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!
The Power Formula for LinkedIn Success - Outside Sales Talk with Wayne Breitbarth
Overcoming Obstacles & Leading in Sales - Outside Sales Talk with Adam Mendler
The Art of Personal Branding - Outside Sales Talk with Kasey Jones
Become a Sales Winner with Insight Selling - Outside Sales Talk with Mike Schultz
Psychological Selling: The Secret to Cold Call Success - Outside Sales Talk with Paul M. Neuberger
Repairing Client Relationships When Things Go Wrong - Outside Sales Talk with Lynn Whitbeck
What Makes People Buy - Demand-Side Selling - Outside Sales Talk with Bob Moesta
Adapting and Selling to Different Personality Types - Outside Sales Talk with Richard Duggal
The Secret Art of Subtle Selling - Outside Sales Talk with Aleasha Bahr
Powerful Sales Questions that Close More Deals - Outside Sales Talk with Will Barron
Mastering a Highly Effective Mindset to Raise Your Line - Outside Sales Talk with Robert Stevenson
Ultimate Lead Conversion with The Conversion Code - Outside Sales Talk with Chris Smith
Leveraging Body Language for Sales Success - Outside Sales Talk with Mark Bowden
Turning Difficult Clients into Your Best Customers - Outside Sales Talk with Noah Fleming
Stop Hustling & Start Scaling your Sales Success - Outside Sales Talk with Scott Sambucci
Empowering the Next Generation of Inclusive Sales Leaders - Outside Sales Talk with Joyce Johnson
How to Close more Sales with the Perfect Close - Outside Sales Talk with James Muir
Powerful Authentic Persuasion Tactics to Close Your Next Deal - Outside Sales Talk with Jason Cutter
Highly Effective Sales Prospecting - Outside Sales Talk with Tony Morris
How to Create Rewarding Sales Goals in 2021 - Outside Sales Talk with Jon Dwoskin
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