Why Corporate Selling is Easier

If you’ve been paying attention to the online business world, you’ve probably heard the word “hard” come up a lot. It’s true—there’s a lot of saturation in the market, making it difficult to break through with new gimmicks popping up constantly. The market has more people selling than buying, especially with so many creators emerging.
Another issue is that consumers are jaded. Many have bought into digital businesses, online coaching, or consulting, only to feel overpromised and underdelivered. This means that consumers are more hesitant to buy, leading to a longer sales cycle—tough if your business relies heavily on selling to consumers.

But here’s the thing: corporate sales are different. Unlike consumers, corporate decision-makers aren’t driven by emotions or overloaded with options. Their choices are practical and need-based, making corporate sales more straightforward.

Corporate Decision-Makers Are Just People

One common misconception is that selling to corporate is complicated. Many believe there’s an invisible barrier stopping them from reaching decision-makers. But here’s the secret—corporate decision-makers are just regular people with a budget, and they’re actively looking to spend money. The complexity isn’t there like it is in B2C.

When most people think of B2B or corporate sales, they imagine complex, enterprise-wide deals involving several layers of decision-makers. But when it comes to selling consulting, coaching, or training services, you’re often only dealing with one person who has the authority to make the decision—and that person probably doesn’t even have a gatekeeper.

Do You Have What Corporate Wants?

A common question I get is, “Do I have something corporate would buy?” Here’s the simplest answer: if you’ve ever worked in corporate, you already have the skills that companies need. If a corporation would hire you for a job, then you can sell that service to them as a contractor.

The 3 Keys to Corporate Decision-Making

1. Need
   Corporate buyers are actively searching to fill needs, and they have the budget to do so. If you can position your offer in a way that shows them why they need it, a “yes” is easy.

2. Novelty
   Corporate decision-makers want to add value to stand out and progress in their careers. Offering something new—a fresh idea, strategy, or approach—can give them credibility. You could be the disruptor that helps them stand out.

3. Check in the Box
   Sometimes, corporate decision-makers just need to check a box. Whether it’s a required team-building activity or something else, they have the budget and obligation to hire services. Even if they’re not fully invested, they need to show that they’re doing something—and you can be that solution.
   
   

   So What Now?

   Corporate selling may seem intimidating, but it’s often simpler than you think. If you've worked in a corporate environment, you already have the skills companies are looking for. By focusing on corporate decision-makers’ needs, novelty, and the “check in the box” opportunities, you can break through the corporate barrier and start landing high-value contracts with ease. Ready to learn more? Watch the live training video below to dive deeper into corporate sales strategies.