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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO

Build Your Sales Territory Like a Supply Chain

Build Your Sales Territory Like a Supply Chain

What I’m sharing in today’s blog is an article I originally published in Top Sales Magazine, about supply-chain thinking from The Modern Seller. Supply-chain thinking can provide the structure and agility we need, especially when things around us are uncertain. I’ve...

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One Word to Start a New Decade

One Word to Start a New Decade

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.

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Productivity Tips for Modern Sellers in 2020

Productivity Tips for Modern Sellers in 2020

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.

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The 10 Most Popular Sales Blog Posts of 2019

The 10 Most Popular Sales Blog Posts of 2019

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!

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Loyal Clients: A Modern Sales Game Changer

Loyal Clients: A Modern Sales Game Changer

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.

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Social Capital - Build Stronger Relationships Grow Your Sales - By Amy Franko

Elevate your sales success by building and leveraging your social capital. This eBook will show you how.

Download the Social eBook Now

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