COME TO WHERE MAKING SALES IS EASIER!
We work with Growth Focussed and Innovative Leaders of mid-size businesses who want to reduce pipeline bloat, nail their message to market, reduce buyer risk and make more sales without the friction.
MORE SALES + LESS FRICTION IN 3 SIMPLE STEPS
Streamline your sales process so that you create a predictable and profitable pipeline
Align your KPIs with your KPAs (Key Performance Activities) so that high performance and role clarity is an intentional focus
Augment your existing sales methodology with a modern-day, strategic approach to build trust, sell change and get the decision.
MEET BERNADETTE MCCLELLAND
In 2001, Bernadette left her role as a senior sales leader in Corporate Australia and shortly afterwards started her own sales leadership consultancy. That path ultimately led her down the coaching route where her role as Anthony Robbins Master Coach for APAC saw her work with high net worth and high potential, entrepreneurial business leaders. She noted many were storytellers. In her role as Harvard Business School’s Sales Coach, she noticed that many of her MBA students were data driven and not as effective at having sales conversations as they could be. That led her to begin researching what the best salespeople did to build their businesses.
She realised that selling skills being taught were a hangover from the 80’s and 90’s and were no longer enough in today’s changing world. She realised that buyer expectations were calling for more connection and trust and commercial relevance. Whilst businesses (and sellers) knew something had to change, they didn’t know what it was that specifically had to change.
Once the World Economic Forum and Jobs of The Future suggested qualities such as ‘complex problem solving, critical thinking and creativity’ would become the top 3 in-demand skills from 2022 onwards, displacing categories such as negotiations, it makes sense that two of the future vehicles for business growth must, therefore, include skills such story and coaching.
We, at 3 Red Folders, encourage Sales Leaders, Business Owners and Sales Teams to leverage the most natural & impactful drivers of revenue that their competitors ARE NOT YET USING – Strategy, Story and Coaching.
We use strategies that include Role Clarity, Pipeline Development, Message to Market and Sales Process Creation (Most businesses use this to build out their own Sales Playbook)
Ensure your long-term success and/or augment your existing sales methodology with an additional layer of buyer relevance to connect, sell change and get the decision.
Reinvest your focus and learnings through executive and sales coaching and mentoring so you can make more sales with focussed execution and accountability that gets the results that matter the most.
WHO WE SERVE
CEOs and Business Owners within non-sexy industries such as manufacturing and distribution and who are responsible for building out a sales function within their business are one of our ideal clients – driving revenue from between $10 and $100 million per annum. Typically they need guidance with their sales process and to align it with KPIs. They realise the importance of role clarity and linking key performance activities to those roles so that they can achieve their financial outcomes. Having the value of someone, other than themselves, to teach, coach and ensure accountability to the right behaviours leading to the right metrics is a key desire.
Ideally their sales teams are individually responsible for their own lead generation, through to finalising the sales opportunity and looking after that customer so that they can serve them again in the future. Ideally we prefer to work with ‘full cycle’ sales professionals.
VP SALES, CROs, SALES DIRECTORS
Growth focussed Leadership within Manufacturing as well as the Information, Communication and Technology industries with successful and experienced sales teams driving revenue in excess of $50million per annum are also our ideal clients. Those with an existing sales methodology and are open to exploring an incremental skill to give their sales teams the edge.
Ideally these sales environments are keen to pursue a commercial approach that is both fresh and different in order to enhance their brand whilst providing communication skills, both face to face and virtual, that positively impacts revenue growth.
WHAT MAKES US DIFFERENT
STORY POWERED SALES APPROACH
We are the USA and Australian partners for Anecdote International. Having launched Stories For Leadership program back in 2004, Story Powered Sales™ was launched in 2005 and continues to provide growth focussed sales teams with a tremendous ROI and market approach that is compelling and differentiating. Our approach aligns with the specific milestones within the sales process and assists in helping a business forecast better by ensuring pipelines flow more freely. conversations.
WE’RE SALESPEOPLE, TOO
All business people must sell! And we are no different. Therefore we must walk our talk, and we do so, by opening business opportunities and bringing them through to fruition using story as one of our pivotal guiding principles.
BUILT FOR THE CONNECTION ECONOMY
As the marketer, Seth Godin, states, “we are now in the Connection Economy”. Considering we have just come off the most personal and professional shift in our history, we are more attuned to the difference between a ‘fairytale story’ and a ‘strategic and memorable business story‘. When story is used in a relevant and business like we, we build trust sooner, we are able to sell the change and de-risk the decision and we are able to win the business in a more connected way. Our approach is built for this connection economy where humanity matters
OUR GUIDING PRINCIPLES