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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,\\xa0

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\\u2019t 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 \\u2018storyselling\\u2019, 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 \\u201cwhat\\u201d vs. \\u201cwhy.\\u201d

Find out more about Bernadette

Come and grow with\\xa0Sales Gravy\\xa0&\\xa0Sales Gravy University

More about Gina

Engagement Expert \\u2013 Speaker \\u2013 Sales Trainer \\u2013 Entrepreneur \\u2013 Improv Comic

Gina is a Master Sales Trainer for Jeb Blount\\u2019s 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.\\xa0

\\u201cSass without too much crass\\u201d 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 \\u201cstalk\\u201d her business role model Jeb Blount and convince him to hire her \\u2026 and sponsor this podcast!

More About Susanna

After graduating from Cambridge University in Music and Education,\\xa0Susanna\\xa0took her first sales role selling advertising space on websites.

She\\u2019s 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,\\xa0Susanna\\xa0challenges this mindset through her successful business sourcing sales professionals into recruitment roles.

Susanna\\xa0decided to become a Sales Gravy Master Trainer because Sales Gravy\\u2019s vision matches her own beliefs and values.

She\\xa0is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.