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!
Driving Sales with a Solid Channel Strategy - Outside Sales Talk with Rob Spee
Must-Know Tips for Managing a Remote Sales Team - Outside Sales Talk with Nicolas de Swetschin
Whole Body Intelligence: Increase Your Confidence and Sales Success - Outside Sales Talk with Steve Sisgold
The Secrets of Time Management in Sales - Outside Sales Talk with Dave Kahle
The Winning Attitude for a Lifetime of Sales Success - Outside Sales Talk with Jeffrey and Jennifer Gitomer
Proactive Prospecting to Boost your Sales - Outside Sales Talk with Tibor Shanto
Crafting an Emotionally-Riveting Sales Pitch - Outside Sales Talk with Scot MacTaggart
Expert LinkedIn Tactics to Grow Your Sales & Brand - Outside Sales Talk with Chris J. Mohawk Reed
Winning in Sales: Why Emotional Intelligence Matters - Outside Sales Talk with Brian Burns
Sales Management: How to Build, Scale, or Reboot a Sales Organization - Outside Sales Talk with Vince Thompson
LinkedIn Selling Tips & Tricks that Get Big Payoffs - Outside Sales Talk with Brynne Tillman
Leading Your Sales Team Through an Economic Crisis - Outside Sales Talk with Steve Benson
Creating a Killer Sales Playbook - Outside Sales Talk with Dale Dupree
Leveraging Storytelling to Close More Sales - Outside Sales Talk with Ed Bilat
7 Tips for Salespeople from a Fundraising Pro - Outside Sales Talk with Ann Louden
Prospect, Position, and Present Using Social Media - Outside Sales Talk with Tom Abbott
5-Minute Selling: The Proven, Simple System That Can Double Your Sales - Outside Sales Talk with Alex Goldfayn
Remote Selling through an Economic Crisis - Outside Sales Talk with Tiffani Bova
The Connector’s Advantage: How to Get What You Want - Outside Sales Talk with Michelle Tillis Lederman
High-Performance Strategies for Field Salespeople - Outside Sales Talk with Cameron Brown
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