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BOLD GROWTH: FOR PROFESSIONAL SERVICES LEADERS
Video: Shifting from Digital to Live Sales Conversations
In the fast-paced world of sales, mastering the art of communication is key to unlocking success. While digital channels offer convenience, they often fall short in fostering meaningful connections and driving conversions. That's where the power of live sales conversations comes into play. Why Live Communication Matters When it comes to nurturing sales opportunities, moving conversations from digital to live formats—such as phone calls, video chats, or face-to-face meetings—can make all the difference. Here's why: 1. Reducing Miscommunication Risks Digital communication channels, like email or messaging apps, can sometimes lead to misunderstandings or misinterpretations. By engaging in live sales conversations, you can clarify doubts in real-time and ensure that both parties are on the same page. This helps in building stronger relationships with prospects and clients. 2. Maintaining Control Over...
What if Sales Growth Isn’t Your Priority?
What if we prioritize culture and community impact over sales growth? This unconventional approach highlights the importance of adaptability in sales strategy, emphasizing quality over quantity. It's a reminder that sustainable growth requires a holistic approach, focusing on client mix, strategic clarity, and embracing counterintuitive ideas for real progress. ***** I had lunch with an executive who shared with me that they weren’t focused on sales growth. In fact, it wasn’t a goal at all to add more staff, increase sales, or to exponentially increase the size of their organization. They were perfectly content with where they were, the culture they built, and the impact they were having in the community. I had to sit with that one for a moment, because it isn’t at all a typical conversation I have with prospects, clients, or leaders. Taking in this completely opposing viewpoint made me realize it’s the...
Why We Need More Women on Boards and How To Prepare for a Board Role
As the oldest of five daughters, women’s leadership is more than a topic for me. It’s more like something in my DNA. It’s something I’ve made an intentional point to weave into my work and life. For four years, I served as the Chair of the Board of Directors for Girl Scouts of Ohio’s Heartland, and I'm currently Immediate Past Chair. My role, the role of our board, and the role of the executive leadership team is to affect true change for our Girl Scouts, who are our women leaders of tomorrow. When I meet our girls, and I experience what they’re doing just in my corner of the world, I’m reminded just how amazing these girls will be as women leaders. They’re the women you want leading in your organizations and in your communities. So on this International Women’s Day, I choose to challenge organizations to increase the representation of women in their board rooms. I hear a lot about the need for women to...
Video: Pursue Sales Strategy with Focus
A common challenge in designing sales strategy is focus. No shortage of activities exists—solution sets, pursued industries, customer types. Elite organizations use focus as a filter, selecting only activities aiding success in the next one or two years. Anything else is set aside. What remains is a refined, concise sales strategy, allowing focus on vetted activities. With such clarity, sharing with sales teams becomes easy, facilitating swift implementation. This approach not only accelerates short and long-term revenue and profit growth but also instills confidence in pursuing the right clients and customers. In conclusion, prioritizing focus in sales strategy not only streamlines operations but also ensures targeted growth and client satisfaction. Optimize Sales Growth with a More Focused Sales Sales Strategy There’s no better time than now to focus on enhancing your sales strategies. I can help...
Video: 3 Strategic Plans You Need for Long-term Sales Growth
As it relates to long term successful sales growth, elite organizations, need three strategic plans in their organization. They have a visionary plan. They have a sales strategy. And they have a marketing strategy. That visionary plan is that big picture horizon. What does the organization look like? Who do we want to be in three years or five years or ten years? Most organizations that do strategic planning, they have a visionary plan, but they stop short once they get that visionary plan put in place. They're often lacking a specific sales strategy and a marketing strategy. Your sales strategy is the specific path that is going to help you optimize your sales growth. It is covers everything from your go to market to the solutions and products that you're selling to the people that you need in your organization, the technology, and the other structures that will support you. The very specific...
Mastering Sales Growth During Mergers & Acquisitions
If your company is growing through a merger, acquisition, or investment event, you’re not alone. I’m observing it across several clients in diverse industries, and according to market and consumer data research firm Statista, nearly 50,000 merger and acquisition (M&A) deals were completed worldwide in 2022. In any of these scenarios, there are new stakeholders in the mix. As a CEO or sales leader, how do you determine where to focus time, energy, and finances related to sales results? By referring to sales metrics. In this edition of Professional Performance Magazine, Amy Franko offers three sales growth metrics to consider with M&A or investment events. Read the issue. And to learn more about Professional Performance Magazine and subscribe, go here. Build a Winning Sales Strategy Don’t let your competition get an advantage. We can help develop a successful sales strategy. Contact us to...
You’re Moving Too Fast. It’s Hurting Your Sales Growth.
In sales, sometimes you need to slow down to speed up. This article emphasizes the importance of intentional friction in sales, urging CEOs, sales leaders, and sales professionals to slow down in five key sales planning areas: hiring, territory planning, compensation planning, major sales strategy changes, and pursuing major opportunities. As a result, you'll improve sales results. ******** Intentional Friction in Sales These sales tips applies to CEOs, sales leaders, and sales professionals. You’re moving way too fast on the important things and not fast enough on things of little material consequence to the organization. Maybe most importantly, your teams and customers are watching this and operating within it. How you (and your customers) operate becomes your sales culture. Your sales culture is what creates your short and long-term results. A new Wall Street Journal article shares that the best...
Pillar Award for Community Service: Nonprofit Board Executive of the Year
One of the core values that guided me throughout my journey, both professionally and as an entrepreneur, is the importance of giving back and community service. So it's incredibly meaningful to me that I was recognized as the Nonprofit Board Executive of the Year at the 2024 Medical Mutual Pillar Awards for Community Service. The Pillar Awards celebrate leaders who bridge the gap between the for-profit and nonprofit sectors, creating a positive impact in our community. I am incredibly grateful to have received this recognition for my contributions as the Immediate Past Chair of the Board of Directors for the Girl Scouts of Ohio’s Heartland (GSOH). The most memorable achievement during my tenure was leading governance efforts surrounding the Dream Big Transformational Initiative. Dream Big is a monumental $16...
Accelerating Angels: Fueling Female Founders
Did you know that female founders historically produce 35% higher returns to investors than male founders? Accelerating Angels is a female-founded investment startup that is working to close the funding gap for early-stage technology companies. As one of the firm's first investors, I share insights in this new article from Columbus CEO Magazine. Angel investing has a ripple effect. I'm so proud to help fuel female founders and advise them on sales strategy through Accelerating Angels. Read more about the firm and my role here. Amy Franko is an ideal board director candidate for growth-oriented mid-market technology, manufacturing, and professional services firms. Please download her board resume for additional information.
Are Your Sales Processes Preventing Sales
Unveiling the silent threat to sales growth: Sales Prevention. CEOs and sales leaders, take note. Are Your Sales Processes Preventing Sales? This article exposes common barriers hindering sales growth and urges proactive measures for an improved client experience. ***** Every client I work with has a goal to improve sales growth. There might be several paths to get there: Designing a sales strategy, improving sales processes, coaching sales leaders, or helping companies hire the right team. No CEO, sales leader, or professional seller I work with has a goal to stall, prevent, or decrease sales. But it can happen regularly, and they likely don’t even know it. In the last few months, I’ve observed buying experiences that have either created a strong barrier to a sale or outright prevented a sale. I’m betting you’ve experienced a variation of these yourself: “We aren’t taking any phone calls right now....
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