Modern Day Salesperson Archives | Page 2 of 6

Why it should never have been called ‘The Challenger Sale’

by Bernadette McClelland | 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...

I THINK, Therefore I AM – Tomorrow’s Sales Leader!

by Bernadette McClelland | Commercial Conversations, Conscious Selling, Think Different

For most professional B2B salespeople and sales leaders, they would be familiar with the writings of Matt Dixon and Brent Adamson in the much acclaimed and totally relevant book, The Challenger Sale. If there was one book in which I have gone crazy with my yellow...

I have lied…

by Bernadette McClelland | Sales Leadership, Sales Psychology, Think Different

I have lied… “I have no intention of telling you the truth Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and...

3 Ways Salespeople can pocket more sales in today’s market

by Bernadette McClelland | Sales Leadership, Sales Psychology

We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. We keep getting told not to talk...

Why I think Simon Sinek got it wrong

by Bernadette McClelland | Conscious Selling, Sales Leadership, Sales Psychology, Think Different

Did he get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I...