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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
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...
Maximizing Your Sales Week: 3 High-Impact Sales Activities That Drive Results
https://youtube.com/shorts/6RMV18iUNmw?si=j0KfhTSvHYC_wQtz In sales, not all activities are created equal. Some tasks move the needle, while others simply fill up your schedule. If you want to maximize your impact and close more deals, you need to focus on three high-impact activities: prospecting, active sales conversations, and proposals. 1. Prioritize Prospecting Prospecting is the foundation of sales success. It involves actively reaching out to potential customers, uncovering new opportunities, and expanding your pipeline. Whether you're targeting new clients or deepening relationships with existing ones, prospecting should be a top priority. 2. Engage in Active Sales Conversations Once you've established connections, the next step is engaging in meaningful conversations that move deals forward. These conversations could be with decision-makers, influencers, advocates, or strategic partners who help...
Video: Sales Prospecting Tips for When Communication Stalls
Did you know 42% of salespeople rank prospecting as the hardest part of their job? (HubSpot via a 2025 Spotio report). It's common to encounter a situation where communication with a prospective client suddenly comes to a standstill. You might have had active sales conversations, perhaps even sent a proposal, but now there’s silence. So, how do you re-engage a prospective client when this happens? Learning this three steps are part of a smart sales strategy. 1. Embrace the Power of Prevention for Better Sales Prospecting One of the most effective strategies to avoid this predicament is prevention. Whenever you’re in a conversation with a client, always schedule the next meeting before ending the current one. By having the next discussion on their calendar, it creates a commitment that they need to respond to, helping you maintain momentum in the relationship. 2. Utilize Their Preferred Communication...
What Are the Elements of a Sales Enablement Strategy?
Maximize revenue growth with a robust sales enablement strategy. Learn how to gain C-suite support and enhance sales efficiency through cross-functional collaboration, ownership, and focused tactics. ***** We didn’t hear much about sales enablement strategy until recently. Now, it’s a critical component of sales success. According to G2, organizations with a sales enablement strategy in 2025 will achieve a 49% more win rate on forecasted deals. Very simply, sales enablement helps your team sell more efficiently and more effectively. Why Sales Enablement Strategy Matters and How to Gain C-Suite Support? Our role as Modern Sellers is to solve our clients’ and prospects’ business challenges. When we do that successfully, we increase revenue growth. Sales enablement directly addresses those challenges. There are many ways to grow your business – through acquisitions, new products, new markets. But sales...
Sales Strategy: Trusted Introductions Can Maximize Sales Growth
Trusted introductions in sales don’t just make accessing decision-makers easier—they boost your credibility as a seller and improve your odds of converting leads into clients. Discover how to strategically request introductions and integrate them into your sales process. ******** The Value of Trusted Introductions When I consider what has helped me to create success in my career, within my sales consulting practice and within the various leadership roles I’ve had, the value of trusted introductions is near the top of the list. This has taken the form of introductions from current clients to decision-making peers in their network, sponsoring high-level events that will put me in the presence of my key decision makers, meeting with community leaders through my non-profit work, and key partnerships. I'm not alone. According to a Sagefrog report, referrals rank as the top source for quality leads with nearly...
9 Sales Growth Productivity Tips for Modern Sellers
Sales growth productivity hinges on how effectively sales professionals allocate their time. This blog explores nine actionable strategies to prioritize revenue-generating activities, reduce inefficiencies, and enhance results. Maximize your productivity and achieve your sales goals with these expert tips. ******* The challenge of non-selling time for sales professionals isn’t new, but it has become more amplified. Salesforce analyzed the activities of 5,500 professionals and found that revenue-generating sales activities use only 30% of their week. The other 70% is used with tasks not directly related to revenue generation. The report defines tasks that directly generate revenue as in-person or virtual sales conversations, prospecting, and generating quotes or proposals for qualified opportunities. When you look at your week, how much of it is invested in those activities versus others? If you’re not...
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