by Bernadette McClelland | Dec 31, 2015 | Commercial Conversations, Conscious Selling, Think Different
Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else – boring, vanilla...
by Bernadette McClelland | Jun 4, 2015 | Commercial Conversations, Conscious Selling, Winning Business
Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, Brent Adamson] because they resonated with the coach/mentor part of what I do. I have...
by Bernadette McClelland | Oct 2, 2014 | Sales Leadership
3 Business Lessons Learnt Whilst Travelling Half The World! It’s a long one this week…. Each year for the past few years, I make my annual pilgrimage to the USA. I do it for two reasons – one is business where I combine working with corporate sales...
by Bernadette McClelland | Jul 10, 2014 | Sales Leadership, Sales Psychology, Think Different
You don’t have to be a ball breaker to be in sales A couple of things happened on the way to the office this morning. #1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by...
by Bernadette McClelland | Jun 4, 2013 | Sales Leadership, Think Different
Stop Giving Value.. Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with. And it goes without saying that when that happens we will naturally be seen as invaluable to those...
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