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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Video: Sales Prospecting Essentials: Strategy and Client Selection
As a sales professional, it’s easy to get caught up in chasing every lead, but quantity alone won’t keep your pipeline healthy—or profitable. In my second video of the Prospecting Essentials series, I explore how the right strategy and client selection can help you build a pipeline that delivers real results. This video introduces a practical framework for aligning your strategy with the opportunities that are most likely to convert. I dig into how your current client book, your revenue goals, and your win rates should guide your decisions about who belongs in your pipeline—and who doesn’t. Key Takeaways Strategy is foundational: It influences every other aspect of pipeline building—outreach, access, and execution. Client selection is a strategic lever: It includes both your current clients and the prospects you aim to win. Knowing who belongs in your pipeline is the first step to filling it with the...
Video: How to Develop a Strong Pipeline, in Any Economy, with Prospecting Essentials
Companies and sellers who are highly focused on creating strong pipelines are succeeding and winning, even with the current uncertainties. It can be done, and in this video, I share three essential sales prospecting activities that strong pipelines require. Key Takeaways Three Core Weekly Prospecting Activities for Sellers Active Prospecting Defined Three-Part Prospecting Framework in the Program: Self-Assessment for Your Current Pipeline Who This Video Is For This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It's especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success. If You Liked This Video... If you liked this video, take the next step by downloading my Sales Strategy Index. This Sales Strategy Index worksheet will help you to...
Podcast: Intentionality and Personal Growth in Sales on Selling from the Heart
I had the pleasure of joining Larry Levine and Darrell Amy once again on the Selling from the Heart Podcast. Our conversation centered on a topic that’s become deeply personal and professional for me: the power of intentionality in creating success without burning out. In this episode, I shared some of the lessons I’ve learned (and am still learning) about managing energy and time more deliberately. We explored how to focus on the relationships that truly move the needle, how to build in space for personal growth, and why learning to say no—strategically—is one of the most important skills for high-performing sales professionals today. If you've ever felt like you're running on fumes or questioning your "why," this conversation will help you recalibrate. My hope is that the ideas we explored will encourage you to show up each day with greater clarity, purpose, and a full tank. Here are a few of the...
Video: Sales Strategies to Confidently Position Value Over Price
Price matters, but value wins. If your deals are stalling or getting discount-heavy, it’s time to shift the conversation back to outcomes and impact. A smart sales strategy keeps value as the north star every step of the way. ******* It's easy to fall into the trap of chasing discounts and price cuts to win deals. But the "true north" of any sales conversation should always be value. From the initial contact through to the final decision, understanding what your prospect wants to accomplish—and why it matters to them—is the most powerful tool in your arsenal. In this video, learn how to identify when a conversation is drifting toward price, and how to effectively redirect it back to value. This not only positions you better in the current deal, but also lays the groundwork for stronger, more value-driven engagements in the future. Key Takeaways Value > Price: Always prioritize understanding the...
Podcast: “Would You Rather: B2B Sales Edition” with Spiraling Up
I recently joined Spiraling Up, a new podcast from Hinge hosted by Austin McNair, Joe Pope, and Mary-Blanche Kraemer, for a high-energy conversation that put my sales strategy brain to the test. In a fun twist, the team invited me to play a game of “Would You Rather: Sales Edition” — a rapid-fire, gameshow-style segment where we explored some of the most relevant (and sometimes tricky!) dynamics facing today’s sales and marketing teams. From choosing between revenue vs. funnel KPIs to navigating team coaching challenges, we covered a lot of ground with practical takeaways for sales and marketing leaders in professional services. Here are a few of the highlights: The story that shaped my sales philosophy and career [03:09] How I think about measuring performance: revenue or funnel KPIs? [17:54] Would I rather coach a traditional, change-resistant team or a flexible but green one? [24:47] Selling to...
Video: Strategies to Confidently Navigate Sales Turmoil
Things feel shaky in sales lately? There's a lot of sales chaos and turmoil. But now is the time to stay ahead of the curve. Get clear on what’s at risk, find the hidden wins, and help your clients do the same. Clarity = confidence. ******* There’s no shortage of turmoil in the marketplace right now. Whether it’s internal chaos within our own organizations, uncertainty with clients or prospects, or ripple effects coming from their customers — there’s a lot swirling around us. So, how do we stay grounded? How do we navigate this turbulence with confidence — both for ourselves and for those we serve? Tangible Sales Strategies to Navigate Through Disruption Let’s walk through a few tangible strategies: 1. Take an Inventory of What’s at Risk Start by getting really clear. What’s actually on the line? What deals in your pipeline might be slipping? Which contracts feel wobbly? Write it all down — not just in...
Improve Your Sales Cycle by Examining This One Process
To supercharge your sales cycle, you must start by understanding your own buying habits. Dive deep into your purchasing process to uncover insights that could transform your approach to selling. ***** I’m an advocate for leveraging sales-specific assessment with all my clients before we begin our sales training or sales strategy journey together. What makes it so powerful? It shines a light on the under-examined areas of their sales skills. With focus on those areas, they can take significant leaps in sales growth. There is one under-examined process that can significantly improve your sales cycle. It’s how you make your own buying decisions, especially when it comes to premium products and services. How we buy is subconsciously projected onto how we sell. If we don’t examine this process, we risk losing the sale or unnecessarily prolonging the sales cycle. According to Objective Management Group in...
Video: How Elite Sales Teams Use AI for Smarter Selling
Elite sales teams know the combination of AI + human insight wins. Learn how to leverage AI for smarter sales strategies & better client conversations. ******* As sales leaders and managers, staying ahead of the curve is crucial for driving success in today’s evolving sales landscape. In the latest issue of Professional Performance Magazine, I explore the future of sales leadership, covering key trends, pitfalls, and winning strategies that can shape the way we lead our teams. One of the most important areas of focus is how artificial intelligence (AI) is transforming sales organizations—not just as a tool, but as a driver of advisory intelligence. AI as a Competitive Advantage in Sales Elite sales teams are already leveraging AI to gain an edge. These organizations are using AI-powered tools to: Generate call summaries for better follow-ups Conduct smarter research to improve prospecting...
Video: The Power of Sales Account Planning
Want to maximize sales growth? An account planning helps you strengthen client loyalty, uncover new cross-sell & upsell opportunities, and position yourself as a trusted advisor. Don’t leave revenue on the table—start planning today. ******* In Salesforce’s State of Sales research, sales leaders identified three key revenue channels they expect to drive their sales forecasts in the coming year: Run-rate business from existing clients Cross-sell opportunities within those clients Upsell opportunities to expand existing accounts Where Is Your Growth Coming From? As a sales leader or professional, take a moment to assess your own territory or client book. How much of your sales forecast this year relies on your existing clients? If a significant portion of your forecasted revenue comes from your current clients, it’s time to rethink how you manage those relationships. That’s exactly what I explore in my...
Video: 3 Sales Conversation Tips from Watching a News Anchor
Want to level up your sales conversations? Take a page from news anchors! Learn how great questions, smooth transitions, and the right environment can turn your sales calls into real opportunities. ******* I recently watched a local news anchor interview a business leader, and while the content of the conversation was interesting, I found myself focusing on how the journalist conducted the discussion. It turns out, there’s a lot sales professionals can learn from the way news anchors navigate interviews. Here are three key takeaways: 1. Ask Great Open-Ended Questions The best journalists know how to get people talking. They use "what" and "how" questions to uncover insights. In sales, this approach helps prospects open up about their challenges, goals, and what’s happening in their business. 2. Master the Art of the Segue A good news anchor seamlessly transitions between topics, ensuring a well-rounded...
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
