STC103 How to avoid the noise and streamline your B2B sales activity
Today, we are diving deep into the topic of avoiding the noise and finding clarity in your sales process but firstly Jess introduces us to special guest and Inclusion Consultant Anita Phagura. Working with different companies within the construction industry Anita helps support them to build inclusive leadership competencies at senior levels, and middle management within the organisation, particularly looking at addressing gender, and ethnicity, pay gaps and challenges around staff retention in those areas. - Companies are realising the importance of diversity and inclusion: Timestamp: [02:46] - Burnout can have a significant impact on business success: Timestamp: [11:22] - The construction industry is working towards diversity and inclusion, but challenges remain: Timestamp: [23:58] In this episode we are exploring the evolving landscape of diversity and inclusion in businesses. While some companies are still at a surface level of understanding, others have become leaders in implementing change. Advocates for diversity and inclusion are demanding genuine transformation both at grassroots and senior levels. We also examine how burnout can impact sales professionals. Anita kindly shares her personal experience with burnout and the lessons she learned along the way. From the importance of consistency to prioritising health, she provides valuable insights for finding success in the ever-changing sales environment. Join us as we uncover strategies for avoiding the noise and streamlining your B2B sales activity in this episode of Selling to Corporate ®. Stay tuned for actionable tips and expert advice to help you navigate the complexities of today's sales landscape. Let's dive in! In this episode I’m sharing; Having a clear process eliminates guesswork. Knowing what needs to be done is valuable. Templates and structure reduce overthinking. Process allows tailoring while maintaining structure 00:33:13 The pressure on senior diverse individuals to improve diversity; daily aggressions; lack of emotional support; progress still needed in industry 00:13:11 Industry evolving, employees demanding genuine change 00:03:38 Different ways of showing up online 00:28:22 Key Quotes: The Challenges of Diversity in the Workplace: "The pressure can be on them to change things and make it better for other people who have diversity or similar demographics. And that's on top of the daily microaggressions that you're facing, or what we call microaggressions, but are actually aggressions on top of navigating, a toxic environment on top of navigating." — Anita Phagura 00:13:3900:14:03 The Importance of Consistency: "And then working with The C Suite ® was that thing that I finally had a process. I've never had a process probably in my life, and I finally had a process that I could follow. And at first I wasn't massively consistent, but I was doing it. It just quite wasn't on the timescales. And then when I joined The C Suite ® Jess was there to hold me accountable, helping me tweak what I needed to tweak. She was there to call me out when I wasn't being consistent." — Anita Phagura 00:22:0200:22:34 The Importance of Having a Clear Process: "So again, having that process means I know what I need to do, takes that guesswork away from it. I just really value having the process in the first place. Like just taking away that, just having to work it out right. It just takes away some of that overthinking." — Anita Phagura 00:35:1600:35:28 Key Resources Mentioned in this Episode: 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. 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! 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. If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. Click here if you would like to listen to my recent TEDx talk.