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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO

Podcast: Embracing Self Leadership in Sales

Podcast: Embracing Self Leadership in Sales

What if the most powerful sales strategy starts with leading yourself first? In this episode of Exceptional Sales Leader Podcast, I had the pleasure of joining Darren Mitchell to talk about a topic I’m deeply passionate about: self-leadership—and how it drives real, sustainable sales success. Drawing on my journey from leading sales teams at IBM and Lenovo to founding my own firm, I shared how self-leadership has been the game-changer in both my career and the clients I work with. Remote communication, technology, and shifting buyer behavior have redefined how we sell and lead. And the ability to lead yourself intentionally is more important than ever. Darren and I explored why being resourceful, self-aware, and growth-minded gives sales professionals and leaders a serious edge—and how you can start building that mindset today. Here are a few of the highlights: The Power of Remote Communication [0:54] My...

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Video: Sales Prospecting Essentials: How Elite Sellers Set Their Outreach Process

Video: Sales Prospecting Essentials: How Elite Sellers Set Their Outreach Process

What separates top-performing sellers from the rest? It’s not just hustle. It’s how they structure their sales prospecting process. In this video, part of my Prospecting Essentials series, I break down the habits and structure that separate elite sellers from the rest, especially when it comes to setting and implementing a winning outreach strategy. Key Takeaways: Elite Sellers Always Have a Strategy Success in outreach starts with clarity. Elite sellers don’t jump into prospecting blindly—they build a strategy. They know who they’re targeting, how they’ll reach out, and why those accounts matter. Time Blocking Is Non-Negotiable. Top sellers carve out specific time blocks on their calendar for prospecting. These aren’t flexible or “optional” time slots—they’re treated with the same priority as client meetings. Protecting this time helps ensure consistent activity. Planning and Execution Are Separate...

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Celebrate Your Sales Freedom

Celebrate Your Sales Freedom

I first shared this in 2023, and it had such a great response I’m sharing it again. The message of “sales freedom” is truly global, and I’m wishing you continued momentum and success in the second half of 2025. If you’re looking to improve your sales strategy or overall sales performance, please reach out for a conversation.   ******* As the United States celebrates Independence Day this July 4th, I can’t help but be reminded of the freedom that a career in sales has afforded me. Outside of being an entrepreneur and owning your own company, there isn’t another career that lets you direct your financial success, your lifestyle, and your impact. No matter where you live or what holidays you celebrate, that kind of freedom in sales is universal! You're free to: 1. Invest in yourself. 2. Own your mindset. 3. Surround yourself with positivity and eliminate negativity. 4. Celebrate and learn from your wins;...

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Video: Sales Prospecting Essentials: Advisory Intelligence

Video: Sales Prospecting Essentials: Advisory Intelligence

Hitting revenue targets requires more than just activity. It requires insight. That’s where advisory intelligence comes in. Advisory intelligence is the ability to bring relevant, strategic insight to both prospects and existing clients. It helps sales professionals uncover and develop opportunities that align with real business challenges. As part of the Prospecting Essentials framework, advisory intelligence is a key tool for building a consistent, high-quality pipeline that drives long-term success. Key Takeaways: Company and Industry Intelligence - Gain deep knowledge of your prospects’ businesses and industries to position your solution around their unique challenges and goals. Relationship-Based Intelligence - Build strong connections with key decision makers and influencers to uncover opportunities and advance deals. Event-Based Intelligence - Track industry events, trends, and trigger moments—like...

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Today’s Sales Leaders Need to Both Manage and Coach

Today’s Sales Leaders Need to Both Manage and Coach

So will managers go away to be replaced by coaches? I don’t see this as an “either / or” proposition. There will always be projects and issues to manage. But as someone in a leadership role, you must make a conscious decision to devote time to coaching your team and make it a priority. These five strategies will help you unlock your team’s potential.

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Video: Sales Prospecting Essentials: Verticals

Video: Sales Prospecting Essentials: Verticals

Modern sellers know that successful prospecting isn’t about casting the widest net. It requires focusing on the right lanes. This concept is known as verticalization. By identifying and doubling down on the verticals where they already see success, sellers can boost efficiency, increase win rates, and accelerate pipeline growth. Verticalization helps sellers target outreach with laser precision, aligning efforts with industries and sub-industries where they have the most traction and understanding. Key Takeaways Verticalization is a focused outreach strategy where sellers select specific industries ("verticals") to concentrate their efforts, improving prospecting effectiveness. Analyzing your current pipeline helps identify natural strengths and successful client types, guiding you to the best-fit verticals. Classify your verticals as “majors” and “minors”—for example, a major like professional services...

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Podcast: Turning Sales AI into Advisory Intelligence on Making Sales Social

Podcast: Turning Sales AI into Advisory Intelligence on Making Sales Social

I had the pleasure of joining Brynne Tillman and Bob Woods on the Making Sales Social Podcast. Our conversation focused on a vital topic for today’s sales professionals: personalization at scale. It’s an area I’m passionate about because of its ability to drive meaningful connections while delivering measurable business outcomes. During this episode, I shared key strategies for incorporating personalization into sales efforts without becoming overwhelmed. We discussed how to approach client conversations with deeper insights, ways to craft tailored communication, and why small yet impactful touches can make all the difference in building trust. If you’re looking to refine your social selling approach and add more value to your client interactions, this episode is packed with actionable ideas. My hope is that it will inspire you to enhance your sales conversations with authenticity and intention. Here are...

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Video: Sales Prospecting Essentials: Strategy and Client Selection

Video: Sales Prospecting Essentials: Strategy and Client Selection

As a sales professional, it’s easy to get caught up in chasing every lead, but quantity alone won’t keep your pipeline healthy—or profitable. In my second video of the Prospecting Essentials series, I explore how the right strategy and client selection can help you build a pipeline that delivers real results. This video introduces a practical framework for aligning your strategy with the opportunities that are most likely to convert. I dig into how your current client book, your revenue goals, and your win rates should guide your decisions about who belongs in your pipeline—and who doesn’t. Key Takeaways Strategy is foundational: It influences every other aspect of pipeline building—outreach, access, and execution. Client selection is a strategic lever: It includes both your current clients and the prospects you aim to win. Knowing who belongs in your pipeline is the first step to filling it with the...

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Video: How to Develop a Strong Pipeline, in Any Economy, with Prospecting Essentials

Video: How to Develop a Strong Pipeline, in Any Economy, with Prospecting Essentials

Companies and sellers who are highly focused on creating strong pipelines are succeeding and winning, even with the current uncertainties. It can be done, and in this video, I share three essential sales prospecting activities that strong pipelines require. Key Takeaways Three Core Weekly Prospecting Activities for Sellers Active Prospecting Defined Three-Part Prospecting Framework in the Program: Self-Assessment for Your Current Pipeline Who This Video Is For This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It's especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success. If You Liked This Video... If you liked this video, take the next step by downloading my Sales Strategy Index. This Sales Strategy Index worksheet will help you to...

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Podcast: Intentionality and Personal Growth in Sales on Selling from the Heart

Podcast: Intentionality and Personal Growth in Sales on Selling from the Heart

I had the pleasure of joining Larry Levine and Darrell Amy once again on the Selling from the Heart Podcast. Our conversation centered on a topic that’s become deeply personal and professional for me: the power of intentionality in creating success without burning out. In this episode, I shared some of the lessons I’ve learned (and am still learning) about managing energy and time more deliberately. We explored how to focus on the relationships that truly move the needle, how to build in space for personal growth, and why learning to say no—strategically—is one of the most important skills for high-performing sales professionals today. If you've ever felt like you're running on fumes or questioning your "why," this conversation will help you recalibrate. My hope is that the ideas we explored will encourage you to show up each day with greater clarity, purpose, and a full tank. Here are a few of the...

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