Bernadette McClelland is the CEO of the Sales Performance Agency ‘3 Red Folders’, a recognized sales authority, keynote speaker and executive coach, well known for her expertise in B2B Sales Leadership. She has over 20 years of sales experience working for top companies like Xerox and Kodak.
On this episode she’ll share her advice and insights about what it takes to become a successful leader in Outside Sales. Bernadette talks about what conversations you need to have with your customers and prospects to get to the top in today’s noisy sales environment.
Here are some of the topics covered in this episode:
To be a successful Outside Sales Manager, you need to manage your team effectively and enable them to perform at their best. One aspect is to balance your sales reps' territories to increase their productivity and drive results.
Listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.
About the Guest: For many years, Bernadette worked on the front line for world class technology companies as a quota bearing sales executive, responsible for business development, product launches, client relationships and profitable negotiations ranging from tens of thousands to multi million dollars.
She now works in those same environments helping CEOs and their sales teams increase their sales results and performance by building a realistic and qualified pipeline.
Her business, 3 Red Folders, ensures their customers create solid results by focussing on sales strategy, sales process, target market, ratios and numbers, message to market, prospecting strategies and mindset shifts that encompass a successful and sustainable sales environment.
Having recently published her fifth book, 'The Art of Commercial Conversations - When It's Your Turn To Make A Difference', Bernadette has highlighted the 9 commercial leadership skills and conversations needed for B2B sales executives, leaders and business owners in today's world.
What differentiates Bernadette’s approach and her business offering is found at the intersection of 'sales process (business)' + 'sales psychology (behaviour)' + 'sales science (brain)' and is underpinned by a proven science backed and evidence based evaluation tool, specific to the selling field.
Website: http://bernadettemcclelland.com
3 Red Folders: http://3redfolders.com
LinkedIn: https://www.linkedin.com/in/bernadettemcclelland
Twitter: @b_mcclelland
Listen to more episodes of the Outside Sales Talk here!
Nailing Your Virtual Presentations - Outside Sales Talk with Juliet Funt
You're Invited: The Art and Science of Connection, Trust, and Belonging - Outside Sales Talk with Jon Levy
Proven Techniques for Crushing Every Stage of the Sales Process - Outside Sales Talk with John Barrows
Leveraging AI Tools to Save Time in Sales - Outside Sales Talk with Ryan Staley
Sales Expansion Strategies for Field Sales - Outside Sales Talk with Michael Tuso
Generate More Leads with AI Powered Email Campaigns - Outside Sales Talk with Tyler Carlson
Questions That Sell and Gain an Edge - Outside Sales Talk with Paul Cherry
Tactics to Become a Sales Ninja - Outside Sales Talk with Larry Kendall
Tips & Tricks to Drive Sales Growth - Outside Sales Talk with Mickeli Bedore
JOLTING Your Sales into Action - Outside Sales Talk with Larry Long Jr.
Do It! Selling: Land Better Clients, Bigger Deals, and Higher Fees - Outside Sales Talk with David Newman
Selling with Heart Not Hustle - Outside Sales Talk with Natasha Hemmingway
The Modern Seller - Selling in the New Sales Economy - Outside Sales Talk with Amy Franko
Sell Without Selling Out - Outside Sales Talk with Andy Paul
Grow Your Sales Exponentially with Heart-Powered Sales - Outside Sales Talk with Robin Treasure
Turbocharge Your Prospecting to be a Top Performer - Outside Sales Talk with Marcus Chan
The Art of Persuasion and Influence in Sales - Outside Sales Talk with Rob Jolles
Selling Through Tough Times - Outside Sales Talk with Paul Reilly
Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand - Outside Sales Talk with Dr. Cindy McGovern
Overcoming Fears of Rejection and Handling “No” in Sales - Outside Sales Talk with Andrea Waltz
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