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Bernadette McClelland

About Bernadette McClelland

As CEO of 3 Red Folders, Bernadette is very much about 'amplifying human potential'. and a pioneer in shifting the way that sales professionals view themselves. This focus is paramount for creating a differentiating factor in todays red ocean environment. In addition to working on sales strategy and sales psychology with businesses to help them attract and retain the clients they REALLY want, she takes you on a bigger journey. For those wanting a more advanced approach, she brings the real science and psychology around high performance to the table differentiating her from others in her field.

3 Actionable Ideas To Shift Your Sales Results

15 October 2014 by Bernadette McClelland

“Today, you are a rooster! Tomorrow you’ll all be feather dusters unless you make your numbers!! So stop your BS and get out there and bury the competition!!” Now, you’d be forgiven for thinking you were on the set of Glengarry Glen Ross decades ago, but these words unfortunately came from the boardroom of a… Read More

Filed Under: Article, General Sales, Self-Improvement

5 Ways to Kick Start Your 2014 Sales Calls

9 June 2014 by Bernadette McClelland

One of the great eye openers when working with a sales person is asking them to share what’s on their calendar for the next week and the reality that sometimes brings with it. But more of an eye opener is asking them to share what’s on their call plan and the reality that brings with… Read More

Filed Under: Article, General Sales, Self-Improvement

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

17 July 2017 by Bernadette McClelland

A milestone was reached in the world of selling this month. ‘Adelaide-based artificial intelligence software vendor Complexica has secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst. The early adopters and creatives have brought artificial intelligence into the realm of sales, and it is… Read More

Filed Under: Article, Decision Making, Leadership, Sales, Sales Trends

Creating A Sales Smart Culture

5 September 2019 by Bernadette McClelland

Let me share a personal story. An arm of my business includes pro-bono sales mentoring. For no monetary purpose but for a way of giving back and helping those salespeople who are struggling to become better. It reduces stress for many and can even save a business. Earlier this week, I spent an hour with… Read More

Filed Under: Article, Sales, Sales Culture

Did Simon Sinek get it wrong?

23 July 2014 by Bernadette McClelland

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 mean, all we need to do is… Read More

Filed Under: Article, Sales Strategy

Do you WANT approval or NEED approval?

12 June 2014 by Bernadette McClelland

We all love approval and we all love connection but only one is a human need that’s been demonstrated over and over again from models that come from the likes of Abraham Maslow and Tony Robbins, and even show up in the failure to thrive syndrome of babies. So clearly we all need connection in… Read More

Filed Under: Article, General Sales

Does Personality Sell?

3 October 2014 by Bernadette McClelland

It may not sell, per se, but in my opinion, someone with a ‘personality’ does engage, entertain and educate, allowing you to have a positive experience with that person. When you contrast that with someone that doesn’t have a personality (as such), then there is not much engagement, very little entertainment or you may not… Read More

Filed Under: Article, Customer Experience, Relationship Selling, Sales Prospecting

For The Women Of The World Not Afraid To Take A Bow

7 April 2017 by Bernadette McClelland

It is a privilege to be asked to share some of my thoughts for this year’s International Woman’s Day. It’s also a time to reflect on what the day actually stands for – outside our default celebration of the suffragettes or those who have voiced their views, run their races and remained on buses. With… Read More

Filed Under: Article, Sales, Women in Sales

How do salespeople REALLY scare their prospects?

16 October 2014 by Bernadette McClelland

A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’. The status quo is what most salespeople today are grappling with and that means change, on so many levels. That means that salespeople aren’t selling… Read More

Filed Under: Article, General Sales, Self-Improvement

How do you really show up? Yes, you!

12 June 2014 by Bernadette McClelland

As someone who works with executives, salespeople and business owners to create peak performing outcomes, a common phrase my clients will hear from me is, “how you show up in one area of your life is how you show up in every area of your life.” If I ask a client to complete a specific… Read More

Filed Under: Article, Self-Improvement

How EMPATHY can kill a sale!

22 August 2014 by Bernadette McClelland

I had a client ask me about the importance of empathy last week, and before reeling off the standard answer, I gave it a little more thought and so would be keen to hear your views. It doesn’t matter where you go, you will find that one of the main qualities a salesperson must have… Read More

Filed Under: Article, Relationship Selling, Self-Improvement

How Tension Trumps Pressure in a Sales Scenario

23 July 2015 by Bernadette McClelland

Ever read a book, wanted sex or turned up the music? In a novel or movie, there needs to be a central focus on emotional tension between the hero and the heroine that will keep you interested, keep you on the edge of your seat or have you personally invested. If it were all about the… Read More

Filed Under: Article, Customer Experience, Relationship Selling

How to ask the tough sales questions and handle the tough client answers

23 June 2014 by Bernadette McClelland

These are qualities salespeople today must embrace. What stops this happening is a need for approval and that need is steeped in our conditioning. Weknow that. It stops us pursuing passions, reaching our potential and creating our own art just in case we colour outside the lines. It’s OK to meet that need for approval… Read More

Filed Under: Article, General Sales

How to Showcase Your Personal Brand

10 July 2014 by Bernadette McClelland

I SO get it! You’re selling a product or a service and that’s what you think the brand is. You are leveraging off ‘The NAME or ‘The LABEL’ you think is the brand. But you couldn’t be any farther from the truth. You are selling YOU – Such a cliché. You Inc. We’ve all heard… Read More

Filed Under: Article, Self-Improvement

I Forgot To Be Who I Was Supposed To Be

22 February 2016 by Bernadette McClelland

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she has it all covered? I might have toyed with the idea a long time ago,… Read More

Filed Under: Article, Professional & Self-Development

I have lied…

11 September 2014 by Bernadette McClelland

“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 then work to tell them stories that add their world view. Make… Read More

Filed Under: Article, General Sales

Kick Ass Message Kills Business

29 July 2014 by Bernadette McClelland

So you are in the queue with a heap of other people in the queue. Ready to stand out. Your product is the same. The functionality is the same. The end result is probably the same. Your kick ass marketing message wins the day. Hooray!! You are now the cowboy (or cowgirl) strutting your stuff… Read More

Filed Under: Article

Let’s Do A Deal…The Real Deal

8 August 2016 by Bernadette McClelland

I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through DJ’s and look at the choice of suits. We have no idea what we are looking for, just… Read More

Filed Under: Article, Self-Improvement

My Top 7 Ways To Begin Your Conscious Selling Journey

17 May 2016 by Bernadette McClelland

A couple of years ago I read a book that shifted my thinking around what constitutes a successful business. ‘Conscious Capitalism: Liberating the Heroic Spirit of Business’ written by John Mackey and Raj Sisodia led me to embrace the term conscious in the business sense and led me to coining conscious selling, and sharing why this concept is… Read More

Filed Under: Article, Sales Culture, Self-Improvement

Negotiating the Sales-Engineering Interface®.

3 September 2014 by Bernadette McClelland

Why are sales people terrified to sell to engineers and other technical experts? What can they do to overcome their fears? Listen to the Sales Leadership Series: Sales Conversations that Drive Value and Deliver Multi-Million Dollar Results. Find out the solutions! Australia’s Bernadette McClelland interviews Babette Ten Haken in this comprehensive tour de force conversation. http://babettetenhaken.com/wp-content/uploads/2014/04/Babette_Ten_Haken_Interview_with_Bernadette_McClelland.mp3

Filed Under: General Sales, Podcast, Relationship Selling

SALESPEOPLE ARE THE GOOD GUYS

30 June 2014 by Bernadette McClelland

It wasn’t that long ago that the Drink and Drive campaigns, the QUIT smoking campaigns, the LIFE BE IN IT campaigns became part of our social landscape – pulling into line those that who needed to watch their health, their safety and their wellbeing. And little by little, business took these same initiatives to a… Read More

Filed Under: Article, General Sales, Self-Improvement

SALESPEOPLE: LISTEN UP!

1 July 2014 by Bernadette McClelland

Most people who are selling something whether it be an idea, a product or a service know that they have to find the pain that their prospect or customer is experiencing first. They are to ‘give them a headache and hand them a panadol’ as the old metaphor goes. Instead what many do is hand… Read More

Filed Under: Article, Customer Experience, General Sales

Salesperson or Entrepreneur?

4 November 2014 by Bernadette McClelland

One of the things I love about what I do is that I get to have really stimulating, intelligent conversations with sales managers and leaders about how they can differentiate their offering from a sales approach perspective. It is my belief that salespeople who are employees of an organisation have got to start leaving the… Read More

Filed Under: Article, Relationship Selling, Sales Training, Sales Trends, Self-Improvement

Slow Down to Speed Up

23 October 2014 by Bernadette McClelland

‘Will you stop running!” my grandfather would always call out to me as I raced past at a million miles an hour knocking into things as I went, which today probably contributes to my lack of patience with people who I find slow to act (something I’m working on). But the lesson to be learned… Read More

Filed Under: Article, General Sales, Sales Process, Self-Improvement

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