Pitching

The Key to Successful Sales Leadership – Outside Sales Talk with Bernadette McClelland

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:

  • How to have successful sales conversations
  • The mindset and skill-set you need to become a sales leader
  • 3 key areas sales leaders need to focus on
  • The best management style for Outside Sales

 

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 Overcome Price Objections – Outside Sales Talk with Steve Benson

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question – what’s the best way to handle and overcome price objections in sales?

You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?

Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.

Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”

Here are some of the topics covered in this episode:

  • Identifying the 4 types of price objections
  • How to address and overcome different types of price objections
  • Giving discounts vs. making ‘price adjustments’

 

Steve is the host of the Outside Sales Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.

Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping

You can listen to more episodes here: https://www.badgermapping.com/podcast

Top Questions You Should Ask Every Prospect – Outside Sales Talk with John Barrows

John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.

John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.

JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.

Here are some of the topics covered in this episode:

  • Top Questions You Should Ask Prospects
  • The Best Sales Books
  • How to Layer Questions During Your Sales Conversation
  • The Clarification Technique
  • Body Language in Sales
  • The Importance of Prospecting

 

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.

John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.

John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.

Website: https://jbarrows.com/

Linkedin: https://www.linkedin.com/company/jbarrows-sales-training

Snapchat: johnmbarrows

Twitter: @JohnMBarrows

YouTube: https://www.youtube.com/jbarrowssalestraining

Facebook: https://www.facebook.com/JBarrows/

FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/

Listen to other episodes of ‘Outside Sales Talk’ here!