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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
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;...
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...
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.
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...
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...
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...
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...
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...
Video: Sales Strategies to Confidently Position Value Over Price
Price matters, but value wins. If your deals are stalling or getting discount-heavy, it’s time to shift the conversation back to outcomes and impact. A smart sales strategy keeps value as the north star every step of the way. ******* It's easy to fall into the trap of chasing discounts and price cuts to win deals. But the "true north" of any sales conversation should always be value. From the initial contact through to the final decision, understanding what your prospect wants to accomplish—and why it matters to them—is the most powerful tool in your arsenal. In this video, learn how to identify when a conversation is drifting toward price, and how to effectively redirect it back to value. This not only positions you better in the current deal, but also lays the groundwork for stronger, more value-driven engagements in the future. Key Takeaways Value > Price: Always prioritize understanding the...
Podcast: “Would You Rather: B2B Sales Edition” with Spiraling Up
I recently joined Spiraling Up, a new podcast from Hinge hosted by Austin McNair, Joe Pope, and Mary-Blanche Kraemer, for a high-energy conversation that put my sales strategy brain to the test. In a fun twist, the team invited me to play a game of “Would You Rather: Sales Edition” — a rapid-fire, gameshow-style segment where we explored some of the most relevant (and sometimes tricky!) dynamics facing today’s sales and marketing teams. From choosing between revenue vs. funnel KPIs to navigating team coaching challenges, we covered a lot of ground with practical takeaways for sales and marketing leaders in professional services. Here are a few of the highlights: The story that shaped my sales philosophy and career [03:09] How I think about measuring performance: revenue or funnel KPIs? [17:54] Would I rather coach a traditional, change-resistant team or a flexible but green one? [24:47] Selling to...