STC084 Podcast Mini Series: Three top sales skills you'll need to focus on for 2023
Are you intrigued by B2B sales trends and want to know what skills the corporate sales world will be using in 2023 so that you can use them too? Perhaps you’re not sure which sales skills you need to hone for the New Year to make it easier to sign deals with corporate clients - or you feel awkward about the idea of going into 2023 without learning key sales techniques to cope with the economic landscape? In this episode of the Selling to Corporate ® podcast mini series, we’re working through the three core sales skills you’ll need to hone (and use!) so that you can significantly increase your corporate client base, sign more deals and generate more revenue without sleaze, stress or overwhelm. In this episode, I’ll be sharing: How to get the best B2B sales results from listening to this mini series. (00:37) How my dog, Max, will be contributing to today’s episode of the Selling to Corporate ® mini series. (01:05) Why this episode is designed to build on from previous mini series episodes so you can get better results. (01:31) Why do we need to understand what the top three B2B sales skills will be for 2023? (02:07) How our global economy is shifting quickly - and why that impacts our B2B sales strategy. (02:45) My key warning for the upcoming year - what you really need to understand to make your best sales decisions. (03:20) The synergies between B2B sales and marketing - and why it’s integral to focus on the right activity for your goal. (04:04) How redundancies will impact the freelancer market and give corporate clients more choice. (04:41) Why posting on LinkedIn and trying to get visible won’t be enough to generate corporate clients next year. (05:29) How articulating the commercial viability of your services and the transformation you provide is going to be business critical in 2023. (06:29) Why talking to the end user is nice… but doesn’t necessarily convert into a paying corporate client. (07:31) How poor articulation of transformation/ value is costing you corporate clients. (08:28) Why good articulation and communication skills will help you to win stakeholder buy-in and make it easier to sign corporate contracts. (08:54) How commercially focused sales communication is going to help you convert more proposals. (10:05) Why commercially focused sales communication gives you the edge in a multi-stakeholder sign off process. (10:39) How articulating and selling from the transformation perspective can increase your sales immediately. (11:35) How commercially focused sales communication helps to win immediate business from both hot and cold corporate leads. (14:57) Why competing on price won’t help win corporate clients in 2023. (15:57) A super quick assessment to see whether your existing sales communication is working. (16:56) Where our sales processes most commonly end up failing. (18:16) Why we get ghosted at proposal stage with corporate clients. (18:44) How effective objection handling is going to be a core skill for successfully selling to corporate clients. (19:32) The common objections we heard from corporate prospects during the pandemic - and why some people won market share throughout. (19:47) Why consultative objection handling will be integral for credibility and supporting your corporate clients. (20:28) How objections make inexperienced salespeople feel - and why corporate prospects object. (21:03) The common reasons corporate decision makers object to your offers. (22:25) How you can access the Common Objection Handling Guides inside The C Suite ® or The C Suite ® Self Study. (23:12) How to understand whether or not an objection is ‘real’. (23:56) Why I hate the phrase ‘overcoming objections’ in a B2B sales process. (24:36) Why it’s our job to find a mutually beneficial solution to stakeholder objections. (25:20) How we can effectively qualify objections from corporate decision makers. (25:35) Why objections will come up more frequently in 2023 - and why some business owners will earn market share. (26:36) How leveraging stakeholder relationships will be a key skill in 2023 and stop you getting ‘friend-zoned’ by potential corporate clients. (28:01) The importance of following up and keeping in touch correctly to win more corporate clients. (29:06) The common areas that keep business owners procrastinating on their follow ups. (30:03) Why the fortune really is in the follow up for B2B sales. (30:50) How your competitors will leverage your lack of follow up strategy next year. (31:32) A quick assessment to check how your follow up strategy is working. (32:15) Why follow ups don’t have to be scary for you or your stakeholder. (33:04) What real companies are spending money on in 2023 and how you can follow their example. (33:46) 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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