The Corporate Sales Disconnect (and How the Scale Sharks Get It Wrong)

Let’s talk about the Corporate Sales Disconnect. This is where big-name entrepreneurs swearing by 10-step funnels and quick-win tactics, claim they can teach you to to close big deals if you follow their formula. But here’s the truth: these “scale sharks” have no idea what corporate clients actually want.

Corporate clients aren’t looking for flashy funnels or inflated promises. They want a trustworthy partner, and a team who gets their complex needs. In this episode, we’re breaking down why these tactics don’t work for selling to corporate clients—and what does.

Let’s get into what I call the ‘Corporate Sales Disconnect.’ You’ve probably seen those celebrity entrepreneurs who swear by 10-step funnels and promise quick wins with aggressive upsells. They make it seem like you need a flashy funnel to land clients for your micro agency.

However, so much of what’s out there for micro agency owners is taught by people deeply entrenched in scammy online business practices who have ZERO clue about what corporate clients want.

Corporate clients are looking for someone they can rely on, who understands their complex needs and speaks their language. So, today, we’re diving into why these tactics miss the mark for corporate clients and what you really need to focus on.

The Disconnect: Why Scale Shark Tactics Don’t Work

Let’s explore why these scale shark tactics—funnels, big promises, quick wins—don’t work in the corporate sales environment.

Scale sharks teach sales tactics that are polished to perfection, loaded with persuasive language, and set up to lead the client on a quick journey from ‘Hi, nice to meet you’ to ‘Here’s my credit card number’ in three easy steps.

While that may work in the online business world, things like these flashy, one-size-fits-all funnels feel superficial to corporate clients. They don’t want to be led through some cookie-cutter sales process; they want direct answers and concrete proposals that address their needs.

And it’s not just the flashy funnels. It’s the vague ROI promises. You know the ones—‘Oh, just do X, Y, and Z, and you’ll see 300% growth in 30 days!’

Most corporate clients aren’t going to take the bait. They see these exaggerated claims and automatically start questioning credibility. They don’t want these sketchy income claims, they want proof.

The truth is they’re making decisions that impact whole teams and budgets, so they can’t risk investing in fluff or promises with no data to back them up.

Finally, let’s not forget the obsession with ‘quick wins.’ A quick win can look good on paper, but corporate clients aren’t after a flash-in-the-pan result. They’re after sustainable, strategic, and long-term solutions that integrate with their broader business goals.

While the scale sharks teach we should make big promises, remember your corporate clients want depth, not result that fizzle out after a few weeks.

What Corporate Clients Really Want in an Agency Partner

Now, let’s get into what corporate clients want. The answer is straightforward: they want a strategic partner. They want someone they can trust focused on solving their problems, not just closing a sale.

In my experience, the right corporate clients look for strategic thinking above all else. When evaluating potential agency partners, they ask, ‘Does this team understand our industry? Can they identify and address our unique pain points?’

Ultimately, they want a partner who will be there for the long haul and add value in ways that align with their goals, not just someone pushing an upsell.

Corporate clients have a lot on their plates. They manage multiple stakeholders, oversee budgets, and make decisions that have ripple effects across their organization. So when partnering with any agency they want clear, actionable solutions that will move the needle in a way that matters to them.

What they want to see is expertise in action and not to have to babysit you or your team. That’s why it’s critical that you demonstrate your understanding of their specific challenges and explain how you can help them address those without the overblown promises.

Most of all, corporate clients need to know they’re working with an agency team that’s trustworthy and understands that these are serious investments they’re making.

BS-Free Approach to Selling Services to Corporate Clients

Next, let’s break it down into a no-BS, straightforward approach that corporate clients will respond to instead of the scale shark’s scammy BS.

Reliable Relationships

For corporate clients, forget the funnel and focus on the relationship. Funnels may work for small dollar quick sales, but corporate clients are after a lasting relationship.

When selling to corporate clients, relationships are crucial. The more you demonstrate commitment to their success, the more trust you build. This commitment extends beyond the initial sale; it’s about being a consistent resource, a knowledgeable guide, and a dependable expert they can rely on over time.

Instead of spending hours adjusting funnel steps or testing persuasive copy, invest that time in meaningful conversations, personalized follow-ups, and in-depth discovery calls that address the client’s specific challenges.

I know how frustrating it can be to be in a long, drawn out sales process, but with corporate clients you’re dealing with bigger budgets, and they’re typically not going to make a multi-five figure (or more) investment after a single 20-minute consult call.

Plus, building genuine connections with potential and current corporate clients also paves the way for referrals. Corporate clients talk, and when you’re recognized as a trusted partner who delivers real value, they’re more likely to recommend you to others in their network.

Over time, these relationships and referrals can become your most potent marketing tool, proving that a solid reputation outperforms any funnel in corporate sales.

Show They Can Trust You

Your micro agency’s credibility is your greatest asset.

For a potential corporate client, trust hinges on knowing that you can and will deliver on your promises. Building this trust requires more than claiming expertise; it requires demonstrating it through concrete examples that resonate with their unique challenges.

Rather than relying on generic statements, provide specific examples of your past work. Showcase relevant case studies highlighting the results you’ve achieved for clients in their industry.

Whenever possible, include measurable outcomes—metrics and data that validate your effectiveness. They want to see a clear track record of your ability to solve problems like theirs, so the closer your examples align with their needs, the stronger your case.

Also, consider the role of your target decision-makers within the organization. What are their KPIs? What challenges are they responsible for overcoming? Tailoring your examples to reflect the results that matter to them will be even more compelling.

In the corporate world, evidence-based success stories speak louder than any sales pitch ever could, reinforcing your micro agency’s reliability and solidifying your position as the agency partner they’re looking for.

Be Concise

When it comes to corporate sales, less is more. Corporate clients don’t have time for fluff, filler, or marketing jargon. They want the details that matter, so cut straight to the point.

Instead of saying, ‘We can help optimize your digital ecosystem to leverage strategic synergies,’ try, ‘We’ll streamline your processes to save you time and money.’ See the difference? It’s specific, direct, and easy to understand.

Corporate clients are busy, often juggling numerous projects and responsibilities, so clarity is essential. They care about a solution that addresses their problem quickly and effectively.

Keep your pitches and proposals direct and laser-focused on outcomes when crafting them. Show them exactly how you’ll impact them without wasting their time.

Selling the Way Corporate Clients Buy

To wrap up, corporate clients aren’t buying into the flashy sales tactics that scale sharks are telling you is the “proven path” to building your agency.

Corporate clients that you want to have require substance. They’re seeking strategic partners with proven experience, credibility, and results. No matter what the scale sharks claim, a genuine, no-nonsense approach outshines secret they’re trying to teach.

When you’re getting sales advice that feels like it’s too good to be true, it probably is. Skip the flash and focus on fundamentals like credibility, long-term relationships, and clear value.

Stick to what works, skip the empty promises, and you’ll land attract corporate clients who genuinely respect and value your micro agency’s expertise.