Episode 190 – Storyselling with Bernadette McClelland

Episode Overview

Today Gina and Susanna welcome back a good friend, sales coach, author, renowned international speaker, and Alien of Exceptional Ability (you’ll have to listen to find out), Bernadette McClelland, 

Bernadette dives right into her specialty, sales Leadership. She talks about the different types of sales leaders. Micro-managers, glorified sellers, deal-makers, needle movers, courageous leaders and more. She expresses how top leaders have empathy, are present with their team, put their egos to the side, while simultaneously being outcome focused, aspiring for better, and inspiring their team for growth. There is a balance to it that isn’t always easy. They discuss the power of cultivating ideas from your team to build trust, and the difference between being task-focused and purpose-focused.

The conversation turns to feedback. People that arrive in leadership positions should be proactively looking for feedback from their team. They should receive it with an open mind and work to improve in any ways that they can. Also looking to other leaders as mentors can be invaluable.

Finally Bernadette explains the effectiveness of ‘storyselling’, and the three components of it, storytelling, storycatching and storyseeking.

And of course they get into much, much more including Bernadette doing sales role play with both Susanna and Gina, and she explains the amazing difference between “what” vs. “why.”

Find out more about Bernadette

Come and grow with Sales Gravy & Sales Gravy University

More about Gina

Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic

Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. 

“Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother.

Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

More About Susanna

After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites.

She’s always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting.

With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles.

Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy’s vision matches her own beliefs and values.

She is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.


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