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 Master Sales Follow-Ups - Outside Sales Talk with Steve Benson
The Perfect Pitch: Storytelling in Sales - Outside Sales Talk with Dominick Cappuccilli
How to Get More Qualified Sales Meetings - Outside Sales Talk with Tito Bohrt
Implementing Successful Sales Operations Processes - Outside Sales Talk with Enrico Nebbia
Tactics that Win The Complex Sale - Outside Sales Talk with Alice Heiman
How to Achieve Peak Performance in Sales - Outside Sales Talk with Gerhard Gschwandtner
3 Things Sellers Must Master to Consistently Close More Deals - Outside Sales Talk with Donald Kelly
How To Motivate Yourself in Sales - Outside Sales Talk with Everold Reid
High-Profit Prospecting Strategies - Outside Sales Talk with Mark Hunter
Actionable Ways to Use Linkedin for B2B Sales - Outside Sales Talk with Kurt Shaver
Best Ways to Deal with Competition in Sales - Outside Sales Talk with Anthony Iannarino
How to Overcome Price Objections - Outside Sales Talk with Steve Benson
Attracting the Modern Buyer with Digital Sales - Outside Sales Talk with Mario Martinez Jr.
Strategies For Successful Referral Selling - Outside Sales Talk with Joanne Black
Coaching Successful Field Sales Teams - Outside Sales Talk with Keenan
How to Optimize Your Selling Time in the Field - Outside Sales Talk with Wes Schaeffer
Top Questions You Should Ask Every Prospect - Outside Sales Talk with John Barrows
How to Modernize Your Field Sales Team - Outside Sales Talk with Tony Hughes
How to Drive Career Growth in Outside Sales - Outside Sales Talk with Carson Heady
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
NABOR® TALKS
U.S Property Podcast
Aligned Money Show
The Ramsey Show
Planet Money