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!
Overcoming Fears of Rejection and Handling “No” in Sales - Outside Sales Talk with Andrea Waltz
Insights from a Purchasing Director: Pay Day Conversations - Outside Sales Talk with Sonia Dumas
Leading with Productivity as a Sales Manager - Outside Sales Talk with Joel Stevenson
The Transparency Sale - Outside Sales Talk with Todd Caponi
Objection Handling Insights from Pandemic Selling - Outside Sales Talk with David Priemer
Why Authentic Relationships are the Secret to Sales Success - Outside Sales Talk with Casey Jacox
Unreceptive: A Better Way to Sell, Lead, and Influence - Outside Sales Talk with Tom Stanfill
Building Your Sales with the Right CRM & Sales Tech - Outside Sales Talk with Kyle Jepson
Say Less and Sell More: The Art of Storytelling - Outside Sales Talk with Park Howell
Making Human-to-Human Connections While Networking - Outside Sales Talk with David J.P. Fisher
Communicate with Impact - Insight-Led Selling - Outside Sales Talk with Stephen Timme & Melody Astley
Winning Complex B2B Deals - Outside Sales Talk with John Smibert
An AE’s Secret Weapon: Automated Client Gifting - Outside Sales Talk with Kris Rudeegraap
The Mindset of a Sales Warrior - Outside Sales Talk with Jason Forrest
Creating a Win-Win Solution with Consultative Selling - Outside Sales Talk with Melinda Emerson
Get Paid to Be Real - Being Authentic in Sales - Outside Sales Talk with Darren Reinke
Sell From Love - Eliminating Fear to Master the Sale - Outside Sales Talk with Finka Jerkovic
Sell More with a Buyer-Focused Sales Funnel - Outside Sales Talk with Peter Strohkorb
Nailing Your Sales Positioning - Outside Sales Talk with April Dunford
Revitalizing Sales after COVID - Breaking into New & Tackling Static Accounts - Outside Sales Talk with Mace Horoff
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