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!
How to Sell with Authenticity and Build Trust with Anyone - Outside Sales Talk with Shari Levitin
Multiplying Success with Sales Career Growth - Outside Sales Talk with Mark Roberge
Seeking Success in the Modern Sales World - Outside Sales Talk with Kim Orlesky
Collaborative Selling - Working with Buyers to Sell your Best - Outside Sales Talk with Tim Sullivan
The Radical Path to Sales Enlightenment - Outside Sales Talk with Scott Leese
Powerful Personal Branding the Boosts Sales - Outside Sales Talk with Elinor Stutz
The Secret 3 Actions for Sales Teams to Meet Quotas - Outside Sales Talk with Alice Kemper
Automating Signature-Grabbing Sales Proposals - Outside Sales Talk with Adam Hempenstall
How to Triple your Qualified Leads While on the Road - Outside Sales Talk with Shawn Finder
Insider Tips on Being a Successful Sales Leader - Outside Sales Talk with Bill Caskey & Bryan Neale
Building Your Sales Dream Team - Outside Sales Talk with Mike Fossi
The Compelling Proposal: Make the Customer Choose You - Outside Sales Talk with Steve Thompson
Crafting a Predictable Sales Pipeline - Outside Sales Talk with Jason Bay
How to Win Mega Deals and Grow your Career - Outside Sales Talk with Jamal Reimer
How to Create a Gender Balanced Sales Team & Skyrocket Sales - Outside Sales Talk with Jamie Crosbie
Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales - Outside Sales Talk with Chris Voss
Top Sales Engagement Tactics for Outside Salespeople - Outside Sales Talk with Max Altschuler
Shift Selling: Turn Your Prospects into Customers - Outside Sales Talk with Craig Elias
Using Co-Creation to Develop Better Relationships & Win Bigger Deals
How to Break out of a Sales Slump - Outside Sales Talk with Chris Spurvey
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