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Hosted by bernadette mcclelland
14 episodes with bernadette mcclelland
4 episodes with bernadette mcclelland
2 episodes with bernadette mcclelland
2 episodes with bernadette mcclelland
2 episodes with bernadette mcclelland
2 episodes with bernadette mcclelland
2 episodes with bernadette mcclelland
In this episode of the Exceptional Sales Leader Podcast, I welcome Bernadette McClelland, a seasoned sales leader and inspirational keynote speaker, to discuss her diverse experiences in the sales industry and her impactful work with the Sales Leadership Academy. Bernadette shares her fascinating journey from working at Xerox in Australia to becoming a renowned global influencer in sales leadership. Her story includes overcoming personal challenges and triumphs, such as recovering from bankruptcy and illness, to eventually assisting high-level executives and sales leaders in maximising their potential. Bernadette touches on her compelling volunteer work with incarcerated individuals, shedding light on how leadership principles can transform lives both inside and outside of prison. She highlights the importance of empathy, resourcefulness, and self-forgiveness, drawing parallels between leading a sales team and supporting individuals in high-security environments. Furthermore, Bernadette delves into the future of sales leadership in the age of AI, advocating for the necessity of codifying one's expertise to remain relevant and influential in shifting business landscapes. Through insightful anecdotes and actionable advice, this episode serves as a rich resource for anyone interested in sales leadership evolution and personal growth. To connect with Bernadette, and to learn more about the Sales Leadership Academy, please go to: LinkedIn - https://www.linkedin.com/in/bernadettemcclelland/ Website - https://www.bernadettemcclelland.com/ Sales Leadership Academy - https://salesleadershipacademy.com/
Bernadette McClelland, founder of the Deliberate Disruption Academy and author of SHIFT AND DISRUPT: Stop Selling Widgets. Start Selling Wisdom, shows you how to stop selling widgets and start selling wisdom through the power of StorySelling. Improve your storytelling immediately with my The ABTs of Agile Communications™ quick online course to learn the agile narrative framework that all influential business communication is built. Grab your copy of The Narrative Gym for Business, a short guide on crafting ABTs for all of your communications. Read Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand. #StoryOn! ≈Park
Grow My Accounting Practice | Tips for Accountants & Bookkeepers to Grow Their Business
Show Summary: In this episode of the Grow My Accounting Practice Podcast, we welcome Bernadette McClelland, a globally recognized leadership expert, speaker, and author, to explore the power of Courage, Conviction, and Choice in business and life. Bernadette shares how true resilience goes beyond just bouncing back—it requires disruptive leadership, self-worth, and the ability to own your value. She discusses why congruence between mindset, actions, and pricing is essential for success and how standing firm in your worth can transform your business and leadership style. Drawing from her own experience of overcoming bankruptcy and rebuilding from the ground up, Bernadette provides actionable insights on how to lead with courage and conviction, make bold choices, and disrupt the status quo in your industry. Tune in to gain powerful strategies on stepping into your leadership potential and ensuring that resilience is more than just survival—it's about thriving. Website:bernadettemcclelland.com/scale LinkedIn:https://www.linkedin.com/in/bernadettemcclelland.com Corporate Partner:Your CyberTeam - https://yourcyberteam.com/ Make Your Business Permanently Profitable with the PROFIT FIRST APP!
“What I now do is I change the word 'problem' to the word 'situation' and when I change that one word, it just flips something in my brain where I can now work on it and it turns it into something objective and something almost like, ‘okay, I can do something about this now'.” -Bernadette McClelland Sales coach and consultant, Bernadette McClelland shares her powerful journey from corporate sales to entrepreneurship, revealing the hard-earned lessons learned from overcoming bankruptcy and self-doubt. During this interview, you'll also learn… Actionable insights on building resilience, reframing challenges & viewing disruption as an opportunity for growth Shift from selling to serving Ways to build a strong support network & commit to continuous improvement Tune in to this inspiring episode to discover how to turn setbacks into stepping stones and transform your approach to business and life! To find out more about Bernadette, click here. Connect with her on LinkedIn. Time Stamps 02:57 - Journey Through Corporate to Consultancy 05:56 - Lessons from Bankruptcy 09:11 - Reframing Problems as Situations 11:53 - The Power of Disruption 15:00 - Embracing Anti-Fragility 18:04 - The Evolution of Business Mindset 26:40 - Embracing the Present & Future Mindset 30:58 - The Importance of Mental Downtime 39:03 - Transforming Sales into Service
Braving Business: Tales of Entrepreneurial Resilience and Courage in the Face of Adversity
Join us as we welcome Bernadette McClelland, ranked one of the Top 35 Women in Sales Globally by Sales Hacker, Tony Robbins collaborator and author of six books on sales and leadership including most recently 'SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom'.Episode Overview:Bernadette McClelland's journey is one of resilience, courage, and reinvention. From a successful corporate career with Xerox to a life-altering personal and financial setback, Bernadette's story is both inspiring and instructive. In this episode, she shares how she turned adversity into an opportunity for growth, becoming an accomplished speaker, author, and coach. We dive into her experiences, including the turning point that led her to embrace “deliberate disruption” as a philosophy, and her mission to guide others through challenges.Key Discussion Points:1. The courage it took to leave a secure corporate career at Xerox and step into the world of entrepreneurship.2. How a devastating injury led to financial loss and a complete restart, and what it took to bounce back.3. Embracing the concept of "deliberate disruption" as a guiding principle for overcoming life's biggest challenges.4. The lessons learned from trusting the wrong people and finding clarity through difficult times.5. Insights from working with Tony Robbins and other prominent figures on building resilience.6. The transformative experience of mentoring incarcerated individuals as they prepare for re-entry.7. The power of reinvention and staying aligned with your core values through tough times.8. Bernadette's latest focus on leadership through her upcoming book, The Rise of The Disruptive Leader.9. Advice on how to find purpose, even when it feels like everything is falling apart.10. A lighter look into Bernadette's love for adventure and the unique travel experiences that have shaped her outlook.Quotable Moments:- “Bouncing back is not enough; sometimes you need to deliberately disrupt to find a new path forward.”- “Courage isn't the absence of fear; it's the willingness to move forward despite it.”- “The most powerful transformations happen when we embrace the discomfort of change.”Connect with Bernadette:- Website: [bernadettemcclelland.com](https://bernadettemcclelland.com)- LinkedIn: [Bernadette McClelland](https://www.linkedin.com/in/bernadettemcclelland)Listener Engagement:We're eager to hear your thoughts on Bernadette's philosophy of “deliberate disruption” and how it resonates with your own journey. Share your takeaways and stories of courage in the comments!Disclaimer:The views expressed by guests are their own and do not necessarily reflect the views of the Braving Business Podcast or its hosts.Remember to subscribe, rate, and review us wherever you get your podcasts. Stay brave!
Courageous Leadership and Creative Self-Disruption in SalesJoin host Karen Kelly in this enlightening episode of the K2 sales podcast as she converses with Bernadette McClelland on navigating 2024's economic landscape with courage and self-disruption. Bernadette introduces her three-step 'deliberate disruption model' - identity, intention, and iteration - urging sales leaders to inspire their teams by embracing discomfort and an anti-fragile mindset. They emphasize the importance of aligning one's head, heart, and gut to thrive in today's brittle, anxious, non-linear, and incomprehensible world. Listen as they discuss practical strategies for living in the present, enhancing creativity, and maintaining mental well-being, while also balancing professional roles with personal identities. Discover how even significant setbacks can act as catalysts for growth and transformation, all through the power of perspective and intentional leadership.00:00 Introduction and Overview03:28 Guest Introduction: Bernadette McClelland04:24 The Essence of Disruption05:37 Navigating the VUCA and BANI Economies10:50 The Deliberate Disruption Model15:53 Reframing Problems as Situations23:10 Aligning Head, Heart, and Gut25:03 Techniques for Type A Leaders to Trust Themselves26:19 Understanding the Brain's Need for Downtime27:18 The Importance of Creativity in Leadership27:54 Balancing Empathy and Technology in Sales28:24 Inspiration and Ideation Mapping28:48 Accessing Creativity Through Downtime29:30 The Role of Leaders in Encouraging Downtime29:43 The Fallacy of the Grind Mentality31:11 Combining Impact and Risk in Leadership34:02 Trusting Your Gut in Sales36:52 Developing Leadership Identity38:23 The Importance of Significance and Fulfillment40:28 Balancing Different Parts of Your Identity43:00 Final Thoughts on Disruptive LeadershipFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy
In this episode of Mastering Modern Selling, special guest Bernadette McClellan shares her wisdom on transforming sales strategies to better align with today's buyer expectations. Drawing from her extensive experience and her latest book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom," Bernadette provides a roadmap for sales professionals to elevate their game and connect more effectively with clients.Key TakeawaysEmbrace Change and Inspire Buyers: Bernadette emphasizes the importance of salespeople inspiring change in their buyers. She identifies three key skill sets necessary for modern sales success: creativity, complex problem-solving, and critical thinking. Sales professionals need to help buyers see new perspectives and uncover needs they might not even know they have.From Saboteur to Sage: Salespeople often sabotage their success by not fully committing to their value and role. Bernadette introduces the "Identity Influence and Impact Index," which guides salespeople from self-sabotage to becoming trusted advisors. By owning their value and demonstrating relevance, salespeople can turn buyers from skeptics into super fans.Internal, External, and Essential Stories: Bernadette's book outlines the importance of internal, external, and essential stories in sales. Internal stories are the narratives salespeople tell themselves about their buyers and their value. External stories involve the conversations salespeople have with buyers, focusing on bringing new insights and value. Essential stories are about deeply understanding the buyer's needs and context.Visual Storytelling: Effective communication in sales goes beyond verbal interactions. Bernadette highlights that 83% of communication is visual. She encourages salespeople to use visual storytelling techniques to engage buyers more deeply and make complex ideas more accessible.Be a Consultant, Not a Salesperson: Buyers today expect more from salespeople than just product pitches. Bernadette underscores the need for sales professionals to act as consultants, helping buyers understand their own businesses better and offering solutions that truly address their challenges. This approach builds trust and fosters long-term relationships.Bernadette McClellan's insights offer a fresh perspective on modern selling, emphasizing the need for salespeople to adapt, inspire, and truly connect with their buyers. By focusing on internal confidence, delivering unique value, and engaging in meaningful visual storytelling, sales professionals can transform their approach and achieve greater success. For a deeper dive into these strategies, explore Bernadette's book, "The Shift and Disrupt: Stop Selling Widgets, Start Selling Wisdom."This Show is brought to you by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers.
All sales leaders and salespeople face three challenges: finding the right level of connection with the buyer, having the right depth of conversation with that buyer, and increasing the rate of conversion. Sales thought leader Bernadette McClelland finds the root cause of these challenges in the stories involved, whether these are the stories we tell ourselves as salespeople or the stories we tell the buyer. In this conversation, Bernadette McClelland unpacks the concept of “story-selling” and shares its six essential principles that will take your sales prowess to the next level. She also talks about the key things discussed in her latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom. Prepare to take some notes as we pick the mind of one of the greatest selling wisdom purveyors anywhere!
Bernadette is a high-content and inspirational speaker on transformation and business growth, making booking a speaker easy and joyful. She has spoken in 12 countries across four continents, and 85% of her past clients have rebooked her in one capacity or another. She has landed million-dollar deals, and the US government recognizes her in the top 1% of sales leaders globally. Tony Robbins referred to her as a ‘superstar.' Harvard ratified her as one of their MBA sales coaches. The Nasdaq Entrepreneurial Centre has been a beta test for her IP. Bernadette is a mentor for Colorado's Global Landing Pad, and Brian Tracy has endorsed two of her six books on sales leadership. Find out more at https://www.bernadettemcclelland.com/. Mr. Ted Santos is skilled at reinventing companies. And over the past 25 years, he's reinvented himself several times. He has experience as a sales trainer, executive manager, entrepreneur, and executive coach. He's currently chairman and CEO of Turnaround Investment Partners in New York City, which provides high-value consulting services to midsize and large companies. Mr. Santos coined the term Disruptive Leadership Model, designed to empower companies to innovate and penetrate untapped markets. He uses his proprietary methodology to work with CEOs committed to driving innovation at the enterprise level. For more information, head over to turnaroundip.com.As a small business expert, Barry Moltz gets owners growing again by unlocking their long-forgotten potential. With decades of entrepreneurial experience in his own business ventures and consulting countless other entrepreneurs, Barry has discovered the formula to get stuck business owners unstuck and marching forward. As a small business expert, Barry applies simple, strategic steps to facilitate change. Find out more at BarryMoltz.com. Three amazing guests – Bernadette McClelland, Ted Santos, and Barry Moltz – join me simultaneously for a fun, lighthearted, rapid-fire round of my favorite business questions.We get their opinions on business tools, old-school marketing tips, and great books for aspiring business owners.This week on SmallBizChat Podcast:Fun, fast-paced round of questioning.Our guests' favorite podcasts.Their favorite business app.Their favorite old-school marketing tip.Plus a few other questions about great resources for up-and-coming business leaders.Resources Mentioned:Brand in Demand Live! - https://smallbizladyuniversity.com/brandindemandlive/ use code SBLVIP!Podcasts Mentioned: All in the MindImpact Theory with Tom BilyeuSmallBizChatSmall Business Radio ShowApps Mentioned: CashAppApollo.ioLinkedInBooks Mentioned: Jonathan Livingston Seagull by Richard BachBlue Ocean Strategy by W. Kim Chan and Renee MauborgneLove is the Killer App by Tim Sanders10X is Easier than 2X by Dan SullivanConnect with Bernadette McClelland:Website: https://www.bernadettemcclelland.com/ Book: https://shiftanddisrupt.com/ LinkedIn: https://www.linkedin.com/in/bernadettemcclelland/ Connect with Ted Santos:Website: https://www.turnaroundip.com/ Connect with Barry Moltz:Website: https://barrymoltz.com/ Twitter: https://twitter.com/barrymoltz LinkedIn: https://www.linkedin.com/in/barrymoltz Facebook: https://www.facebook.com/SmallBusinessUnstuck Instagram: https://www.instagram.com/barrymoltz/Books: https://barrymoltz.com/small-business-books/ Small Business Radio Show: https://barrymoltz.com/small-business-radio-show/
In this episode, Melinda Emerson is joined by Ted Santos, Barry Moltz, and Bernadette McClelland. They engage in a panel discussion on effective business strategies, share their favorite podcasts and business apps, discuss old school marketing tips and recommend business books. The episode concludes with Bernadette's closing remarks.
"Identifying how they process information is critical because you need to be able to speak their language." - Bernadette McClelland in today's Tip 1661 How is your decision-making process with your buyers? Join the conversation at DailySales.Tips/1661 and learn more about Bernadette! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm
Bernadette is a high-content and inspirational speaker on transformation and business growth, making booking a speaker easy and joyful. She has spoken in 12 countries across four continents, and 85% of her past clients have rebooked her in one capacity or another. She has landed million-dollar deals and the US government recognizes her in the top 1% of sales leaders globally. Tony Robbins referred to her as a ‘superstar.' Harvard ratified her as one of their MBA sales coaches. The Nasdaq Entrepreneurial Centre has been a beta test for her IP. Bernadette is a mentor for Colorado's Global Landing Pad, and Brian Tracy has endorsed two of her six books on sales leadership. Find out more at https://www.bernadettemcclelland.com/. Knowing how to use story selling to boost your sales is critical, and it's not how it used to be. It is so important to talk about, and today, we have Bernadette McLelland, an expert in the space, to share just that with us today. “The stories that we need to look at are the root causes of the challenges in those three areas - the internal stories that sales leaders tell themselves about the buyer, the external stories, and the essential stories that they need to elicit from their buyer.” – Bernadette McClellandThis week on SmallBizChat Podcast:Bernadette's journey from Australia to the USA and how she became a small biz expert. How selling has changed since COVID. Story-selling to improve your sales process. Story is the oldest form of communication; selling is the oldest form of commerce. Selling wisdom, not stuff. Coming to the sales table with relevance and wisdom. Having relevant business point in your story. Connect with Bernadette McClelland:Website: https://www.bernadettemcclelland.com/ Book: https://shiftanddisrupt.com/ LinkedIn: https://www.linkedin.com/in/bernadettemcclelland/
In this episode, Melinda Emerson chats with sales expert, Bernadette McClelland, about 'Story Selling'. They discuss Bernadette's journey, how to use storytelling in the sales process, and adapting this technique for different customer segments. Bernadette shares her best business advice and announces her new book.
Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland. She discusses the essence of story selling and its profound impact on augmenting connections and accelerating conversions. Drawing from her vast experience Bernadette lays out this philosophy to deepen customer relationships in today's connection economy. Bernadette pushes the boundary and motivates sales professionals to shift their mindset and disrupt their buyers' thinking. Reflecting on the evolution of economies and buyer expectations, she discusses how salespeople need to break away from the conditioned way of selling. She delves into the pressing need to align with the buyer's story rather than merely selling. Additionally, she highlights the benefits of adopting a coach approach to better understand your buyers, equipping you to be better prepared for each conversation. --------- EPISODE CHAPTERS --------- (0:00:00) - Story Selling in Modern Sales Approach (0:11:52) - Shift and Disrupt (0:20:25) - Shifting Sales Mindset and Sales Approach --------- EPISODE CHAPTERS WITH SUMMARIES --------- (0:00:00) - Story Selling in Modern Sales Approach (12 Minutes) Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET. The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions. (0:11:52) - Shift and Disrupt (9 Minutes) We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking. We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy. We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting. Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business. (0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes) We discuss the need to give ourselves permission to think and how this can be beneficial for brain health. We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively. We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations. Follow Bernadette https://www.linkedin.com/in/bernadettemcclelland/ https://shiftanddisrupt.com/ Follow me https://linktr.ee/fredcopestake Take the Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtube.com/@FredCopestake
Lightning Round: Top 10 Strategies to Get Your Team to Use the CRM Question: Nathan from Detroit, Michigan asks, “I am a CRO for a large manufacturer with a global salesforce. My team does well, not as great as they should be. We are hit or miss with several tech tools, including our CRM. I think it is time for a new CRM. Any input or advice?” Book: Shift and Disrupt by Bernadette McClelland --> Join the Sales Logic Mastermind at: https://www.saleslogicpodcast.com/sales-logic-mastermind/
“We can't keep going over the same old same old and just hoping something's going to be different!” How can you shift and disrupt the buyer's thinking to ensure wins? In this episode, Kevin is joined by the game-changing Bernadette McClelland, who might just have the answer. Together, they discuss the changing world of sales, the changing attitudes of buyers, and the importance of having conversations that bring value. Bernadette is a High Content Speaker on Sales Leadership and StorySelling. She is Australian, Female, Pragmatic, Inspirational, Compelling, Real! Bernadette offers her clients a unique experience in helping them sell in this new Connection Economy. She is a natural storyteller and very inspirational speaker on leadership, sales, and motivation. She has been a High-Performance Coach for Anthony Robbins, Sales Mentor for Harvard MBA students, has tested the IP for her latest book with the Nasdaq Entrepreneurial Centre, is an award-winning author with Brian Tracy having endorsed two of her six books, been rated as one of the Top 50 sales speakers and her presentations are a game changer. A high content, warm yet direct speaker who walks her talk, you will be remembering her insights well after you leave.Bernadette's new book, “Shift and Disrupt: Stop Selling Widgets and Start Selling Wisdom” is out June 2023. Connect with Bernadette here.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
BE A STORY CATCHERBernadette McClelland, Sales Leadership and Storytelling Speaker, joins the show to talk about the three attributes of storytelling in sales. She talks about how to make prospecting seamless by catching stories that you tell yourself about your buyers and the stories you get from your buyer. Learn more about these and more in this episode of Sales Secrets. SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ►https://www.youtube.com/c/SeamlesscontactsTIKTOK ► https://www.tiktok.com/@seamless.aiTHIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRETS FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancinTIKTOK ►https://www.tiktok.com/@brandonbornancin
Welcome to the Selling From The Heart podcast with Darrell Amy and Larry Levine as they feature Bernadette McClelland, The Story Strategist and Founder of the StorySelling Philosophy. She is also the author of Shift and Disrupt. Storytelling is the oldest form of communication. Her StorySelling Philosophy is a unique model that takes sales conversations deeper. The framework consists of 3 interconnected circles: Connection, Conversation, and Conversion. The magic happens at the intersection of these 3. Bernadette unpacks the internal stories that affect salespeople's performance: Identity, Authority, and Money. She explains that the outcomes for each one of these stories are being enough, demonstrating expertise, and expressing value.HIGHLIGHT QUOTESFind the intersection between connection, conversation, and conversion - Bernadette: "When you do get to the right level of connection, you need to have the right depth of conversation. When you can get to the right level of connection and your conversations are the right depth, then your conversions will accelerate. So that's not rocket science.""So that's connection, conversation, and conversion. But where the magic happens is at the intersections. So the first intersection are the internal stories. They are the stories you tell yourself about the buyer. The external stories, the second intersection, are the stories you tell your buyer.""And the third intersection are what I call the essential stories, and they are the stories you must elicit from your buyer. And they are the stories that are so often missed."Connect with Bernadette and get her book.Learn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Click HERE to preorder your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! Please visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here
In this episode of the Sales Secrets podcast, Bernadette McClelland, a sales leadership and story-selling corporate speaker, talks about three stories you need to master to win your clients over. Master these three stories and you'll be able to sell to anyone regardless of age or authority. SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ► https://www.youtube.com/channel/UCVUh... THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin
In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling. This episode is sponsored by Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com
Today Gina and Susanna welcome back a good friend, sales coach, author, renowned international speaker, and Alien of Exceptional Ability (you'll have to listen to find out), Bernadette McClelland, Bernadette dives right into her specialty, sales Leadership. She talks about the different types of sales leaders. Micro-managers, glorified sellers, deal-makers, needle movers, courageous leaders and more. She expresses how top leaders have empathy, are present with their team, put their egos to the side, while simultaneously being outcome focused, aspiring for better, and inspiring their team for growth. There is a balance to it that isn't always easy. They discuss the power of cultivating ideas from your team to build trust, and the difference between being task-focused and purpose-focused. The conversation turns to feedback. People that arrive in leadership positions should be proactively looking for feedback from their team. They should receive it with an open mind and work to improve in any ways that they can. Also looking to other leaders as mentors can be invaluable. Finally Bernadette explains the effectiveness of ‘storyselling', and the three components of it, storytelling, storycatching and storyseeking. And of course they get into much, much more including Bernadette doing sales role play with both Susanna and Gina, and she explains the amazing difference between “what” vs. “why.” Find out more about Bernadette Come and grow with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She's always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy's vision matches her own beliefs and values. She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.
Stories are the earliest form of communication. They're also the most effective way to connect with someone else. When we tell a good story, the buyer can see themselves in that story. As a result, it cuts through the logical part of the brain and goes straight to the emotional part of the brain. Decisions are made on emotion and backed up with logic. You can leverage a story to connect with your buyer, demonstrate an outcome, and make a sale. Stories make you stand out. Learn how Bernadette McClelland crafts stories in this episode of Sales Reinvented! Outline of This Episode [0:49] Stories make you stand out from the crowd [1:44] Can you become a gifted storyteller? [2:55] The ingredients of a great story that sells [4:09] Attributes + characteristics of a great storyteller [6:14] Resources to improve storytelling abilities [6:56] Top 3 storytelling dos and don'ts [10:13] How telling stories helped Bernadette get her green card Can you become a gifted storyteller? Bernadette works with technical CTOs and salespeople. They argue that everything they do is technical and data-driven and that they don't need storytelling capabilities to sell. When they realize that there is a structure, a process, a purpose, and a logical flow to delivering an impactful story, they embrace it. Some people are natural storytellers. Others realize that they can learn a structure to bring out the stories they already have, the stories that make them stand out from the competition. You have to be open to the idea that a story is a powerful mover and shaker in a sales conversation. The ingredients of a great story that sells Everyone is familiar with the “Once upon a time” and “Happy ever after” stories that you tell your kids, right? Those aren't the stories that Bernadette is talking about. A great story that sells needs to have a relevant business point. You can tell a story, but what is the point? What is the outcome for the buyer? When you tell a great story—for the buyer to feel themselves in the story—it needs color, movement, and dialogue. The story needs some drama. Top 3 storytelling dos and don'ts Bernadette shares some storytelling tips to keep in mind: Don't waffle. Bernadette jokes that everyone has been in a conversation with salespeople where they question: Where's this going? What does this mean? How is this relevant? Will they just shut up?! You need to have a structure to your story. Don't make up stories (or lie about them). If you don't want to share someone's name or business name, make it anonymous to protect their confidentiality. Don't put yourself as the hero of the story. Too many salespeople do this. Prepare stories. You conduct research before you speak to a buyer, why not do the same with your stories? Prepare a story to connect with someone (and make sure you're vulnerable, too). Be relevant. What is the point of your story? How is it relevant to that particular buyer? Think of stories strategically. Make the client the hero of the story. A salesperson with the best of intentions might try to share a case study. But a case study starts with, “I have this client…” The minute you say “I” or “we” you're making the story about yourself. Even if a buyer likes you, some part of their psyche is still screaming that you're a salesperson. There's a lack of trust. If you can demonstrate vulnerability in your story—perhaps where you made a mistake or a buyer had an objection—it lowers their distrust. Stories build trust. How stories make you stand out Bernadette had to sell her economic value to the US Immigration Department. She remembers that it was a huge challenge to overcome. Bernadette approached the National Visa Center at the American Consulate and petitioned to get her green card. She put together a series of nine stories that she shared with her guide, an attorney. Through these stories, she was able to demonstrate her value to the immigration department. The result? She was given a green card. She provided evidence from her past in the form of stories to demonstrate how she could be valuable to the US economy. She fully demonstrated her mantra that stories make you stand out. Resources & People Mentioned Story-Powered Sales Putting Stories to Work by Shawn Callahan Seven Stories Every Salesperson Must Tell by Mike Adams Connect with Bernadette McClelland Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Usually it takes a little time to choose a good title for an episode. But today's guest, Bernadette McClelland, sales coach, author of five books, and renowned international speaker, brings SO much to the show today that the title possibilities were endless. The Art of Commercial Conversations Confidence Fuels Cash Flow Sales Is Not a Linear Process A Transformational Experience For Your Buyer Play The Long Game Conviction, NOT Convincing The Right Kind of Tension Finding Your Brave Start In The Middle Closing Loses Opportunities Conscious Selling And the list goes on. So do not miss a minute from this magnetic, funny, engaging Aussie. And don't forget to take some notes! Plus! Hear about Bernadette's keynote speech topics for Outbound, and some sneak peaks from her best-selling book, 'The Art of Commercial Conversations.' Find out more about Bernadette here And her Masterclass here Join our exclusive fan community, Warner World, for more Gina, Rachel and Women Your Mother Warned You About More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. More about Rachel Rachel Pitts is a mom, a Mortgage Loan Officer for US Mortgage Corporation, and the creator of the UltraFitLifestyle. Her first love and career was in the field of dance. Her extensive career across stage, TV, and film carries on even today, as Rachel still enjoys teaching ballet at Litchfield Dance Arts Academy. She also uses her skills as a performer in her parody video series, calling herself The Singing Lender. Rachel’s love of the stage and fitness led her to begin training for and competing in NPC Bikini Fitness competitions in 2020. Working towards her Pro Card, this process has helped Rachel take the UltraFitLifestyle to the next level. And pick up her book, The Gift of Wreckage on Amazon More about Keith Walters As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets. Women Your Mother Warned You About™ is now brought to you by Sales Gravy™
Bernadette McClelland as she shares key insights to help you master the art of Commercial Conversations so you can scale your business even more. Let's begin at the beginning with the first in a short series around TANGIBLE OUTCOMES - goal setting for non-goal setters where she will provide two options for achieving your outcomes. One – from a left brain logical perspective and the other – from a right brain, creative perspective.
Bernadette McClelland has been referred to as Australia’s Leading Speaker on ‘Sales Psychology’ and ‘Beyond Resilience’ thinking. Her distinctive style has been constantly referred to the world over a "real"! CEO of a sales performance and leadership practice company, author of multiple books, winner of the prestigious Telstra and Powercor Award for Business Excellence, awarded the Best New Speaker Of The Year for the NSAA of Victoria, founder of Sales Mastery India, she also partnered with her long-time mentor, Anthony Robbins as his lead peak performance coach for the Asia Pacific region, setting a record for sales as his breakout speaker at his ’Unleash The Power Within’ event. She has also coached MBA students from Harvard University on a part of their sales curriculum, is an award-winning writer, and recently ‘recognized as one of the 35 most influential women in sales globally.’
What does it take to drive sales growth? Today's guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We're going to take a deep dive today into ideas that are practical, profitable, and powerful. Today's conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success. Black swan events are opportunities to invest in ourselves and our teams so that we can make sure we are building on a solid foundation, becoming anti-fragile. What kind of work do you need to do? As leaders, how can we do this in a remote environment? We'll talk about it in this episode. So, grab a pen and notepad and get ready to learn.
What does it take to drive sales growth? Today’s guest, Bernadette McClelland, author of The Art of Commercial Conversations, believes that businesses need to consider three critical factors: strategy, science, and psychology. We’re going to take a deep dive today into ideas that are practical, profitable, and powerful. Today’s conversation is not about quick fixes. Bernadette McClelland believes that companies need to look a little bit deeper, doing the core work that will set up future success. Black swan events are opportunities to invest in ourselves and our teams so that we can make sure we are building on a solid foundation, becoming anti-fragile. What kind of work do you need to do? As leaders, how can we do this in a remote environment? We’ll talk about it in this episode. So, grab a pen and notepad and get ready to learn. Learn more about your ad choices. Visit megaphone.fm/adchoices
We've heard a lot about empathy lately in regards to our sales approach. But today's guest says that there are different kinds of empathy, and not all of them are good. Bernadette McClelland is an influential sales coach and keynote speaker. She explains that "good empathy" is one that encapsulates logic, outcomes and compassion. Being overly empathetic with no forward path, can lead you right out of a sale. She also talks with Jeff and Christie about how to differentiate yourself, show value, use the resources that you have around you, and be the stable, competent salesperson that clients will be drawn to as the Covid-19 fog clears. Plus! Jeff recommends asking a gutsy question to your happiest customers, that will help you win new prospects. Find out more about Bernadette here We have a LinkedIn Community where we're posting clips and having discussions about the episodes. Join us! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production. We have a LinkedIn Community where we're posting clips and having discussions about the episodes. Join us! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production.
Join Kody Bateman for episode 73 of his Relationship Marketing podcast with guest Bernadette McClellandBernadette McClelland has been referred to as Australia’s Leading Speaker on ‘Sales Psychology’ and ‘Beyond Resilience’ thinking. Her distinctive style has been constantly referred to the world over a "real"!CEO of a sales performance and leadership practice company, author of multiple books, winner of the prestigious Telstra and Powercor Award for Business Excellence, awarded the Best New Speaker Of The Year for the NSAA of Victoria, founder of Sales Mastery India, she also partnered with her long-time mentor, Anthony Robbins as his lead peak performance coach for the Asia Pacific region, setting a record for sales as his breakout speaker at his ’Unleash The Power Within’ Event. She has also coached MBA students from Harvard University on a part of their sales curriculum, is an award-winning writer and recently recognized as one of the 35 most influential women in sales globally.With a successful career in senior sales in Fortune 500 companies such as Xerox, Kodak and CA, she now sits on the team for Top Sales World out of London and is the co-founder of the Australasian Sales Masterminds, elevating sales leadership capabilities.Her passion and decision to consciously make a difference sits atop a personal story of grit, focus and personal leadership.A life-threatening illness in 2009, bedridden for a year, liquidation of the family’s wholesale and importing business, bankruptcy, betrayal, the loss of her family’s home and becoming an unwilling participant in Australia’s welfare system at the age of 50, made her and her husband re-define what their value was in the market and identify what people would pay for that value, completely shifting their focus and their lives.Her speaking inspires change in her audiences whether they be corporate sales teams, associations, emerging leaders, entrepreneurs, or women’s groups. And her belief is that anyone, at any time and at any stage in life, can achieve unprecedented business and personal growth by amplifying their human potential.
Listen as our guest, Bernadette McClelland, tells her incredible journey on how she took a gamble on herself to pull her family out of financial crisis. She shares action items that will help you "eat the elephant one bite at a time."
Today Kasey and Ashleigh get a taste of their own medicine from the incomparable Bernadette McClelland, CEO of 3redFolders.Resources-https://www.bernadettemcclelland.com/Connect with Bernadette-LinkedInSend in a voice message: https://anchor.fm/othersideofsales/messageSupport this podcast: https://anchor.fm/othersideofsales/support
How much do you value being liked? For a lot of people, the need to be liked is huge! Unfortunately for people in sales, this can lead to fears that can sabotage yourself and negatively impact your results. It can cause your voice to tremble, or even worse, stop you from picking up the phone altogether. In this episode of INSIDE Inside Sales, Darryl speaks with Bernadette McClelland, an inimitable speaker, and award-winning author. Darryl and Bernadette discuss the psychology of how to best approach your role in sales and offer up thoughtful insights into the underlying challenges that come with constantly seeking approval. They also talk about ensuring that planning doesn’t become an excuse for procrastination, as well as avoiding the pitfall of comparing yourself to others. Learn how to overcome your need to be liked, on this episode of INSIDE Inside Sales! ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
How much do you value being liked? For a lot of people, the need to be liked is huge! Unfortunately for people in sales, this can lead to fears that can sabotage yourself and negatively impact your results. It can cause your voice to tremble, or even worse, stop you from picking up the phone altogether. In this episode of INSIDE Inside Sales, Darryl speaks with Bernadette McClelland, an inimitable speaker, and award-winning author. Darryl and Bernadette discuss the psychology of how to best approach your role in sales and offer up thoughtful insights into the underlying challenges that come with constantly seeking approval. They also talk about ensuring that planning doesn’t become an excuse for procrastination, as well as avoiding the pitfall of comparing yourself to others. Learn how to overcome your need to be liked, on this episode of INSIDE Inside Sales! ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the first place. To help us think through the obstacles to a healthy sales mindset that every salesperson faces, I’ve invited Bernadette McClelland to be my guest on this episode of #SellingWithSocial. Bernadette is the Founder of 3 Red Folders, a sales training and consulting firm that helps clients understand the essentials of sales strategy, sales psychology, and sales science. This intersection of topics is not something you’ll hear talked about commonly but it’s extremely important to understand. On this episode, Bernadette and I discuss how sales professionals can begin to unravel the mystery behind lagging sales performance by going inside themselves, where they'll discover what makes them tick and find the tools to change their sales career for the better. Don’t miss it! This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. To Increase Your Sales Success You Must Be Open And Be Aware When asked how salespeople can begin to give their sales mindset an overhaul, Bernadette says that it starts with two things: Openness and Awareness. Let’s take those one at a time. First, you must be open to change and growth. She points out that many sales professionals are full of ego, ready to take on any challenge. That's fine, except that they often think they don’t need to do anything more to increase their skills or abilities. She says those individuals cannot be helped because they’ve closed themselves off to growth. But those who are open to change and eager for growth can accomplish much more. Next, you have to become aware that you carry the beliefs, conditioning, and limitations that your family and environment created in you as a child. Those are the things that stop you from achieving all you could and that prevent you from stepping into bigger deals. These are the things that limit your belief in yourself. Listen to hear how Bernadette unpacks this vital topic. Understanding Your WHY Is Important But Not Without Knowing Your WHO Most business people have read the book, “Start With Why” by Simon Senek. He brought a concept into the spotlight that I’ve been asking my sales team to consider for years. It’s the idea that WHY you do what you do is more important than HOW you do it - and that if your WHY is compelling enough, it will drive you to greater levels of success and accomplishment. But Bernadette says that as right as Simon is, he’s missing a key component - another element that even informs that WHY. It’s WHO you are. She tells the story of how she used to be a smoker and that no amount of warnings on cigarette packages was enough motivation to make her stop smoking. But when she decided that SHE was not a smoker, that it wasn’t going to be a part of how she thought of HERSELF, everything changed. Listen to hear how she applies this story to the development of a positive sales mindset. The Key Questions All Sales Leaders Need To Be Asking Whether you lead a sales team or are an individual seller, Bernadette provides two simple questions and a follow-up exercise that will help you overcome blockages to achieve greater success in modern sales and a growth mindset. She poses the questions as if a leader of a sales team were asking them, so if you’re an individual salesperson, just modify the sentences to apply to you personally. Here they are... 1 - What are the behaviors you need to see that will give you confidence that your sales team will overachieve? 2 - What is the negative impact on your business if that doesn’t happen? Bernadette’s follow-up exercise is for those who can’t clearly answer the question. She instructs you to pretend that you knew the answer. What would it look like? What would it feel like? You’ll soon discover you have the solutions to your own problems. Listen to learn more. Sales Mindset Mistake: Not Knowing The Purpose And Outcome Sales Calls Much of what goes into a successful sales mindset has to do with preparing yourself for the sales calls you have scheduled. And that preparation is about more than just knowing your product specs and discussing the client's need within the scope of their buyer’s journey. To become a successful salesperson, you need to be clear on what both the purpose and the outcome of that sales call need to be. Bernadette points out that purpose and outcome are not the same. “Purpose” speaks to the buyer’s needs and agenda, which could be nothing more than a fact-finding mission for them. But “outcome” is about your goals, what you need to get from the appointment - and it’s not always getting the sale. This is a great opportunity for sales leaders to teach reps how to accelerate their pipeline. Listen to hear how Bernadette breaks it down and you’ll understand why she’s an in-demand sales speaker across the world! Join us for this episode of Selling With Social. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:49] Introducing Bernadette McClelland, sales influencer from the land down under [9:16] What does psychology have to do with sales? [14:51] When a business (or individual) is not making its numbers, what’s wrong? [19:55] Understanding your WHY is important, but not without knowing your WHO [22:11] One of the key questions Bernadette asks sales leaders [26:06] Common errors salespeople make that prevent them from succeeding [31:27] Talking about the elephant in the room and helping buyers help you [37:01] Sabotaging behaviors that often happen among sales teams Resources Mentioned 3 Red Folders - Bernadette’s company Bernadette’s book: The Art of Commercial Conversations (Bernadette’s affiliate link) Bernadette on LinkedIn Bernadette on Twitter: @B_McClelland Bernadette’s favorite movie: The Way Jonathan Livingston Seagull (Bernadette’s hero) Spin Selling Method Challenger Selling Method Gartner CSO Insights Forrester Maslow’s Hierarchy of Needs Tony Robbins 6 Core Needs Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts
Salespeople have a tremendous opportunity to stay and out in front of customers and get a jump on their competition by developing their own thought leadership. Bernadette McClelland, steps us through how we need to overcome our own mental barriers and put ourselves out there. We also need to be looking at customer problems from a psychological angle, what is 'behind the problem', why is the customer voicing this problem? Bernadette shares methods for asking the challenging questions.
This week we are joined by Bernadette McClelland as we delve into the mystery and “psychology of the sale.” There are a-lot of good nuggets for you to take from this episode and incorporate into your own work… especially about mindset and high performance culture. Bernadette is ‘The Sales Psychologist…' equipped with an expert knowledge she is definitely someone who should be on your ‘sales radar.' Where you can find Bernadette:https://www.linkedin.com/in/bernadettemcclelland/?originalSubdomain=au (www.linkedin.com/in/bernadettemcclelland) https://www.bernadettemcclelland.com (https://www.bernadettemcclelland.com ) https://www.amazon.com/Bernadette-McClelland/e/B00FUANUE8%3Fref=dbs_a_mng_rwt_scns_share (Click here for Bernadette's Books) Timestamps:[3:00 ]– Bernadette introduces herself and how she got into sales [6:19]– Inspiration for The art of commercial conversations [8:30] – The key learnings Bernadette has had working with Tony Robbins [12:05] – Strategies to help you get out of a slump and be a high performance worker [14:45] – Your actions have to reinforce what you say: A discussion on sales mindset and high performance [24:30] – Fatigue in the workplace and the need for resilience – Luigi's astounding sales redemption [26:45] – Bernadette's experiences and understanding of fatigue and burn-out [31:00] – The importance of being selfishly efficient and understanding what sucess means to you [36:20] – Sales: science or art [38:20] – Biggest influence in Bernadette's career
Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event.
Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event.
Live from the 2019 Outbound Conference, Larry Levine and Darrell Amy are joined with Selling From the Heart friends, Jeff Bajorek, Bernadette McClelland, and Christie Walters. We'll discuss some of our key takeaways from this idea-packed event.
Join Kody Bateman for episode 20 of his Relationship Marketing Podcast. He will have guest is Bernadette McClelland from Melbourne Australia. Bernadette Coaches Sales Enabling to Harvard MBA Graduates. And has been a Master Coach for Tony Robbins for 12 countries in the Asia Pacific area. Listen in and find out what she means when she says “Dollars and the Heart are both important."
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!
In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle by which we uncover need. In this episode we discuss these topics with our friend, Bernadette McClelland, author of The Art of Commercial Conversations, When It's Your Turn to Make a Difference.Get updates on Larry's soon-to-be-released book, Selling From the Heart. Click here.
In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle by which we uncover needs. In this episode, we discuss these topics with our friend, Bernadette McClelland, author of The Art of Commercial Conversations, When It's Your Turn to Make a Difference. Get updates on Larry's soon-to-be-released book, Selling From the Heart. Click here.
In sales situations with high sales resistance from buyers with sales reps pressured for performance it can be a struggle to drive good conversation. Yet it's conversation is the foundation of any relationship, the basis for trust, and the vehicle by which we uncover need. In this episode we discuss these topics with our friend, Bernadette McClelland, author of The Art of Commercial Conversations, When It's Your Turn to Make a Difference. Get updates on Larry's soon-to-be-released book, Selling From the Heart. Click here.
If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A special shout out to our friend, Bernadette McClelland, author of The Art of Commercial Conversations.
If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A special shout out to our friend, Bernadette McClelland, author of The Art of Commercial Conversations.
If you want a full sales funnel, you need a full relationship funnel. Every relationship begins with a conversation. In this episode, Larry Levine and Darrell Amy get practical with street-smart tactics to start great conversations with your prospects. A special shout out to our friend, Bernadette McClelland, author of The Art of Commercial Conversations.
In this episode Barb interviews Bernadette McClelland, CEO of 3 Red Folders.
This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more!
This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more!
This week we're joined by one of our favorite authors, Bernadette McClelland, author of The Art of Commercial Conversations. You'll quickly discover that she is a kindred spirit. We'll explore what it means to sell from the heart, the importance of knowing who you are as a sales rep, and much more!
Larry and Darrell explore the art of opening up genuine conversations by listening to what your clients and prospects are saying--in person and online. In this episode, we explore the importance of paying attention and responding genuinely to drive conversations.Show ResourcesBernadette McClelland, The Art of Commercial Conversations, When It's Your Turn To Make a DifferenceWe LOVE this book. Every sales rep that wants to sell from the heart needs to pick up a copy of this book and savor it one paragraph at a time. This book offers a wealth of wisdom for today's sales rep.
TRUE GRIT - Sales Leadership Podcast by Bernadette McClelland. In this episode Bernadette discusses the art of "Let's Do A Deal"
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