STC085 Podcast Mini Series: The big change: Shifting your sales strategy for epic results

Learning how to put together an effective B2B sales strategy is a lot of work. That’s why over the course of the Selling to Corporate ® podcast mini series, we’ve worked together to help you set new goals, analyse your existing performance and identify key sales skills to improve so that you can finally create a B2B sales strategy that you’re able to implement in your business before the busy season hits!

In this episode of the Selling to Corporate ® podcast mini series, I’m guiding you through what it looks like to pull all the right information together in order to start a sales plan that feels achievable and simple to implement so you can focus on taking action and seeing your best B2B sales results.

 

In this episode, I’ll be sharing:

 

• How we’re pulling together all our learns from the mini series in today’s epic episode. (00:45)
• Why you’ll re-learn some of the golden nuggets we’ve already discussed to put them into a wider plan. (01:08)
• How the feast/ famine B2B sales cycle happens - and what you can do to stop that. (02:20)
• Why you must consider The C Suite ® Self Study if budget has been a barrier to entry for my other resources. (03:02)
• Why it would be irresponsible of me not to give you a clear warning before silly season hits. (05:39)
• An incredible testimonial from one of our The C Suite ® Self Study participants on how it’s changed their business in just three weeks. (07:09)
• Understanding the importance of creating an annual B2B sales plan. (12:06)
• How your annual B2B sales plan will tie your revenue, work/ life balance and other goals together. (13:00)
• How seasonal changes might impact our target corporate clients. (13:38)
• How you can plot your annual B2B sales plan around your area of specialism. (14:06)
• Why certain times of year make a difference to budget availability from your corporate decision makers. (14:51)
• The importance of identifying key sales and delivery times in our industry/ specialism. (15:11)
• How your annual B2B sales plan stops you being reactive and keeps you focused on the right activities. (16:00)
• Why you need to plug your current gaps before next year so that you don’t get stuck in procrastination or left behind in the market. (16:48)
• How to use your B2B sales performance assessment to identify the key gaps that need to be plugged. (16:52)
• Why your activities now will pay off in three months time - and why you need to focus quickly on solving the right problems. (17:34)
• Why the economic landscape is going to remain in a state of flux - and how it impacts your B2B sales. (19:35)
• Where you can put your faith in difficult economic periods. (20:06)
• Why companies focus on improving sales skills in tough economies - and how you can learn from their example. (21:13)
• The key questions organisations ask themselves to thrive through recessive periods. (21:16)
• How you can ‘lean out’ during recessive periods to ensure higher profit margins. (21:58)
• Identifying and fixing specific sales issues before January. (23:36)
• Why it’s important to plug sales gaps before we head into an ‘easy objection’ market. (24:22)
• Knowing the difference between integral sales activities and nice to have’s. (25:04)
• Why it’s integral to focus on changing/ fixing one area of your B2B sales process at a time. (26:37)
• Why it’s better to do a sales job properly… so you can see your best results quickly. (27:04)
• How we can realistically allocate time periods to the areas we want to change/ improve in our B2B sales process. (27:34)
• How we can plug all the information we’ve learnt into our wider sales plan. (28:43)
• How my clients are using this exact process to get to six figure years and six figure months signing corporate clients. (28:51)
• How we can customise our activities depending on our available time and personality type. (30:00)
• How to use the proven Selling to Corporate ® framework to create and implement your B2B sales plan. (30:20)
• Why the ‘sexy’ sales activities don’t matter as much as the proven techniques. (31:49)
• How you can empower yourself to execute your own B2B sales strategy in 2023. (32:27)

Key Resources Mentioned in this Episode:

 

Check out The C Suite ® Self Study by clicking here or visiting: https://bit.ly/CSuiteSelfStudy 

 

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.

 

Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. 

 

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! 

 

Book an exploratory chat with me! I’m offering 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, schedule your call today.

 

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.

 

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Click here if you would like to listen to my recent TEDx talk.