With a huge response and clear desire to up the ante on selling in this new economy, the answer lies in the salesperson embracing a new style of communication, purpose and creativity. When I undertook SPIN selling a few years ago, we used it as a true differentiator and were the envy of our competitive rivals as we had a methodology for getting down and dirty and really nutting out the client’s problems. This process served its purpose and so did we as we met our clients needs by providing justified and creative solutions.

Whilst still a much needed solid skill necessary to move to trusted advisor level of sales leadership it is now not only a commodity – everyone appears to be spinning their customers, it is not enough! So where to from here – what is the difference that makes the difference?

In my research and discussions with clients, many sales organisations are finding that their sales teams don’t know what they don’t know. They have reached this level of unconscious incompetence and are finding themselves stuck in how to propel themselves, the relationship with the client and subsequently the business forward.

We hope this blog provides those options by providing positioning, strategies and thought leadership. We have created the following martial arts metaphor and you will be at one of the belt levels. Which one? We would invite you to share your stories, insights and contributions whatever level you think you are at. We trust that you will be able to see a clear path forward and be more in tune with the level of support with which to achieve your growth and that we provide that support.

Be Bold, Brave and Brilliant

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance.

BIO: Business environments wanting to increase their revenue and profits, and differentiate themselves in a competitive market, ask for Bernadette McClelland because of her thought leadership on sales performance, her ideas on thinking beyond resilience and her fresh perspectives surrounding personal leadership skills — all designed to master the outcomes that matter.

Bernadette has proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.

Believing that sales performance is a leadership issue, you will also find her heading Melbourne’s human potential based sales performance consultancy, 3 Red Folders, as she navigates lead generation, message to market and digs deep into sales process activities with her clients in the mid-tier sector as well as founding ‘Women Who Sell’, an initiative designed to bring more women up to speed in their sales success.

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