BLOGSales Performance and Leadership Development Insights from Amy Franko
The Modern Seller On BKD's Simply Tax podcast, Damien Martin has a knack for boiling down complex issues for business professionals who need a trusted advisor to help strengthen their tax mind. In this episode, Amy Franko returns to the podcast. She and host Damien...
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
When I think of a day in the life of a top seller, there’s a common theme. They invest their time in the right prospects, the right clients, and the right sales activities. In professional services, this focus becomes even more important, because many times they are balancing business development and sales along with client delivery.
How can you know what steps will move you forward faster, help you build strategic relationships, and accelerate sales results?
Having the right sales plan will help you get there.
In this week’s blog, I share strategies for building your sales plan for professional services. As a bonus, learn how you can receive your 2020 Planning Worksheet and The Modern Seller Lifetime Value Inventory.
I once heard someone say that “individual days may feel long, but the years, they fly by.” How true that is! A new decade is this big, blank canvas where you can dream up the next 10 years. What will that look like for you, professionally and personally? What are the goals and legacy you’d like to be actively creating?
In my sales and leadership keynotes I talk about the need in today’s world to design your legacy looking forward instead of looking back. From exactly where you are today, you can choose to be an active creator of your life and legacy. That’s what I’ve come to look forward to about my annual One Word Tradition. Creating the anchor point I want to live by for the next 365 days.
In this week’s post, I share my One Word for 2020. Have you participated in the One Word tradition? If so, I’d love to hear your word and reasons behind it.
Do You Make The Cut As A Modern Seller? The Inquisitor podcast is produced by salespeople for salespeople for the ambitiously lazy sales professional. Delivering practical, real-world sales tips and advice to help you sell more, sell more often, sell to more people...
The new year brings new resolutions. If one of your resolutions is to be more productive, in this week’s blog post I offer ideas and insights to help modern sellers understand why they aren’t as productive as they should be, what the top three productivity dos and don’ts are for sellers, and my favorite hack to improve day-to-day productivity.
2019 is almost a wrap. This has been an eventful year that’s included my recognition among the LinkedIn Top Voices in Sales and Top Sales World’s Top 50 Sales Blogs. Those awards are especially meaningful, because one of my goals is to continually grow thought leadership resources for the sales community, to help you ignite your sales and make a leadership impact.
From my dozens of posts in 2019, here’s a recap of the sales blog content that most captured your attention and can provide important lessons you can carry with you into 2020.
I look forward to sharing more insights with you in the new year. Happy Holidays, and here’s to your continued success as a modern seller!
Today’s topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done research in this space and found that only 29% of our clients are truly engaged with us. Loyal.
That leaves up to 71 percent of clients that range anywhere from very satisfied to completely disengaged. These are the clients that can be swayed to move elsewhere…even the satisfied ones.
Modern Sellers are what I call Ambassadors. They’re skilled at cultivating loyalty and building long-term value. Because they take this long view, it’s a game changer for sales growth. The likelihood of expanding your sales into an existing loyal client is between 60 to 70 percent. The likelihood of selling to a net new prospect is only 5 to 20 percent.
To cultivate greater selling power, there are three common loyalty traits that are worth building in your best clients. I discuss these more in this week’s video.
Today’s topic in The Modern Seller video series is on how you can build a network ecosystem that creates better selling opportunities and results.
In the past, we could focus our sales efforts only on those buying our services. The risk with that approach is that we may be missing a relationship that’s key to earning a client’s business. In the new sales economy, we need to get beyond our usual silos to work across the organization, and sometimes even outside of it. Your network ecosystem will help you solve for that.
Your network ecosystem is the set of relationships you need to reach a specific sales or opportunity goal. The ecosystem will have a few major characteristics. There will be internal and external relationships. There will various levels of influence. There will be strategic and functional relationships. And often there will be multiple decision makers, depending on the opportunity and size of the organization.
An action step to take is building out your Network Ecosystem for a key client. In this video, I walk through four key groups you’ll want to prioritize in your relationship-building efforts:
– Decision makers
– Centers of influence
– Strategic alliances
In modern selling, ambassadors are a bridge to prospects and clients, to their communities, and to their industries. The end result is that they have a stronger and more profitable territory or book of business.
But how can you and your team develop skills to become ambassadors? In this video I share three strategies that will help you build this important dimension of The Modern Seller:
1) To understand a Client’s Lifetime Value.
2) To Create 29 Percenters.
3) To Amplify Your Key Relationships.
After you watch the video, for more detailed information on these strategies, pick up a copy of The Modern Seller. The book include assessments that will help you to apply these strategies to your selling situations.