BLOG
SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Top 5 Sales Blogs + Podcasts to Help You Sell More in 2023
Welcome to the final Modern Seller post of 2022! I wanted to share my gratitude for having you in our community. Whether you engage regularly or just a few times a year, it’s my goal to bring you fresh ideas every time you visit. In today’s post, I’m sharing my most popular articles and podcasts of the year. I also invite you to add these year-end reflection questions to your sales toolkit. As we bring 2022 to a close and ring in 2023, I wish you much success! Tops Sales Blog Posts What is Self Leadership and Why Should Your Sales Training Program Embrace It? It’s not often though that we stop to look in the mirror. As a sales professional or sales leader, have you thought about what it means to lead yourself? That’s self leadership, and it’s the most important pillar in the leadership development process. This article, which constantly ranks as the most-read piece on my site, shares five core...
Sales POP! Podcast: How to Improve Your Consultative Selling Skills
Developing agility necessitates a consultative sales approach. I was pleased to join John Golden on a recent episode of the Sales POP! Podcast to share insights on how effective sales professionals align their approach to this principle by incorporating agility into their selling strategy. Some highlights from the episode include: 1:44 Why relying technology won't create a successful sales culture 3:55 The trust factor in sales 5:22 Commoditization and the new sales economy 6:55 Three things sales leaders and sales professionals need to do to become better consultative sellers 8:45 The customer or client lifecycle 10:27 Creating consistency 11:58 Developing business acumen 16:30 The hybrid model for building trust 19:00 A tip to "reset" and focus before meetings Please watch below, and be sure to subscribe for more great content from Sales POP! and other sales influencers! For more information on...
K2 Sales Podcast: Defining Your Culture
Sales culture and sales growth don’t happen by chance — your vision, strategies, and implementation practices all play an integral role. I was pleased to join Karen Kelly on a recent episode of the K2 Sales Podcast to share insights on how to create a sales culture aligning to our overall company culture-- and explain the role agility plays. Some highlights from the episode include: 04:30 Importance of (Defined) Company Culture 06:29 Intentionality and Purpose in Leadership 13:08 Agility and The Modern Seller 14:44 Pivoting 17:17 Commitment & Success 19:25 Embodying Culture as a Leader 22:03 Accountability & Awareness 26:14 Transparency 30:52 Importance of Sales Training 39:44 "Dance In The Moment" 46:08 Learning New Things 51:57 "Facilitating and Frameworks" 55:25 Relationship Building Please watch below, and be sure to subscribe for more great content from Karen and other sales influencers!...
Changing Communication Trends in Sales Strategy Improve Results
Much of what I help clients accomplish with modern selling strategy and sales training is about communication trends. The modern sales professional understands buying decisions and influences outcomes to help their clients, their organizations, and themselves succeed. A key ingredient to influencing outcomes is communication. So much has changed in our clients’ processes that communication approaches need to be continually evaluated as part of overall sales strategy. Communication Trends Influencing Your Sales Strategy There are some trends that are influencing sales strategy; they hinge on trust, relevance, attention, and integration. 1. Amplification impacts trust. At your favorite concert or show, the amplifiers...
Sales Influence Podcast: Organize Your Spaghetti
Disorganization can stifle productivity and creativity. I was pleased to join Victor Antonio on a recent episode of the Sales Influence podcast to share advice on how to “organize your spaghetti” and provide insights for today's modern sellers and sales leaders. Some highlights from the episode include: [1:49] How I got started in sales [2:39] The trials and tribulations of becoming an entrepreneur [9:52] The importance of a business coach and someone who can help you from the outside looking in [17:10] It’s not what customers know; it’s how they feel about what they know [25:25] What’s behind The Modern Seller [33:09] The line between business and personal [37:25] What makes me mad [40:50] What’s happening in the world of employee retention [48:08] Big goals Please listen below, and be sure to subscribe for more great content from Victor and other sales influencers! For more information on how to...
3 Data-Driven Strategies for World-Class Sales Training
Successful sales leaders take time to uncover the gaps in their organizations and build sales development processes. Rather than relying on intuition, data-driven assessment as a precursor to sales training will study a team’s productivity and performance so leaders can truly understand the team’s competencies. You need to leverage the right data to design, implement and refine your sales training programs. This includes: Understanding trends driving how your sales teams are identifying and winning business. Using sales-specific assessments to know your sales teams’ strengths and weaknesses. Aligning with your organization’s critical sales metrics to determine which training content and methods will contribute to accomplishing those metrics. Read more in my column in the fall 2022 issue of Training Industry Magazine. Read now. (You can view the full issue here.) Does Your Sales Training Program Hit the...
Podcast: Relevant Examples are Key to Good Storytelling in Sales
What's your story? Storytelling in sales helps you connect with your prospects and clients. It brings a situation to life and helps someone connect with your product or service. Stories also give you credibility. Even if you are naturally skilled as a storyteller, it helps to continually learn skills to stay relevant. And, good news, if it doesn’t come naturally to you, it’s still a skill you can build and use successfully. I joined Paul Watts on this episode of the Sales Reinvented Podcast to talk all things storytelling in sales. Some highlights from the episode include: [0:55] Why storytelling is incredibly important [1:55] Can you learn how to tell stories well? [2:45] The 3 ingredients of a story that sells [3:59] Attributes of a great storyteller [5:18] Resources to improve your storytelling [6:13] Top 3 storytelling dos and don’ts [10:09] Involve your clients in your stories Please lisen below, and...
Podcast: How Modern Sales Skills Can Make You Standout
Modern sales skills can help you stand out. The modern seller is exceptional in their industry and knows what to do to add value to prospects, keep a full pipeline, and close more deals. But how exactly can we be Modern Sellers? In this episode of The Sales Evangelist, I joined Donald Kelly to discuss what makes modern sellers stand out in today’s market. Some highlights from the episode include: Three things a modern seller excels at. What you can do to become a modern seller. How to focus on building relationships. Please listen below, and be sure to subscribe for more great content from Donald and The Sales Evangelist podcast. For more information on how to become a modern seller, get my book, The Modern Seller. And catch me on more sales podcasts here.
Podcast: Sales Enablement Strategy Centers of Excellence
When you develop sales enablement strategy centers of excellence, you'll help your team sell more efficiently and more effectively. I joined Diane Helbig on this episode of the Accelerate Your Business Growth Podcast to discuss the importance of sales enablement. Some highlights from the episode include: [1:37] What is sales enablement? [3:30] Hiring and how to get the right people in the door. [7:15] What are the components of a sales leadership development program? [11:18] The right sales enablement structures and processes to help your sales professionals to be successful. [18:53] Processes and tools that will bolster your sales enablement. [21:10] The sales enablement best practices you need to know. [32:23] The importance of nurturing client relationships. Please listen below, and be sure to subscribe for more great content from Diane and Accelerate Your Business Growth. For more...
Bill.com, Franko on Award-Winning Business Development Webinars
2022 APEX Awards for Publication Excellence Since 2019, Amy Franko has partnered with Bill.com and the CPA Academy to produce popular business development webinars for the accounting profession. A recent series of four has been recognized with the 2022 APEX Award for Publication Excellence in the category for Corporate Communications / Education & Training. Webinar topics included: Four Pillars of Designing Your Firm's Growth Culture The Business Development Structures Your Firm Needs to Scale and Grow Business Development Skills of the Future (That You Need Today) The Firm Leader: Best Practices to Build High-Performing Teams (Click the titles to view each of the webinars on demand. Or go here to view upcoming sessions, as well as Franko's full archive.) This award-winning series drew nearly 3,000 registrants. Reviews have been highly positive. For example, “This was a fun presentation. I really...
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.
