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!
Avoid Burnout with the Power of Pause - Outside Sales Talk with Rachael O’Meara
The Art of Selling Value - Outside Sales Talk with Paul Reilly
Selling Abroad - Tips to Sell in the the US vs Europe - Outside Sales Talk with Thibaut Souyris
Deadly Assumptions that are Killing your B2B Sales - Outside Sales Talk with George Brontén
5 Step Formula - Every Job Is a Sales Job - Outside Sales Talk with Cindy McGovern
Maximize your sales team’s growth with CRM - Outside Sales Talk with Wes Schaeffer
Distance Learning: Ultimate Benefits of Online Sales Training - Outside Sales Talk with Richard Harris
Secrets to Standing out and Selling on LinkedIn - Outside Sales Talk with Viveka von Rosen
Driving Sales Momentum with Effective Prospecting - Outside Sales Talk with Dave Kurlan
What it Takes to Be a Virtual Selling Hero - Outside Sales Talk with Craig Wortmann
Why Athletes Win - Tactics to Become a Sales Superstar - Outside Sales Talk with Ian Altman
Don't Panic! - Here's How you Can Still Close Deals While Remote - Outside Sales Talk with Tom Pisello
Leveraging your Online Reputation to Increase Sales - Outside Sales Talk with George Leith
Coronavirus - How Your Sales Team Can Stay Successful - Outside Sales Talk with Jim Pancero
Building Influential Connections in Sales - Outside Sales Talk with Ron Carucci
Breaking Boundaries in Remote Work - Outside Sales Talk with Liam Martin
Selling with Comedy - Using Humor to Seal the Deal - Outside Sales Talk with Jon Selig
The Green Rush: Sales in the Emerging Cannabis Industry - Outside Sales Talk with Francesca Vavala
Actionable Customer Retention Tactics To Drive Repeat Sales - Outside Sales Talk with Alice Heiman
How to Sell with Authenticity and Build Trust with Anyone - Outside Sales Talk with Shari Levitin
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