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How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost…

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3 Red Folders, Bernadette McClelland

Riddle Me This Please Sales Leaders…

Here’s a riddle for you? If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questions with a purpose. It’s time to forget the cliche of ‘open and closed’ questions because if the truth were known, …

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Bernadette McClelland Writing content

True Story: What Every Salesperson Ought To Know Before Writing Content

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point. Yet so many don’t. We ask why? as well as…

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What Last Week Taught Me About The Corruption of Sales Leadership

They say things happen in threes. Well, three things have happened this week that have caused me to reflect on the word GREED and the responsibility of RESPONSIBILITY. You see, the company I once worked for, plus the company I did my coaching diploma through, as well as a company I have aligned myself with…

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