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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
One Self-Leadership Habit to Help You Win 2023
It’s what I love most about the turn of a calendar; lots of whitespace and opportunity ahead of us to create what we want to experience and accomplish in the upcoming year. There’s a self-leadership habit that can help you to make the most of your days throughout this year, and that’s to continually bust your own status quo. What is Status Quo? When I facilitate the topic of status quo in my sales strategy and sales training workshops, here’s how I define it: status quo is our current state of being; it’s the comfort zone we will subconsciously return to in a given situation. Sometimes the status quo is productive and serves us. Many times, it keeps us off track from doing what we logically know we should be doing different, especially in new or stressful situations. The Power of Patterns I write about this in more depth in The Modern Seller, and one way I’ve found to understand patterns is from The Power...
Productivity Tips for Modern Sellers in 2023
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.
Your Planning Guide for a Successful Sales Kickoff
The start of the sales year is synonymous with sales kickoff season. As a sales leader, it’s your first opportunity to set the stage for success. Whether you’re hosting an in-person sales kickoff event, are going virtual, or using a hybrid approach, you can ensure your kickoff makes the greatest sales training impact if you follow this guide to planning a strategic sales kickoff. This article will provide you and your team with a framework for a successful event and event follow-up. Download eBook: Social Capital (New!) Set Your Sales Kickoff Goals What are your goals for your kickoff and what outcomes do you want to accomplish? I recommend tying in three to five business or sales goals from...
Podcast: How to Become a Modern Seller
A mental shift can change your entire outlook and bring more peace into the way you approach sales. On this episode of The Business that Story Built podcast, I joined host Christie Bilbrey to share how entrepreneurs can change the way they think about sales and their own business, find the unique value they have to offer, and take all the pressure off of sales calls with one simple switch. Finding value in your work and expertise, and betting on yourself, will make you a stronger modern seller. Christie is marketing strategist, brand storyteller, and owner of Stella Nova Strategies digital marketing agency. Some highlights from the episode include: 2:25 What makes the biggest difference in building a sales career in the corporate world 3:40 The biggest mental shift coming from corporate to owning your own business 5:00 Defining the modern seller 11:00 The skills required for any modern seller 16:10...
How CEOs Drive Smart Sales Growth
Growth. It’s a hot topic in boardrooms across the country. As organizational leaders look to remain resilient and thrive during disruption, smart sustainable growth is a key priority. Every CEO should take a vested interested in sales performance as an indicator of the next three to five years of their business success. Yet only 13 percent of CEOs hail from a sales or marketing background. (Source: University of Virginia Darden School of Business.) The unfortunate result is that many CEOs don’t prioritize sales strategy the way they might other facets of the business. In this edition of Professional Performance Magazine, Amy Franko offers five “must know” elements for CEOs to consider as they partner with sales executives on sales strategy. Knowledge of these elements supports stronger communication with your board of directors as it relates to sales performance. Amy shares the spotlight as a guest...
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...
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