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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Confessions of a Serial Seller
What does it take to be a serial, strategic, modern seller? In this episode of the Confessions of a Serial Seller podcast with the Tony Morris, I shared tips prospecting, relationship building, mindset, and more. Listen here. I encourage everyone to follow Tony and tune in to more episodes of Confessions of a Serial Seller! For more information on revving up your sales mindset, read this blog. And catch Amy on more sales podcasts here.
Sales Strategy: How to Influence Decision Makers
I was driving on a Saturday morning, and happened to catch a show on NPR about how someone earns the status of “expert.” It wasn’t with a business guru, but an anthropology researcher and author. And that short 15-minute segment changed my thought process on how we assess experts. What does this have to do with our success in sales strategy and how to influence decision makers? Turns out, quite a bit. Download eBook: Social Capital: Build Stronger Relationships and Grow Your Sales We live in a world that’s hyper-focused on likes, follows, shares, and online reviews to assess how well anything is received. Be it a product, a service, a story about your recent family vacation, or the vacation rental home you stayed in. Social proof in the form of likes, follows, and shares guides many a decision-making process and thus must affect our sales strategy. Those examples tap into two attributes that can influence...
Sales Training: How to Create a Successful Sales Onboarding Program
In a LinkedIn poll I asked my community of sales leaders and sales professionals about the importance on their sales onboarding experience to their success. 62% found it highly important, while 16% found it fairly important, and 22% said that it either had no importance or didn’t exist as part of sales training. While some companies are getting it right, 38% of you are saying there is room for improvement. Today’s hiring environments are shining a light on the two sales structures your organization needs to create and keep a high-performing sales team: hiring strategy and onboarding strategy. Why Isn’t My Sales Professional Successful After Six Months? When a sales professional isn’t successful, there are typically a few culprits: the role is the wrong fit, the role was misrepresented in the hiring process (for example, you really need a hunter skillset but the role reads more like an account manager),...
The Modern Seller is Digital
In today's world, how do sellers stay in front of prospects? On this episode of The Social Your Sales podcast, Amy Franko discusses how social is the key to an effective sales tactic. Watch here: For more information on digital selling skills, check out this podcast on the Modern Seller and Personalization in Sales Outreach and Prospecting. And catch me on more sales podcasts here.
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 service way too early in a conversation with a potential (or sometimes current) client. This blog post digs into why that happens, and what you can do to break this potentially relationship-killing habit. Instead of a sales “pitching” habit, professionals need a “business conversation” habit. Get The eBook: Business Development Strategies to Transform Sales Growth 3 Reasons Why a Traditional Sales Pitch Doesn’t Work An early segue into a product or service conversation is usually the result of three missing ingredients, and these can apply to nearly any stage of your sales process. One, you might need more business intelligence about...
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 mindset it took to score that big win. Watch here: For more strategies to nurture loyal clients, read this blog: Loyal Clients: A Modern Sales Game Changer. And catch me on more sales podcasts here.
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 something along the lines of “as many as it takes,” or “as many as possible.” These aren’t tangible answers that your sales team can use to build a sales plan or that you as a leader can provide accountability. This article offers ways to intentionally think through this question, so you and your team can cultivate the right mix of new clients as well as growth within your existing clients. Download eBook: Social Capital (New!) Two Levers for Sales Growth In their 2020 CSO Priorities Pulse Survey, Gartner shares that 70% of revenue expectations would come from existing customers, and 30% would come from net-new customers. Another interesting note...
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 fruition because I created mutual success was through social capital and this formula. In this feature article with Social Sales Link, I share that formula and tips for how to employ it. Thank you Social Sales Link for featuring me as your influencer of the week! For more information on creating social capital, download my social capital eBook.
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.
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.
