Selling To Corporate

If your B2B sales process relies on one enthusiastic contact inside an organisation to champion your work, you are one resignation away from losing everything you have built. In this episode of the Selling to Corporate® podcast, Jess Lorimer makes the case that single champion selling is not just risky and is a strategy that actively limits the size of deal you can close and the speed at which you...

In this episode of Selling to Corporate, Jess Lorimer explains why 66% of corporate decision makers are now using AI tools such as ChatGPT, Perplexity, and Microsoft Copilot to research and shortlist external suppliers before they visit a single website. If you are a coach, consultant, speaker, trainer, or done-for-you service provider selling to corporate clients, this episode covers what that sh...

What this episode is about Summer is closer than you think, and if you want a spectacular September and a strong Q4, the work starts now. In this episode of the Selling to Corporate® podcast, Jess Lorimer shares the three essential sales actions that every coach, consultant, trainer, speaker, and done-for-you service provider needs to complete before UK decision makers head off on their summer hol...

What This Episode Is About You've invested in a sales strategy. You've done the training. So why aren't you getting the results you expected? In this episode of the Selling to Corporate® podcast, Jess Lorimer reveals the single most important skill that professional salespeople use to create consistent, replicable results - and it's almost certainly not what you'd expect. Jess makes the case that...

What this episode is about If you've been relying on warm referrals and introductions to bring in corporate clients, this episode is your wake-up call. Sales strategist Jess Lorimer breaks down the two distinct types of B2B lead generation that every coach, consultant, trainer, speaker, and done-for-you service provider needs to understand - and crucially, which one to prioritise depending on wher...

In this episode Jess explores the complexities of procurement, including bids, tenders and preferred supplier agreements. If you've been looking at these as a shortcut to big contracts Jess shares the competitive realities of these processes and why they are rarely the 'easy win' they appear to be. With many decision makers often out of the office throughout the summer months it's vital to priorit...

April is buzzing with opportunity! Companies are hiring more external suppliers than ever, thanks to rising costs for permanent staff and a shifting economy. But here's the catch - decision makers are changing how they search for experts. It's all about referrals and real expertise, not just flashy marketing or big followings.  External suppliers are in high demand due to increased costs of hiring...

As we wrap up Q1 (and look ahead to Q2!), I've been taking stock of market trends and what's impacting business for coaches, consultants, and experts selling to corporates. This quarter, I've seen incredible client wins - like proposals accepted at £31,000 and larger scale training projects signed off. But I've also noticed some worrying shifts in the wider landscape. A phenomenon I'm seeing play...

Do you ever feel like you're hustling non-stop just to keep up with your current delivery—and then, suddenly, your sales pipeline dries up? Or maybe you go from feast to famine: booking lots of work, then radio silence, then panic? I've been there. In fact, it's something I hear a lot from consultants and coaches so today I'm sharing the straightforward sales technique I've used for the last 10 ye...

Like so many of you, this past year brought about a series of incredibly heavy personal trials. From the grief of a painful family loss and the almost constant and unexpected challenges of finally moving into our 'forever home,' it felt as though the floor was constantly shifting. On top of that, I faced a cancer scare that put everything into a different perspective. I'm sharing this now because...

Today Jess tackles the surprisingly overlooked issue that's stopping entrepreneurs and sales professionals from landing corporate clients: a communication gap that's causing more trouble than you think. Forget "mindset." It's all about how you communicate. After working with thousands of entrepreneurs and professional salespeople over 18 years, Jess has noticed a universal fear: nobody wants to co...

Time is flying, and if you haven't started building your B2B sales pipeline yet, this is your wake-up call but only if you leverage it strategically. Focus on proactive lead generation, reset boundaries, and get clear about your sales process so your network actually supports your revenue goals.  In this episode Jess challenges the popular adage that "your network equals your net worth." While you...

Wondering why your lead generation efforts aren't landing sales? In this episode, I'm sharing the key difference between decision makers and influencers in corporate organisations - and why targeting the right people will transform your business. Consistency matters and so does knowing who truly holds the budget and sign-off power. Build relationships, but be strategic.  You'll learn why consisten...

Kicking off 2026 with fresh energy, strategic focus, and real results!  If you're tired of 2025's energy (or sugar overload), feeling fired up or easing yourself in and want to actually MOVE the needle in your business, your first 90 days of 2026 can pave the way for your best year in business yet. Rather than letting last year's challenges linger, now is the moment to reassess, refocus, and apply...

As 2025 wraps up, I've been reflecting on the lessons learned—both the challenges and the wins. This year brought huge personal and professional shifts, from moving into what feels like our "forever home," navigating unexpected family bereavements, and making some big strategic choices in my business. After six incredible years, The C Suite ® will see its final cohort in 2026.  Why? Two big reason...

As we gear up for Christmas and wind down the year, now is the time to assess your 2025 performance and plan your B2B sales strategy for 2026. While some clients have had their best financial year ever, others have seen dips or plateaus, often feeling that revenue has become harder to generate. In this episode, Jess breaks down the difference between short-term (non-ideal) and long-term (ideal) re...

2025 was a challenging year for many entrepreneurs selling to corporate clients—but there's so much hope for 2026.  The sales landscape is shifting: AI and social media aren't silver bullets, and relying on content won't cut it. What really matters now is having a best-practice sales process, accountability, and meaningful human connections.  Companies are spending more on external providers, and...

Happy Halloween – and happy spooky season! As we are at the end of October, I wanted to share some essential advice to maximise any sales training you're embarking on. Also, if you've been waiting for "next time," there won't be one: today is the FINAL chance to join the last-ever round of The C Suite ® . Registration closes at 5pm UK on the 31st October, for good!  I know it's hard to believe aft...

Autumn is officially here! If you're anything like me, you're loving the changing leaves, cosier jumpers, and maybe even a new cardigan (thanks, Facebook recommendations). But aside from sweater weather, this season brings something else that's just as important for your business: the ideal time to get serious about your CRM. If you've ever found yourself wondering, "What's the BEST CRM system out...

Happy October! If you've been following recent episodes of the Selling to Corporate ® podcast, you'll know I love a good trend prediction—and this year, one big shift has arrived faster than expected. So… what's stopping B2B sales growth right now? The #1 Hidden Trap: Negativity + Lack of Strategy Despite a booming B2B market (yes, companies ARE spending more, hiring external suppliers, and bookin...

September is crunch time for B2B sales, and Jess is on hand to remind you of the importance of building your pipeline and setting the stage for Q4 and the new year. If you're feeling overwhelmed, behind on your lead generation, or stuck in a bit of a sales rut, Jess dives deep into the common "mindset wobbles" that can really sabotage your B2B sales progress—no matter how experienced you are. Jess...

It's September, Jess's favourite month of the year as it's her birthday and historically, it's the best time of year to sell to corporate companies.    But, as 2025 continues to shape up as a tumultuous "year of chaos," she's taking a fresh look at whether this golden window for B2B sales still holds up in today's market. In this episode, Jess gets real about the trends and challenges you can expe...

In this episode, we're tackling a big one: the idea that constant education and giving away free value is the golden ticket to a successful B2B sales strategy. As someone who has spent 18 years in sales and business development, I've seen this 'give, give, give' mindset cause real sales problems for people trying to sell to corporate clients. I'm going to explain why this approach can actually be...

Have you ever worried that you're being perceived as 'pushy' in your sales process? I'm sharing today how self-aware individuals, ironically, often overcompensate for fear of being pushy, leading them to avoid effective sales processes altogether. It's a topic that I know many people have been concerned about and it's a conversation I've had countless times with both seasoned professionals and bud...

If you're curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won't want to miss.  From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn't and provides you with a clear perspective on how artificial intelligence, when misused, can hin...