Bernadette McClelland

NOVEMBER 4, 2019

In the words of the famous poet Robert Frost: “ Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference “?. . Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance.

Travel 268

Travel Face-to-face Call-back Intent 268

The Pipeline

NOVEMBER 19, 2019

If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries. What is B2B sales time travel? This leads to the opportunity being ignored from a sales point. Which is why we need to be able to travel across time. What Time Is It There? Register here.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. Sales are still happening, but a group celebration isn’t likely. Incentives interrupted.

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Travel Groups Incentives Incentive 218

Sales and Marketing Management

JUNE 24, 2024

In North America, incentive travel campaigns are still predominantly used for "hard power" benefits such as increased sales. Globally, however, incentive travel is increasingly being used for softer performance improvement goals.

Travel 156

Travel Incentives Incentive Campaigns 156

Sales and Marketing Management

JUNE 24, 2024

Incentive travel consistently ranks as the most memorable and appreciated non-cash reward by recipients. But it's vital to understand incentive travel trends to drive the highest ROI. The post Incentive Travel: What to Know Before It’s a Go appeared first on Sales & Marketing Management.

Travel 156

Travel Incentives Incentive ROI 156

Bernadette McClelland

FEBRUARY 20, 2023

Will You Take The Road Less Travelled Or The Path Of Least Resistance? It’s scary taking the road less travelled as most people take the path of least resistance instead. Do I enjoy sales training? It’s easier! It would mean I’d shift the way I went to market as well as iterate my message. Absolutely!

Travel 195

Travel Telecommunications Sage Buyer 195

Sales and Marketing Management

JUNE 26, 2023

The post Making the Business Case for Incentive Travel appeared first on Sales & Marketing Management. Creating one-of-a-kind experiences for groups creates long-lasting motivation and loyalty, but selling these programs to the C-suite takes careful planning.

Travel 156

Travel Incentives Incentive Loyalty 156

Sales and Marketing Management

MARCH 16, 2022

Sales teams that adapt to the new world order will win. Those that insist on using the same tactics they’ve always used are essentially trying to do the impossible – travel back in time. The post 3 Strategies to Adapt to the Changing B2B Sales World appeared first on Sales & Marketing Management.

B2B 347

B2B Strategy Travel Sales 347

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel programs need to produce memorable experiences while making financial sense for the sponsoring company. The post Making Incentive Travel Work appeared first on Sales & Marketing Management. These strategies help ensure both challenges are met.

Travel 120

Travel Incentives Incentive Groups 120

Sales and Marketing Management

SEPTEMBER 16, 2022

Perhaps more than any other incentive category, travel and experiential incentives foster the work/life balance and the employee-centric culture that is so pervasive in today’s corporate world. The post The Enduring Impact of Travel and Experiences Is Unique appeared first on Sales & Marketing Management. Here’s […].

Travel 156

Travel Incentives Incentive Compensation 156

Sales and Marketing Management

SEPTEMBER 16, 2024

Five tips for creating group incentive travel experiences that delight today's multigenerational workforce. The post Tips for Planning Multigenerational Travel Experiences appeared first on Sales & Marketing Management.

Travel 120

Travel Incentives Incentive Groups 120

Sales and Marketing Management

JUNE 24, 2024

A look at the latest incentive travel trends from the Incentive Research Foundation's Attendee Preferences for Incentive Travel survey. The post Be Mindful of These Incentive Travel Trends appeared first on Sales & Marketing Management.

Travel 120

Travel Incentives Incentive Trends 120

Understanding the Sales Force

JULY 11, 2022

Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road. The previous paragraph was about branding and marketing; not sales. Give me a moment to explain how that applies to sales.

Company 340

Company Strategy Travel Advertising 340

Smooth Sale

JANUARY 10, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Corporate Travel Safety: Ensuring Peace Of Mind While corporate travel dropped significantly during the pandemic, the global population’s needs have made travel a vital aspect of the working world once again.

Travel 109

Travel Hotels Face-to-face Transportation 109

Sales and Marketing Management

SEPTEMBER 16, 2024

A look at consumer travel trends and preferences of Gen Z and Millennials can be helpful when designing corporate-sponsored events. The post Good Vibrations for Multiple Generations appeared first on Sales & Marketing Management.

Travel 293

Travel Consumer Trends Marketing 293

The Pipeline

APRIL 27, 2020

Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must. While there is no replacement for a face to face or handshake, video allows you to make up for distances, and travel restrictions. Some immune, others not.

Face-to-face 280

Face-to-face Travel Video Sales 280

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. appeared first on Sales & Marketing Management. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI.

Demographics 296

Demographics Incentives Incentive Travel 296

Understanding the Sales Force

MARCH 15, 2022

Speaking of baseball and bringing sales into the discussion, let's talk about coaching. Starting with Little League, through travel teams, all-star teams, tournament teams, High School teams and finally College, he has had 18 coaches not including me. So let's pivot back to sales. First the baseball. He was simply way too chill.

Coaching 312

Coaching Sales Management Pivotal Travel 312

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? While not all sales teams may be struggling with demand (in fact some technology companies are experiencing record years), disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success. We took a keen interest on those in sales roles.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

The Pipeline

JANUARY 13, 2021

Let me start with a brief summary of where I am coming from: I grew up in Germany in the 1980s and started traveling with my family in Europe when I was a kid. I became a professional traveler or something like a ‘Challenge Seeker’ What’s that? We went to Italy, France, and Spain for summer vacations.

Travel 298

Travel How To Film Face-to-face 298

No More Cold Calling

SEPTEMBER 27, 2018

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? A surprising response, since the participants were all tenured and successful sales leaders. (My All talk, no sales ethics. Ethics in Sales.

Face-to-face 313

Face-to-face Cold Calling Social Media Travel 313

Smooth Sale

JULY 11, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Start a Travel Agency: A Comprehensive Guide Establishing a travel agency can be a lucrative business endeavor at a time when travel is more than just getting from place A to place B. Create a plan that includes both offline and online distribution.

Travel 97

Travel How To Ideal Customer Profile Tourism 97

Pipeliner

JANUARY 24, 2025

As a sales leader for a cruise line, you’re no stranger to the thrill of mapping uncharted waters. In this comprehensive blog post, we’ll delve into the particular challenges facing sales leaders at cruise lines and provide actionable advice and insights for fueling sales growth and revenue.

Industry 90

Industry Travel Consumer Trends 90

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. They estimate total air travel could drop between 19% and 36% permanently due to changes in business travel.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Smooth Sale

OCTOBER 17, 2023

Image credit Attract the Right Job or Clientele: Avid Travelers: Do You Want to Convert Your Passion Into Your Career ? As a passionate traveler, finding a job that fits your lifestyle can be challenging. Destination Vlogger Travel vlogging is another lucrative career projected to grow tremendously over the coming years.

Travel 113

Travel Hiring Salary Networking 113

Sales and Marketing Management

OCTOBER 15, 2020

While travel rewards are down, the IRF reports that merchandise use is slightly up, and points programs have increased by 22%. Among those who decided to cancel their travel programs, 78% indicated they were providing alternative awards such as branded merchandise, individual travel options, points and cash equivalents.

Incentives 317

Incentives Incentive Travel Cancellation 317

Understanding the Sales Force

FEBRUARY 24, 2019

The jet was probably traveling 500 MPH but it's funny how when the air is smooth, it doesn't even seem like you're moving, but when you add some serious bumps, you can feel every single one of those 500 MPH. Sales calls work the same way. You've probably experienced a flight like that too.

Travel 258

Travel How To Prospecting Meeting 258

Steven Rosen

JUNE 20, 2021

Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach. Realistically most senior sales leaders don’t engage in networking regularly.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

No More Cold Calling

JUNE 4, 2020

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I knew Barb as a fellow member of Women Sales Pros. I knew she shared my love of travel, and because she was unmarried, she could make her own decision without checking with anyone. I’d always wanted to visit St. Petersburg, Russia.

Travel 309

Travel eBook Call-back Cold Calling 309

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Smooth Sale

NOVEMBER 19, 2024

Photo by Engin_Akyurt via Pixabay Attract the Right Job or Clientele: How to Make Working Away from Home More Bearable Working away from home is often fun for a while, but then you miss your family, your pets, and your bed to realize soon that ‘travel for work’ doesn’t meet expectations. But suppose you must work away from home regularly.

Hotels 97

Hotels Travel How To Hiring 97

Sales and Marketing Management

MARCH 25, 2019

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Sales will become too complex to stay a one-man show.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Sales and Marketing Management

FEBRUARY 19, 2018

And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. This sales thing violates a lot of psychology. It travels in packs but gets the hunting done. Fear instead only, the opportunity cost of not giving every moment of your sales day and life your absolute all!

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Bernadette McClelland

AUGUST 1, 2022

He shared how he is new to the country and now that his job takes him out on the road with a lot of travelling, he’d be looking for a reliable tyre supplier in the future he could trust. Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership.

Margin 397

Margin Travel Outbound Sales Leadership 397

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. And non-monetary awards, such as merchandise, experiences or travel, are most effective because they are genuinely separate from compensation. When sales managers use rewards, they send signals to their teams and organizations. What rewards can signal.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259