BLOG
SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Does Your Sales Commission Structure Incent the Right Behaviors?
Your sales commission philosophy and sales commission structure are key tools to create both a healthy sales culture and a profitable organization. Sales leaders should read this article for a checklist to help you determine your strengths and weaknesses in your...
Sales Managers: How To Build A Sales Plan
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.
Universal Accounting Podcast: The Accounting Practice of the Future Needs a Business Development Strategy
Amy Franko on the Universal Accounting Podcast In this episode of the Universal Accounting podcast, Amy Franko joined host Roger Knecht, president of Universal Accounting Center, to discuss how The Accounting Practice of the Future Needs Business Development Strategy....
You’re as Strong as Your Sales Team: Strategies for Sales Leaders
There's a critical connection between a sales leader's strength and the collective performance of their sales team. Every sales professional plays a pivotal role in determining overall success. This article provides sales strategies for sales leaders, with insights...
Your Best Investment: A Case for Lifelong Learning
What are the secrets to longevity? After considering the traits of one very exceptional nonagenarian, I can boil it down to two things: self-care and lifelong learning.
Today’s post digs into the second of those two… what lifelong learning can do for us personally and professionally. It’s the best investment you can make.
Identify And Eliminate 4th Quarter Sales Distractions
It's easy to let sales distractions take you and your team off track in Q4. But as a sales leader, now is the time to refocus on revenue-producing elements like target accounts, decision makers, and effective messaging. You will empower your team to identify and...
Sales Negotiation Strategies for Win-Win Outcomes
Sales is a multi-step process, and one of the most critical steps along the way is to earn commitments that optimize our odds of winning the business AND best serving the client. This includes negotiating well and ultimately asking for the business. Negotiation skills...
B2C Consumers are Having a Spending Moment; It Matters in B2B Sales
B2C consumers are spending on the short-term Experience Economy, and this shift matters for B2B sales. Learn what this means and how modern sellers are adapting their sales approaches. *** Consumers are having a spending moment. In a recent WSJ article on American...
The One Sales Habit of Top Sellers
Top sellers create routines that give them the purpose and structure to make needed progress. This post shares two routines that have helped me create success, both in sales and in my life. *** My husband and I made a big move several years ago. We went from typical...
Sales Rep to Trusted Advisor: 3 Essential Traits of Modern Sellers
Discover the 3 essential traits that define a modern seller and learn how relatable decisiveness, clarity, and self-trust are the keys to becoming an indispensable asset in today's fast-paced and competitive sales landscape. *** I work across a variety of client...
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.
