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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Podcast: The Sales Metrics That Every Manager Should Be Tracking
One of my new partnerships is with Sales & Marketing Management's SMM Connect. I was pleased to join Paul Nolan on the SMM Connect podcast to share highlights from a webinar I presented recently with SMM Connect on the most important metrics for sales managers to monitor. Also in the interview, I discuss my shift from B2B sales in the tech world to starting my own sales consultancy. I also talk about how I go to market and how companies can be smarter buyers of sales training. Please listen in here, and be sure to subscribe for more great content from SMM Connect For more information on how to leverage metrics, read this article. And catch me on more sales podcasts here.
Self-Disruption: Netflix Sales Strategy and Training Leaders Lessons
Sales Training Needs to Lead the Self-Disruption Curve Netflix has been in the news recently as the once darling of streaming is now struggling to maintain its current subscriber base while also growing new subscribers. In a recent NPR piece, “Netflix Loses Nearly 1 Million Subscribers. That’s the Good News,” author Andrew Deggans writes of the “disruptor becoming the institution.” When a disruptor reaches that stage, it has become ubiquitous or has reached a growth plateau where it ultimately becomes a target for its own disruption. Innovation is at the heart of this conversation, where the key is to self-disrupt and create change while things are good, instead of chasing change once you have been disrupted. What can sales strategy and sales training leaders learn? There are several strategies Netflix can employ that can help sales strategy and sales training leaders stay “self-disrupted” and continue to...
Sales Training Strategies for Better Price Conversations
It’s no secret that supply chain and delivery challenges, rising inflation, and overall market volatility are driving conversations around fee and price increases. This conversation is impacting everything from current client agreements with long-standing relationships to prospecting opportunities with new relationships. Because this is a trend that arose quickly, most sales training programs aren’t equipped to handle sales skill development on this topic in a timely manner. This trend is also shining a light on strategic aspects of sales training programs (like selling on value and consultative selling) that are lacking and would benefit from a refreshed approach. This article provides sales training price conversations strategies for sales training leaders, sales leaders, and CEOs to help you successfully navigate fee and price conversations in the near-term and long-term. If you’re an individual sales...
Podcast: Investing in Marketing & Sales During Recession
Decision Vision is a podcast by Brady Ware covering topics and issues facing small business owners and connecting them with solutions from leading experts. I joined host Michael Blake to answer a question that is on many CEOs minds' right now: Should you continue investing in sales and marketing in a recession? Listen in below: Listen to "Decision Vision Episode 176: Should I Continue Investing in Sales and Marketing in a Recession?- An Interview with Amy Franko, Amy Franko As" on Spreaker. For more information on how CEOs can accelerate sales, read this article. And catch Amy on more sales podcasts here.
Podcast: Sales Training, Skill Building & Listening to Your Voice
Women Your Mother Warned You About™ is the podcast that makes business sexy again. Powered by Jeb Blount’s Sales Gravy and co-hosted by Gina Trimarco and Susanna Gray-Jones, the show is a blend of best business practices and “real life” hacks, filled with laughter, practical advice, random chatter and some serious moments. I joined Gina and Susanna to discuss the mindset of leaders and companies in the current economic climate. There are those that are holding back and shrinking, and there are those that are continuing to invest and grow and leveraging opportunities. I explained that sales training, sales strategy, and skill development programs that are championed by company executives are the ones that find the greatest success. We talk about the value of high-quality recruiting, and how losing a sales professional can mean a huge hit to your P&L in both hard and soft costs. It was a great...
Podcast: Bet on Yourself and You’ll Always Win
Did you know women make up only 29% of sales reps and just 26% of sales managers? Yet women in sales are proven to outperform their male colleagues, according to a study done by Xactly. Inspiring women in sales has become the passion of Lori Richardson, who created one of my favorite organizations: Women Sales Pros. Lori is also the host of the popular podcast, Conversations with Women In Sales. Every episode features a woman in sales who is doing incredible work, or an interview with a male ally, or conversation on a related topic. Guests share practical advice for advancing one's sales career. I was pleased to join Lori on a recent episode to share some of my favorite advice: “Bet On Yourself, and You’ll Always Win.” Some highlights from the episode include: [1:49] How I took an English degree and transformed it into a successful sales career [7:51] A conversation about women in sales [15:49] Amy’s top...
Self Leadership and Why Should Your Sales Training Program Embrace It?
One of the best ways to foster innovation and performance is through autonomy. Even if you don’t have a leadership title within your organization, you can still be a self-leader. Self-leadership describes how you lead your own life – setting your course, following it, and correcting as you go. Hone these five skills to elevate your impact as a self leader,
The Top Sales Books I’m Reading Now
I’ve been a huge reader my entire life. My parents encouraged a love of reading and during my summers growing up in Cleveland, you could find me in one of two places: the pool or the library. I was the one who actually read all of the suggested summer reading from my teachers. 😊 In honor of International Book Day, I'm sharing my list of top sales books I'm reading now. I had to painstakingly narrow down my list. These are four I’m actively studying and one “not-to miss” that will be released soon. Elite Sales Strategies, Anthony Iannarino: This one just hit my bookshelf, it’s brand new from Anthony. I’ve already started digging in and the concept of One-Down and One-Up is a gamechanger for sales professionals. The Modern Trusted Advisor, Nancy...
Sales Training Strategies to Develop Next-Gen Sales Managers
I'm always on the lookout for trends to address in my sales training programs. So in my latest LinkedIn poll, I asked my community to identify the greatest challenge facing sales managers right now. The top answers: sales managers are weighed down with too many non-leadership tasks (44%), with hiring challenges a close second (36%). Sales Growth Obstacles Facing Sales Managers Today Sales managers, and especially first line sales managers, have one of the most challenging roles in the sales organization. Most sales managers and sales leaders stay in role for less than two years. Let’s look at several reasons why and what this can mean to the organization overall: Sales...
Integrating Partnerships
How can you integrate partnerships into different levels of the sales process? That's what Adam Michalski and I discussed on the Partnered Podcast. Some topics we covered: My Journey to Sales & Partnerships How Sales People Should Approach Partnerships Centering the Customer Avoiding the Price Race to the Bottom Advancing Partnerships through Management Listen in below: For more information on enhancing your partnerships and relationships, read this blog. And catch Amy on more sales podcasts here.
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