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3 Red Folders

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24.01.2022 A COVID-LIFETIME later... it finally arrives!! And awesome packaging!Can’t wait to complete my programs and start interviewing! #rodemic #rodemicrophones #talk #listen #interview #online

21.01.2022 Did you know, that a simple science based approach means you can still reach your sales targets if you leverage your assets the right way?

21.01.2022 I've always doubted myself And used to think I was the only one who felt that way Because everyone around me seemed so calm, confident and sometimes so damned cocky... So much that I labelled them successful and me not Ever felt that way? Because you can bet your bottom dollar The minute you think you have this thing nailed It comes running back again and sometimes with a vengeance! So make friends with your self-doubt It's as constant and irregular as the summer rains And the more self doubt you have about something Then that is The Universe calling you to do that very thing! So choose to do something that you can see no answers in Choose to say something that will never be validated Choose to listen more to your heart and gut and do so because you can. You've got this! And so have I. . . . . . #Change #PersonalLeadership #Disruption

21.01.2022 At a time when sales roles, leadership roles and business owners roles are teetering, what does age have to do with it and what are some options? www.3redfolders.com/masterclass

19.01.2022 I often say, ‘You don’t have to be THE leader, but you do have to be A Leader’. And in these times, leadership is more important than ever before because growth is incredibly important. For a business to grow, leadership needs to be aware of HOW to grow and be willing to bite the bullet, increase resources, invest funds and create processes. A global survey undertaken by McKinsey showed that companies and businesses that see the most growth, follow three distinct paths eit...her individually or collectively. The first path is TO INVEST which can include high growth activities where they may re-align funds from one area to another. The second path is TO CREATE which can include creating a new business model, or new products or services or new processes. I know a number of leaders in my CEO Syndicate who have gone into creation mode through this period, as I myself have, moving all of my products online. The third path is TO PERFORM which can mean optimizing the core commercial competencies such as sales which put you in the drivers seat. Whilst most businesses choose only one path, the diversified path of all three is what McKinsey refer to as the ‘top growth’ firms. When Covid-19 began, I assisted an engineering firm to implement the growth focused framework I discussed earlier. With no sales team, the MD and Ops Manager decided to INVEST in the assistance of 3 Red Folders to recruit a sales person. We onboarded someone from outside the engineering industry who has fresh ideas and a desire to make a dent. Secondly, we devised a strategy together around how to CREATE a brand-new business model, decided how to position the business in the market, and clearly identified which markets they would chase and which they would drop. Our primary focus was creating a sales smart culture. Third, to PERFORM, we optimized the core commercial capabilities - What was the process specific to them, how did they work out KPIs and commissions, what were the numbers needed and how they would hold the salesperson accountable moving forward in relation to revenue generation, profits and pricing. This three-pronged rapid growth focused approach is a strategy 3 Red Folders uses with many business owners and sales leaders. In this client’s case it resulted in clarity, high performance, growth and new business flowing to them in a very volatile market. #salesleadership #sales #salesstrategy #salestips #leadership #leadershipdevelopment #leadershiptraining #leadershipskills #3redfolders

18.01.2022 It’s when you send a follow up email to a prospect and then you cross your fingers like crazy, they’ll respond. And they don’t. And then you’re back in that chasing mode you never wanted to be in. Do you know what we mean?... Or maybe you’re a leader of a sales team and your guys are driving you crazy because they’re sending emails and the deal is dragging out. You hear, ‘I left a voicemail’ or ‘I’ve sent an email’ And still crickets! It hurts! So, what do you do? Well, here’s a couple of ideas that our CEO Bernadette McClelland has shared with some of her clients: 1. Get to the point faster and know how to articulate properly what you want to say. When you are concise enough and can articulate what you want to say in a commercial and value driven way, then that energy is picked up on the phone, or a voicemail message and even in an email or post but know your outcome and don’t be afraid to voice it. 2. Call the elephant sooner you know when you aren’t clear about something yet how often have you wanted to gain clarity or had the bravery to push back on something you don’t agree with? What’s that all about, huh? Would a script help you out? Or perhaps stepping up your personal reality of the situation in order to crease sustainable change? 3. Become more entrepreneurial. We have to do both today market and sell. Don’t go partisan on us. We’ve had enough of that! You have a responsibility to market yourself, your territory, your business and with that comes losing sight of the shore or should we say, losing sight of being sure! The last two points? They’ll both be covered in detail on Bernadette's free LIVE TRAINING next Thursday ‘The 5 High Level Strategies To Nailing Your Next BIG Deal,’ which you can register RIGHT NOW for here: https://www.3redfoldersacademy.com/nextbigdeal And we are super excited to offer you a SHOW UP LIVE Bonus as well - for, well. showing up live!! #sales #salesstrategy #salesdevelopment #3redfolders

16.01.2022 LOVE A WINTER MORNING WALK...Can’t wait for the bike path to be completed and my house with a creek dream will be complete! Fresh air, clean air, country style air!

16.01.2022 Our CEO, Bernadette Mclelland, doesn’t live far from the goldfields of Ballarat, Bendigo and Castlemaine within the state of Victoria, Australia. In fact, just across the road is the town of Digger’s Rest. A spot where the gold-diggers would stop on the way to stake their claim. Anyone who is interested in enjoying the spoils of that bright yellow mineral, can go about it in one of two ways: 1. You can buy a vial with a tiny coloured piece of fool’s gold through a tourist out...let (quick hack, path of least resistance) or 2. You can prospect for real gold!! And that’s the way Bernadette views prospecting for her own business. Some people ask her ‘why are YOU prospecting?’ And her answer is simple. When you work with businesses to help them build their business, for Bernadette it’s terribly important that she walks her talk. And that means sometimes doing the stuff she may not particularly want to do. It means that she can relate to her clients, understands where they are coming from and can provide a tailored solution to suit rather than an off the shelf generic vial. Here we share some of Bernadette's own prospecting motivations with you. 1. Research the lay of the land who are you approaching, why? For what particular purpose? For what particular outcome? Where are you looking? Some of Bernadette's best prospecting has never landed a deal but landed lifetime business relationships that have more currency than the monetary efforts from a deal. Others have provided year on year retainer work, so mark your spot and stick at it. 2. Get down and dirty yes, you have to roll up your sleeves. You have to dig over there and dig over here. You have to split test social media and direct mail and phone and email and voicemail. You have to do it no matter whether you are tired, or rejected, or hopeful or distracted so mark your spot and stick at it. 3. Be patient this doesn’t mean you mark your dig and hope that the gold rises to the top on its own. No siree! You have to follow up and be patient at the same time. Notice Follow Up is the action and Be Patient is the mindset so mark your spot and stick at it. Do all of Bernadette's prospecting efforts turn into business? Do all of her digs bring forth nuggets of gold? Absolutely not! For Bernadette to make claims that everything she does is 100% successful, would be total bull dust (although she does have an outstanding success rate)! What she does know to be true is the right psychology around your identity as a ‘digger’ will create more opportunities for you to convert than you will know what to do with. If this resonates with you then we would love to invite you to Bernadette's upcoming MasterClass, ‘The 5 High Level Strategies To Nailing Your Next BIG Deal’. You can register for it here now: https://www.3redfoldersacademy.com/nextbigdeal #sales #salesleadership #salesstrategy #salesdevelopment #salestraining #3redfolders

16.01.2022 What better time to be a beginner of something! Join me as I share the importance of having a beginners mindset for business and in life.

15.01.2022 No, it's not Empathy and not Emotional Intelligence ... but close! Emotional Discipline so find out what we mean. https://youtu.be/FSflmYgicTQ

14.01.2022 Effective Sales Leadership Through, And After, Covid. In an environment where businesses who manufacture, supply and distribute capital equipment or tangible goods are chasing higher performance, more sales and a shorter time to market, what can you do as A LEADER to ensure that you maximise the opportunities which are available? In this update, I share with you the 3 THINGS you can do RIGHT NOW to help increase your sales, whilst at the same time ensuring the overall stress ...within your company is minimised. #SalesLeadership #Momentum #3RedFolders #FindingYourBrave

13.01.2022 There are 3 sales mistakes we make - not just one. Find out what they are!! https://youtu.be/wttGsQ3crE8

12.01.2022 BIG ANNOUNCEMENT - When I was at school I always wanted to be a school teacher but was too young for Teacher's Training College so, a lifetime of experiences, mistakes and learnings later, who would have thought I would create my own school :) The reason COVID has been a blessing to me is because it has bought me time. Time to pursue my dream and BEGIN. It is not perfect, but it is a start and with the amazing students I already have, it will be even more amazing as we grow... together. And so, I proudly bring you ... 3 Red Folders Academy ...where all your business building dreams will definitely come true :) Here's what you can do if you so desire.... 1. Jump on the waitlist for our upcoming FREE Masterclasses around Psychology, Prospecting and Presenting 2. Join our next MasterClass in a couple more weeks around The Advanced Psychology of B2B Selling 3. Book a Clarity call with me if you want to join the next enrolment, but are not sure, or if you are a BUSINESS OWNER or SALES LEADER with a team and want to discuss your ongoing blended training. Like anything, if you are not growing, you are dying and if your business is not growing, it is surely dying too and what's more it will be crying out for help before it does. Let us help. Cheers Bernadette www.3RedFoldersAcademy.com

09.01.2022 IT’S ON AGAIN! For Business Owners, Salespeople and Sales Leaders. Is this you? I need to sell my products and services, but haven’t a clue what the proper process is I’m scared people will put me in the stereotypical salesperson bucket, so I do everything to avoid selling I need cashflow but am not sure where my next deal is coming from or why I don’t know where it's coming from... If so, then you need to understand it’s not the quick close you need, or the Jedi tricks you think you can Google. It’s also why I have created ‘MASTERING INFLUENCE - The Advanced Psychology of B2B Selling’. A blended program where you will nail the fundamentals guaranteeing you a steady stream of business and a flowing pipeline of people who will say yes to what you are selling. Here’s what Joshua Schildroth, Sales Executive said, "Can’t wait to share more this week of the impact this program had for me!! You are my Oprah, Bernadette!! (I wish!) www.3redfolders.com/masterclass You can discover the methodology I use by being part of my new FREE LIVE Virtual Workshop where I will personally share my proven, 6 stage formula for salespeople, business owners and sales leaders who want to make more sales in an aligned and profitable way by keeping their pipeline filled with the right prospects that will say yes to their offer. And it starts on Tuesday the 11th August so join us for this 45-minute online workshop. Bernadette Because there are limited places, and because this is a live online workshop it’s filling up faster than you can say . So DON’T DELAY, CLICK on the LINK and RESERVE your FREE SEAT TODAY! www.3redfolders.com/masterclass

08.01.2022 If we were to ask you what the #1 mistake people make at the beginning of their sales call is, would you be able to answer? We believe that the answer is that it’s not realising three key factors are at play 1. Your area of FOCUS 2. The FEELINGS that drive you and... 3. The FLOW of the conversation from the buyer’s perspective And depending on all three will determine how you show up whether you are TRANSACTIONAL and interested in small change(s) [in your pocket only], whether you are in that TRANSITIONAL phase where you relying on outside influences to make change happen for you or whether you are causing change to happen out there in your accounts and, by default, being TRANSFORMATIONAL. Considering we are all selling change then where do you think your focus should be? What do you believe the feelings are that should drive you and what do you think the flow of the conversation should include? For more on how this relates to your sales results and how you can better meet your target, then join our CEO Bernadette McClelland on her upcoming FREE Live Training - next Thursday ‘The 5 High Level Strategies To Nailing Your Next BIG Deal’ - where she will share how to leverage each of those three levels of sales mastery. #sales #salestraining #salesdevelopment #3redfolders

08.01.2022 Do you feel you need to discount? Do you have difficulty overcoming objections? Do you qualify correctly? Let me answer these questions and more on this episode.

07.01.2022 Everyday ONE of your potential clients will engage with someone selling an idea, product or service. The question is Are they engaging with YOU? The success of your business relies very much on your answer to that question.... So if you know WITHOUT A DOUBT that you are not: Engaging with as many prospects as you could Having as many discovery meetings as you need, Qualifying or quantifying nearly enough or Finding compelling needs that set you apart, then you need to attend our upcoming webinar 5 Secrets to nail your next big deal! In this exclusive webinar we will be covering: The #1 secret sauce that all high performing salespeople use to ALWAYS get buy in from the buyer The 5 high level strategies that will guarantee ultimate sales success The #1 mistake salespeople make at the beginning of their sales conversations which turns buyers off and costs them dearly, & more! Register here now to secure your seat: https://www.3redfoldersacademy.com/nextbigdeal #webinar2020 #sales #salesleadership #salesstrategy #salesskills #salestraining #salestips

06.01.2022 If you are headed into bankruptcy, or facing being on the verge of it, what do you focus on? When we went into bankruptcy we knew we had to revise what value we provided to the market and what people were willing to pay for that value. However, before we were able to do that we had to move through the following incredibly raw phases:... - Shame. Did we deserve to feel shame because it hadn’t worked? No. We needed, though, to remove certain people from our life in order to focus on rebuilding and moving forward. - Guilt. Did we need to keep feeling guilty? No. We instead chose to focus on being grateful for what we did have. - Embarrassment. Renting a property after losing our home and investment, and also having to drive around in a $1,500 car, was not pleasant. However, we realized that our ego, and in particular, our fear of what others think, was driving the embarrassment we were feeling and to rebuild we addressed that and focused instead on how we could show our children what getting through tough times and rebuilding looked like. - Failure. The business failed. The bank account failed. My health failed. Did that make us failures as human beings? Hell, no! We were loved. We were more than enough. I have used this same approach with clients who are facing difficult times to help them navigate through Covid-19 by refocusing and redefining what is really important to them as a business owner and leader. Times are tough. And tough times demand tough conversations of others and of ourselves. We’re always ready to help you have them. #sales #salestips #salesleader #salesleadership #leadership #leadershipdevelopment #leadershipskills #covid19

05.01.2022 #LiveAtNine tomorrow on #LinkedInLIVE ...9am AEST and I’ll be sharing ‘One Surefire Way To Speed Up Your Next Sale’ and maybe a couple more ;) #3RedFolders #linkedin #sales #business #success

04.01.2022 We think it's responsiveness, or rushing or being reactive that is key to speed but it's more than that... Find out on today's LIVE with Bernadette

04.01.2022 Earlier this week we shared key ideas around the power of role clarity for leaders and business owners, especially businesses that manufacture, supply and distribute capital equipment and goods. Bernadette also did a LINKEDIN LIVE - #LiveAtNine is the hashtag if you want to check it out where she discussed aligning sales culture to sales strategy and speeding up the sale through high performance. The 3 concepts we covered earlier this week that are also important in order t...o achieve high performance include the importance of Role Purpose, Pipeline Flow and Sales Leadership. If you want to make a difference in your leadership and reduce stress all around, it is important that you focus on the key elements to building a High(er) Performing Sales Culture so as not to leave any additional money on the table. If you want to know why 91% of businesses fail to achieve higher performance, and the 7 key elements to not leaving money on the table, then join Bernadette on her next MasterClass designed for Sales Leaders, VP Sales, Business Owners and CEOs to create that High(er) Performing Sales Culture, not lose opportunities and generate incremental revenue, profits and nett new business. Lock in your seat here: https://www.3redfoldersacademy.com/high-performance-sales-c #sales #salesleadership #salesstrategy #leadership #leadershipdevelopment #leadershiptraining #leadershipskills #3redfolders

03.01.2022 WHAT AN AWESOME SURPRISE! Cannot wait to dig in to this cookie from @send_out_cards and @kodybateman and begin preparation for my opening keynote at this amazing conference! #Texas Bound thanks to technology :) #sendoutcards #conferencespeaker #findingyourbrave #texas #relationships #gratitude

01.01.2022 When our CEO Bernadette McClelland first went into the role of a quota bearing, bag carrying salesperson, that’s what she actually did. She carried both a quota and a bag (a briefcase). Why? Well, the need for a quota is obvious, and having the briefcase was because we needed to carry things such as brochures, order pads and calculators, a pager (because there were no mobile phones) and of course, a closing pen. A Mont Blanc would be the piece de resistance in the day so it... could be handed to the buyer, and they could sign, with a bit of luck, our bell-ringing ‘one call did it all’ deal. How times have changed in so many ways. But one thing that shouldn’t change is for a salesperson to work in a fun and high performance driven ‘sales smart’ culture. A culture that stretches your capabilities and a culture where the salesperson doesn’t confuse accountability with micro-management and the leader knows how to manage both. Bernadette was fortunate because the sales culture she originally learnt in was that type of culture and instilled an ethic that equated value with investment paralleled with a strong work ethic. Whist we sold high ticket capital equipment and were seen as the market leader, we didn’t rest on our logo and product. We see too many businesses today, and too many sales teams, where the leader is not aware of what they need to do and who they need to be in order to get the best out of their teams and ultimate their pipeline. Where they do cast the smallest shadow of doubt around their leadership competencies is in those small hours of the morning. It could be some are too proud to reach out and ask for help and it could also be they aren’t ready to say, ‘you know what? I don’t actually know what I don’t know’. If you are the latter, then please don’t hesitate to reach out to us as that is what our business, 3 Red Folders, does helps growth focused CEOs create sales smart cultures. #sales #salesstrategy #salesleadership #salesdevelopment #SalesTeam #3redfolders

01.01.2022 LET ME CHALLENGE YOUR THINKING A BIT... Are you holding back on reaching out to prospects at the moment? Perhaps you are not sure whether it is the right thing to do or perhaps you are struggling to think of ways to generate new sales in the current environment. If so, this video is for you because in it I provide 3 ideas which you can implement straight away to help you generate more sales. If you would like to discuss a specific strategy for implementing ONE, or ALL of thes...e ideas. then reach out because I am here to help you! #RevenueGrowth #BusinessDevelopment #3RedFolders See more