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!
Performative Speaking: The Secret to Sales Success - Outside Sales Talk with Robbie Crabtree
5 Steps to Becoming a Trusted Advisor - Outside Sales Talk with Janice B. Gordon
Mastering your Sales Follow-ups - Outside Sales Talk with Doug C. Brown
Taking Control of the Sales Process - Outside Sales Talk with Ken Lundin
Why You Need a Sales System - Outside Sales Talk with Walker McKay
Managing Your Career Path in Field Sales - Outside Sales Talk with Mike Hayes
Purpose Driven Prospecting - Outside Sales Talk with Roger Burnett
Why You’re Winning and Losing in Sales - Outside Sales Talk with Cian McLoughlin
Selling at the Executive Level - Outside Sales Talk with Steve Bistritz
Accelerating Your Sales Process with Video - Outside Sales Talk with Collin Mitchell
Multiply Your Deals with Sales Referrals - Outside Sales Talk with Tamara Bunte
Qualifying Prospects with the MEDDIC Sales Method - Outside Sales Talk with Darius Lahoutifard
Selling With A Story - Outside Sales Talk with Paul Andrew Smith
Restoring Your Win Rate - Outside Sales Talk with Kendra Lee
Increase Sales by Speaking to Your Prospect’s Subconscious Mind - Outside Sales Talk with Patrick Ryan
Strengthening Relationships Through Passion, Plan, & Purpose - Outside Sales Talk with Jon Ferrara
The Art of Feminine Selling - Outside Sales Talk with Julia Andrews
Selling Through Partnering Skills - Outside Sales Talk with Fred Copestake
Time Management Advice for Better Work-life Balance - Outside Sales Talk with Bill Farquharson
Finding and Hiring Exceptional Sales Talent - Outside Sales Talk with Amy Volas
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