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!
Sales Improv: How to Get Past the Sales Script - Outside Sales Talk with Gina Trimarco
Triangle Selling: Sales Fundamentals to Fuel Growth - Outside Sales Talk with Hilmon Sorey & Cory Bray
Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them - Outside Sales Talk with Tim Wackel
How to Get Started in Sales - Outside Sales Talk with Bob Etherington
Why Sales People Must Create Their OWN Brand - Outside Sales Talk with John Crowley
How to Become a Leader on your Sales Team - Outside Sales Talk with Jason Treu
Spear Selling: Tackling Account Based Sales - Outside Sales Talk with Jamie Shanks
Elevate your Sales Team with Sales Enablement - Outside Sales Talk with Dave Lichtman
The Secrets to Building Relationships in Outside Sales - Outside Sales Talk with John Chapin
Deal Killing Obstacles in B2B Sales - Outside Sales Talk with Thomas Williams & Thomas Saine
How Ultra-High Performers Use Time Management - Outside Sales Talk with Jeb Blount
How to Close Larger Sales - Outside Sales Talk with Terry Hansen
How to Create a High-Performing Sales Culture - Outside Sales Talk with Keith Rosen
How to Master your Sales Presentations - Outside Sales Talk with Victor Antonio
The Art of the Slow Sale - Outside Sales Talk with Brandon Bruce
The Selling Formula: 5 Steps for Instant Sales Improvement - Outside Sales Talk with Brian Robinson
Key Steps for Successful Discovery Calls - Outside Sales Talk with Victor Adefuye
Why Salespeople Should STOP Prospecting - Outside Sales Talk with Aaron Ross
How I Left My Sales Career to Start Badger Maps
How Emotional Intelligence Affects Your Sales - Outside Sales Talk with Colleen Stanley
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