Sales Performance and Leadership Development Insights from Amy Franko

Modern Sellers Leverage This Type of Strategic Connection to Grow Their Sales

As sellers build their sales and prospecting process, there’s one strategy I frequently see them forget: leveraging their peer referral network to help create new sales opportunities, new leads, and new business. In this week’s article, I’ll define peer referral network, and share five traits of those who make ideal network partners, along with a few strategies you can put into practice.

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Can’t Break Through to a Prospect or Client? Create Value with These 3 Sales Strategies.

Whether you’re a veteran sales leader or brand new to the profession, chances are good that at one point or another you’ve struggled to break through with a prospect. Or found it difficult to maintain a strategic relationship with a hard-to-connect-to client.

One of the best ways to accelerate your progress, and therefore your sales results, is to focus on creating and communicating value in every interaction.

When you create value, the prospect or client will remember you and want to continue the conversation. This blog post shares three strategies you can focus on to create value in every interaction.

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How *Not* to do Social Selling

LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.

Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.

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Host a Successful Sales Kick Off With These 5 Tips

Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business.

The five tips in this week’s blog are focused on how to create the right learning environment for your sales teams. Check it out at the link below.

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Becoming an Ambassador: Are Your Clients 29 Percenters?

Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, that one that you would go out of your way to buy, even if other options were available?

If the answer is yes, then that company has created a sense of loyalty in you. Loyalty is what helps them to rise above everyone else in your decision-making process.

How can you create more loyal clients? You must become an ambassador.

I recently delved into this this topic on the Accounting Today blog, Voices, providing some information on industry trends, as well as skills that help set ambassadors apart from their competitors.

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When a Sales Prospect Goes Cold… Know When to Walk Away

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.

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Mind the Gap: Waiting, Deciding and Doing

I’ve conducted hundreds (or more) interviews in my line of work of sales keynotes, workshops and consulting. At least 80 percent of the sales people I interview struggle with developing new business and filling their pipeline with new opportunities.

Why? Initiating, building or bringing anything new to light comes with fear. To succeed in sales, we must breakthrough that discomfort with initiating and building.

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Sales Culture is the Key to Growing Next-Generation Leaders

Has your organization filled its leadership pipeline?

For success into the future, you’ll need more professionals selling as part of your succession planning practices. When your professionals are equipped to sell, you’ll create more client opportunities, you’ll generate stronger revenues and profits, and you’ll be in a better position to diversify your services.

In this week’s post, I share four strategies for growing your sales culture and developing next-generation leaders with the experience and know-how to generate revenue.

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What Distinguishes a Standout Seller…The Why or the How?

Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too — my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today.

When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge.

So what distinguishes a standout seller? I share that on the blog and in a short video.

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The new sales economy demands modern mindsets, skill sets, and tools to succeed. In The Modern Seller, Amy Franko explains the five modern selling skill sets that rise above the rest. As a special offer, download your chapter preview: The Modern Seller is Social.

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