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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Professional Sales Training Fixes the Gap
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.
Ditch the Sales Pitch: Create Effective Business Conversations
I was recently working with sales consulting clients to hone their skills around planning and leading effective sales conversations in virtual environments. Something happened very consistently in the sales pitch: most professionals talked about their product or...
Winning Back an Enterprise Client
There really is gold buried in your lost clients. Do you have a win back strategy so you can mine that gold? I joined Dan Pfister on the Winback Marketing podcast to tell the story of how my team and I won back a huge client for IBM. Most importantly, I'll share the...
How Many Clients Do You Need This Year?
In most sales strategy planning sessions, it’s the age-old question: How many clients does your organization need to grow successfully in the upcoming year? Most sellers and sales organizations don’t have a clear, strategic answer to this question. The answer is...
Social Sales Link: Influencer of the Week
Without strong relationships, the role as a professional seller would be difficult, if not impossible. Successful sales professionals and sales organizations respect the value of relationships. The equation for Success One of my company’s largest deals came to...
Tie Training to Business Objectives – 5 Questions to Ask
As a training professional, you’re probably familiar with the concept of “making the business case for training.” I see one of my key roles in training and development as getting to the heart of the business objectives at hand. When I’m able to do that, I can then provide recommendations and ideas for training – or in some cases, other ways to accomplish the objectives.
The Modern Seller Show: Episode 12
The Modern Seller Show is filled with practical insights you can use right now to win new business and grow existing clients. On episode 11, I was joined by featuring special guest Anne Marie Singleton, Director of Growth for McGohan Brabender. Watch below to hear her...
Effective Communication Strategies for Sales Leaders
Up, down, all around. Sales leaders often find themselves smack dab in the middle-- responsible for multiple layers of communication across the organization. In today’s business world, the methods, speed, and sheer volume of communication can be overwhelming....
The Modern Seller Show: Episode 11
The Modern Seller Show is filled with practical insights you can use right now to win new business and grow existing clients. On episode 11, I was joined by featuring special guest Becca Johns, Director of Practice Growth at Rea & Associates, Inc. Watch below to...
Webinar: Help Sellers Plan Ahead For The Next 12 Months
Registration on The Sales Experts Channel is free. You can also read How to Build a Sales Plan, 11 Sales Metrics that Drive Growth, 7 Sales Coaching Best Practices for Sales Leaders, and Communication Strategies for Sales Leaders on my blog. For more learning...