objections, increasing confidence, and improving sales.
How to achieve sales success through process improvement and training.
Submitting a proposal that highlights the discussed transformations and securing a positive ongoing working relationship after acceptance of the proposal.
The power of asking purposeful questions during sales calls, listening and identifying your client needs rather than delivering a pitch.
Trust in Your Sales Process: Embrace a 5-step process for consistency in winning corporate clients and understand why specificity in your offers can make or break your success.



Key Quotes;
 
​​Post-Pandemic Business Philosophy: "I would rather have loads of competitors in the market because like I say to my clients all the time about selling to corporate companies, the more competitors you have, the easier it is to stand out for being good."
— Jess Lorimer [00:06:43 → 00:08:08]
Corporate Sales Strategy Advice: "Lots of people are now moving to teach other people how to sell to corporate companies, which I think is great because I think you should absolutely buy from who you resonate with and people who've got proven results and all of that good stuff. And as I've said over the last, I don't know, 5 years of this podcast, I don't care if that's me or if that's somebody else. What I care about is that you buy from somebody who can actually get your results and that you resonate with and that you know you're going to take the advice and actually implement it from and also that you buy from somebody who knows what they're talking about."
— Jess Lorimer [00:08:55 → 00:09:31]
Overcoming Self-Doubt in Sales: "It's really sad, you know, because, unfortunately, sometimes people have the best of intentions and they really want to help people sell to corporate companies, but they just don't have the skills, strategies, and training ability to help people in more niche areas or in areas that they don't understand."
— Jess Lorimer [00:12:47 → 00:13:09]
Corporate Sales Strategy: "And I frequently say that you don't and shouldn't really focus on having a corporate offer before you start your sales process."
— Jess Lorimer [00:34:52 → 00:35:04]
Transparency in Sales: "When

Is anyone else still working their way through emails from Christmas? Remember to get the sales tracking spreadsheet, it’s a game-changer according to Hayley and many others. Even better, if you use code TRACK at checkout you’ll still be able to get a discount!
Today we’re diving into the 4 key trends and insights that will shape successful corporate client sales in 2024. With a goal to streamline her business and avoid overwhelm, Jess is discussing the importance of revenue, client results, and work-life balance whilst sharing her own email marketing experiences and offering insights into decision fatigue amongst stakeholders.
In this episode;
How to streamline business and avoiding being everywhere and doing everything
Decision fatigue and tailored strategies in lead generation
Discussing the impact and consequences of AI-written content
Applying personalised outreach and relationship-building strategies with corporate clients
Streamlining to focus on revenue and client experience
 
It’s been a busy few weeks at Selling to Corporate ® finalising workbooks and prepping for the upcoming Converting Corporates event. Held over two days in March we have an expert hiring manager session,  5 workshop sessions and a very supportive community who know exactly what it's like to sell to corporate organisations. We’ll also be covering the exact steps, strategies and implementation support to help you navigate and maximise the financial year end and financial new year periods!  We also recently held one of our C Suite ® in person days and it was absolutely fabulous to see so many people forming new friendships whilst enjoying a special in person implementation day.
 
Alongside training and events I’ve also been signing a couple of my own corporate clients which led me to think about creating a rundown episode about all the services I sold to corporates in 2023. So, if you’re interested… let me know.
 
I’ve been seeing some very interesting trends and insights for 2024 especially within the personalisation field. AI hasn't been working as expected and that's been really problematic for clients and business owners. Also the age of automation has really gotten old for people and it's stopped some relationship building properly. I discuss in the episode how we should revert back to tried and tested methods which give attention to clients. I've always built personal relationships so there won’t be any major changes there but what I am about this year is connection. Connecting the right people to one another in the hope that the collective do better.
 
Which brings me to my absolute fave - email marketing! I love it and have had a lot of success already this year with our corporate email outreach and was fortunately able to outsource it so it took zero time from me - other than sending my tried and tested strategy and templates to the local 18 year old! I've said it once and I'll say it again - email marketing is so much better for outreach than LinkedIn IF you do it right! This year I’m going back to basics and keeping it all simple, I’m all in on deep dive content and focusing on client experience, my proven consulting and continuing to streamline in my own businesses.
 
On a B2C front I’ve been doing monthly deep dives over on Substack for those of you who like seeing real life B2B scenarios being broken down, check out the link to sign up here.
 
Finally, and I’m not going to spend too much time on this but… please don’t take advice from people who aren’t themselves selling to corporates. The strategies are not the same and the outcome could be more damaging than you realise. We all know that stakeholders don’t spend their personal time thinking about which coaches/ consultants or trainers they can get off Instagram.

Key Quotes;
Overcoming Email Overwhelm: "But emails and answering emails is just endless. Absolutely endless."
— Jess Lorimer [00:00:45