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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Video: Making the Most of Tradeshows & Events
Trade shows and events are among the biggest investments in any sales organization’s budget — and often among the hardest to measure in terms of ROI. From planning and execution to post-event follow-up, getting these right can mean the difference between wasted spend and high-value relationships. In this video, I break down how to get more out of both curated events and large-scale trade shows as part of a sales strategy, along with a simple three-phase approach to maximize results. Key Takeaways Blend both event types: Curated events build depth; large trade shows build reach. Think in phases: Pre-plan with a clear business case, execute with purpose, and follow up with precision. Track everything: Data drives better decisions for future events. Position yourself as a thought leader: Whether on stage or in a breakout room, influence often begins with visibility. Plan for the long game: Not every...
Video: Strategic Account Planning: Your Growth Multiplier for 2026
As 2025 winds down, every sales leader is laser-focused on how to close the year strong and set up early momentum for 2026. One of the smartest ways to do both? Strategic account planning. A well-built account plan helps you defend and grow your existing client base, identify cross-sell and upsell opportunities before competitors do, and position yourself as an indispensable partner heading into a new fiscal year. Everywhere budgets are tight and client expectations are rising—leaving revenue to chance is not an option. Now is the time to double down on your key accounts and plan for growth that’s predictable, sustainable, and scalable. ******* 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...
Guest Article: The Balanced Data Framework
Leaders don’t need more reports—they need balance. In my new Smart Business article, From Overload to Outcomes: Lead with the Balanced Data Framework, I share how to separate signal from noise and make smarter decisions. Find the full article here.
Sales Training: Elite Sellers And Leaders Blend Outside Perspective With Self-coaching
Does your sales training include self coaching? Elevate your sales game with effective self-coaching practices. Success demands more than skill—it requires continuous growth and outside perspective. Invest in yourself with these five self-coaching practices for sales leaders. ******* I had an executive speaking coach who had a saying that always stuck with me. “You can’t read the label from the inside of the jar.” In other words, we get in our own heads too much. Or, we need to learn something specific to get to our next level and we can’t do it solely on our own. To reach a high level of success or significance with anything in work or in life requires outside perspective. Consider elite athletes, sports teams, and leaders. They leverage outside perspective in a variety of forms for physical, mental, and emotional excellence. Think performance coaches, mentors, advisors, behavioral psychologists, and...
The 3 Growth Categories Every Seller Needs
Too many sellers get stuck focusing only on closing deals. But growth doesn’t start at the finish line. To consistently expand your territory and client base, you need a balanced approach that begins long before the contract is signed. Key Takeaways: Marketing Activities – Building Awareness: Marketing isn’t just for your company’s department—it’s also your responsibility. You need to be visible where your prospects are: on LinkedIn, at local events, and in industry conferences. This personal branding ensures that when potential clients have a problem you can solve, they know who to call. Business Development – Playing the Long Game: Think of business development as a chess match. It’s about strategies that don’t pay off immediately but set the stage for future growth. This includes cultivating partnerships and strategically selecting events to maximize long-term ROI. Strategic Partnerships – Expanding...
How to Gain Access to High-Value Relationships
In B2B sales, building a healthy early-stage pipeline isn’t just about having the right product or service—it's about connecting with the right people. Whether you're targeting specific accounts or new verticals, the quality of your relationships will directly influence your ability to start conversations, build trust, and ultimately close deals. A recent discussion on effective outreach strategies highlighted four critical types of relationships that sales professionals must identify and cultivate early in the pipeline development process. Key Takeaways: Start with the Decision Makers: These are the individuals—or sometimes groups—who hold the power to say "yes" or "no." They typically have budget authority, a business need that aligns with your offering, and the internal influence to greenlight or block your initiative. Don't Overlook Influencers: These people may provide technical input, offer internal...
Guest Article: Consultative Sales Playbooks
Sales Training professionals: Do you ever feel like you're handing off great content, only to see it collect dust? I wrote a new piece for Training Industry, Inc. on how consultative sales playbooks can become a living, breathing part of your sales training strategy. It’s all about creating structure and flexibility for complex deals. Find the full article here.
Introducing Prospecting Essentials: Your Key to Building a High-Value Sales Pipeline
The new Prospecting Essential sales training program helps you build a pipeline of high-value opportunities—faster, smarter, and with more confidence. ******* One of the most common challenges I hear from sales professionals and business developers is: “I’m not consistently filling my pipeline with the right opportunities.” Sound familiar? It’s especially true for those in complex B2B or professional services. If you’ve ever struggled to build momentum with your outreach, get in front of the right decision-makers, or create a consistent prospecting rhythm, I created Prospecting Essentials specifically for you. New Online Sales Training Program to Help You Prospect with Confidence Prospecting Essentials is my brand-new, self-paced online sales training designed to help you build a full, qualified pipeline of high-value opportunities—faster and with more confidence. Whether you’re working in professional...
Video: Sales Prospecting Essentials: Messaging that Fills the Pipeline
Every day, sales professionals face the challenge of breaking through the noise to earn early-stage conversations with decision-makers. In this video, part of my Prospecting Essentials video series, I share three steps to create messaging fills your pipeline. The steps are focused on content, frequency, and media to help sellers create messaging that truly resonates. This approach offers a strategic way to improve your chances of opening doors and filling your sales pipeline. This is the final video in the series. Key Takeaways: Content Matters: Make your message short, substantive, and compelling enough to spark curiosity and urgency. Be Persistent: Early-stage outreach often requires multiple attempts; don’t give up after one try. Use the Right Channels: Leverage a mix of media — email, phone, video, and social — to maximize your chances of engagement. Respect the Time Crunch: Decision-makers have...
Why is taking smart risks important in sales training?
Inventor James Dyson has said, “The key to success is failure… Success is made of 99 percent failure.” There is a spectrum to risk. It pays to sharpen our awareness of which risks are smart, and which ones may cause great harm in the long run. These ideas will help you and your sales force succeed by taking smart risks.
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.
