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Salespeople have a tremendous opportunity to stay and out in front of customers and get a jump on their competition by developing their own thought leadership. Bernadette McClelland steps us through how we need to overcome our own mental barriers and put ourselves out there.
We also need to be looking at customer problems from a psychological angle, what is ‘behind the problem’, why is the customer voicing this problem? Bernadette shares methods for asking the challenging questions.
Bernadette says salespeople need to create the right kind of tension between yourself and your buyer by getting beneath the surface. Know what motivates your buyer, and become a thought leader in your domain.
Learn more about Bernadette on her website https://www.bernadettemcclelland.com/
Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.
Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.
Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service
