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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Video: Narrowing the Playing Field Sales Strategy
The Narrowing the Playing Field sales strategy is a practical approach that helps sellers guide decision-makers to focus on one or two key priorities, enabling faster decisions, smaller initial scopes, and greater momentum in the sales process. ***** Key Takeaways When You Watch the Video, You’ll Learn How To: Simplify complex buying conversations by helping prospects focus on their highest-priority challenges. Create proposals that are actionable, lower-risk, and easier for buyers to decide on. Move opportunities forward more quickly by narrowing options instead of expanding them. Why Should I Watch Amy Franko’s Video, Narrowing the Playing Field Sales Strategy? Today’s buying environment is filled with indecision, lengthy timelines, and stalled deals. This strategy helps you break through. Many proposals fail because they try to solve too many problems at once; Amy shares a proven method to change that....
Video: Are You Dealing with Cancellations & Delays in Sales
In today’s uncertain business environment, sales teams across industries are facing a common challenge: client indecision. Proposals are being delayed, projects are being canceled, and even strong opportunities are stalling. When decisions aren’t seen as immediately critical to the business, progress halts. But while you can’t control market conditions or internal client politics, you can control how you show up in conversations. By shifting your mindset and focusing on connection and perspective, you can help decision-makers move forward with confidence. Key takeaways: Recognize the reality of indecision. Many prospects are hesitant to move forward unless an initiative has immediate, material business impact. Acknowledge this environment rather than push against it. Control the controllables — your conversations. You can’t control when a company decides to invest, but you can control how...
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 article for Smart Business, 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
Key Takeaways Learn the three growth categories that strengthen your pipeline: marketing activities, business development activities, and sales activities. Build your personal visibility through marketing so prospects know you and understand the value you bring. Create long-term opportunities through business development and convert them through focused sales activities that move deals forward. 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. Why Should I Watch Amy Franko’s Video, The 3 Growth Categories Every Seller Needs? When you watch the video, you’ll learn how: Marketing activities build awareness Marketing isn’t just for your company’s department—it’s also your responsibility. You need to be visible where...
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...
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.
