Top 3 B2B Sales Mistakes New Consultants Make (and How to Fix Them) with Leah Neaderthal

Are you struggling to crack the code of landing B2B clients after leaving corporate—and worried that your consulting proposals are just collecting dust? 

In this episode of Life After Corporate, host Deb Boulanger dives deep into what truly separates successful consultants from the rest, welcoming sales strategist and business builder Leah Neaderthal. Together, they unveil the hidden pitfalls new consultants face, from misunderstanding corporate decision-making to overestimating the power of referrals and not having enough pipeline coverage. If your consulting journey feels like a maze full of obstacles, this episode offers real-world strategies to help you master the process buying journey, sharpen your sales conversations, and thrive—no matter the economic climate. 

Tune in to discover how you can transform “no response” into “new client” and build a business that pays in profit and personal freedom.

[00:01 – 07:22] Landing Your First B2B Consulting Clients

• Recognize the differences between B2B and B2C sales processes, especially when consulting or coaching for businesses.
• Leverage your corporate experience and skills, while acknowledging areas that must be unlearned for entrepreneurial success.
• Learn how a desire for location-independence paved the way for building a business out of expertise.
• Understand the importance of self-teaching and curating your own sales methodology to create a “non-salesy” approach that feels authentic.

[07:23 – 12:03] Avoiding the Most Common Consulting Mistakes

• Avoid assuming that the internal workings of corporate clients are straightforward—decision-making is often complex and slow-moving.
• Don’t overlook the distinction between the marketing system (getting visible) and the sales system (closing deals) in your client acquisition process.
• Identify and map both the “emotional buying journey” and the “process buying journey.”
• Always ask savvy questions such as who the real decision makers are and what steps are required to get approval.

[12:04 – 17:39] Standing Out and Building a Resilient Pipeline

• Communicate your value with clarity—articulating impact (“painkiller statement”) rather than just listing tactics or titles.
• Differentiate yourself so clients clearly remember you and can easily refer or pitch your services internally.
• Understand the necessity of having significant “pipeline coverage”—keeping 2x to 3x your revenue goal in active opportunities.
• Proactively build consistent marketing and sales activities to maintain control over your consulting business growth.

[17:40 – 30:43] Thriving Amid Change & Sustaining Long-Term Success

• Accept that buying cycles are lengthening, but business clients are definitely still investing—just more carefully and methodically.
• Shift from relying solely on referrals to implementing a proactive sales and marketing system.
• Use “easy to say yes” offers to lower entry barriers and gain trust—think assessments or trial engagements before pitching large contracts.
• Recognize that media focuses on bad news, but plenty of companies are thriving and actively hiring consultants.