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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.
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.
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.
Podcast: Social Capital Podcast Featuring Amy Franko
We Are in a World of Sameness The Social Capital Podcast is hosted by Lori Highby. In a recent episode, Amy Franko joined Lori to chat about Amy's book, The Modern Seller and how to differentiate in a world of sameness.. You can listen to the conversation here: Topics...
Podcast: Same Side Selling featuring Amy Franko
Modern Sales Techniques If you’re a sales professional or sales leader who’s also a fan of podcasts, chances are you are familiar with Ian Altman. Ian, a renowned keynote speaker, business expert, and bestselling author, hosts a podcast called Same Side Selling where...
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.
Podcast: The Scott King Sales Podcast featuring Amy Franko
The Scott King Show sales podcast provides a view into how sales and marketing leaders build their businesses. In a recent episode, Amy Franko joined Scott to chat about Amy's book, The Modern Seller and the five dimensions of the modern seller that can differentiate...
Podcast: Leaders of Transformation Podcast Featuring Amy Franko
The Modern Seller: How Do You Set Yourself Apart in This Noisy Marketplace The Leaders of Transformation podcast is hosted by Nicole Jansen. Over the past 30 years, Nicole has coached and trained thousands of leaders, helping them achieve extraordinary results in...
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.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
