Have you ever wondered what makes it ‘easy’ for some people to get fast results when selling their services to corporate organisations? Working in a silo/ in isolation as an entrepreneur or business owner can be tough – and it’s not always easy to get that objective perspective for yourself (or to generate new sales strategies, business development and lead generation ideas.)
It can often be more challenging to have to build your entire strategy for business development, implement it and troubleshoot it alone… that’s why I’ve recorded this episode to show the sales strategies of four people inside The C Suite and how they have navigated their way through an exceptional year – and the ways that they’ve managed to keep moving forward with their lead generation, business development and been able to get results.
In this episode, I’ll be sharing:
- The common misnomer about selling to corporates; why there’s no ‘one size fits all’ model – and why you need to be running a process that fits your personality and sales style. ([03:50])
- Why a consultative sales style benefits you as the seller and the company as the purchaser (and how Emma Waltham has used consultative selling to dominate her niche this year. ([08:29])
- Why setting clear revenue targets and being kept accountable will help you generate revenue and exceed your targets ([12:06])
- How tweaking your messaging can help you land more business development calls without having to work harder or for longer ([14:40])
- Focusing on the business development foundations and how that can expedite your ability to produce premium sales ([23:34])
- How Tom Manning used the power of feedback to improve his conversions and get into bigger companies ([27:34])
- Why you need to be focusing on improving your proposals so that you’re able to convert more prospects into clients ([30:51])
- Why shifting one part of the B2B sales process, means looking at your sales cycle differently and how to manage your own expectations for success ([33:29])
- The mindset shift from selling B2C to B2B and how Anna Pinkerton used proactive outreach to get fully booked in just three months ([35:24])
- How to ask stakeholders to explain concepts that you don’t understand without taking away from your expert status ([38:20])
- How to use business development calls to get stakeholders to self identify the issue and drive desire for a solution ([41:56])
- Improving your confidence around pricing (and how Bahee Van de Bor successfully raised her rates in a recessive period!) ([50:51])
- Why it’s important to follow the correct process and tailor it to YOU ([1:07])
Huge thanks also goes to Jill Leake from https://www.jlcommunicationsconsulting.co.uk/about for their fab five star podcast review! It’s hugely appreciated and makes it easier to spread the word about Selling to Corporate and what it really takes to get the corporate sales lifecycle started.
Selling to Corporate Podcast episodes for your next listen
Episode 14: Three simple ways to sell more effectively
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.
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.
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.
Like & Follow on Facebook
Follow Me on Instagram
Follow Me on LinkedIn
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.