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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Identify And Eliminate 4th Quarter Sales Distractions
It's easy to let sales distractions take you and your team off track in Q4. But as a sales leader, now is the time to refocus on revenue-producing elements like target accounts, decision makers, and effective messaging. You will empower your team to identify and eliminate distractions, emphasizing the need to operate with strategic speed and create an environment that fosters success for impactful sales activities. ***** I was working with a client on fourth-quarter sales strategies, one being prospecting. Not only the tactical skill of reaching decision makers, but the account strategy and consistency practices that create true forward progress and meaningful results. The conversation veered toward tracking activity. On the surface this was a valuable part of the conversation, but as we dug deeper into it, getting the mechanics and technology right began to overshadow the substantive sales activity....
Video: Maximize Your Sales Conference Strategy with Curated Events
As sales professionals and leaders start planning conference budgets for the upcoming year, it’s important to consider how to make the most out of each event. Having recently wrapped up a conference, I’ve realized that one of the most impactful elements of a successful conference strategy is incorporating smaller, curated events. Here are the key takeaways you should keep in mind when structuring your own conference plans. The Power of Curated Events One of the biggest advantages of attending a smaller, curated event is the quality of the connections you can make. At a recent event, I had the opportunity to engage with 20 to 30 decision-makers and leaders in a specific market that my business serves. In a larger conference setting, it’s easy to get lost in the crowd, but a more intimate environment allows for deeper conversations and relationship-building. These individualized relationships can turn into...
How Sales Planning Immediately Impacts Results Through Roles
Is your sales growth stuck in idle? Sales planning is key. It’s not just about sales training—revamp your sales organization design and role descriptions for better results. This article shares how to unlock strategies to improve hiring, onboarding, and performance, and drive growth. ******* Your Sales Growth Might Be on Idle If… Sales leaders or CEOs will often ask me to work with their teams on sales training, and then we uncover other ways to improve their sales organization. It involves sales consulting on the underlying structures that support the sales team; we find ways to significantly improve those structures, which then helps sales training to create even better results. Two areas where sales leaders can make immediate impact are the overall design of the sales organization and having accurate sales role descriptions. In my network interactions and work consulting, I frequently ask about the...
Video: Don’t overcome sales objections, do this instead.
In sales, objections are not roadblocks; they're signposts guiding you toward a successful transaction. Embracing objections as a natural part of the sales strategy and sales process can revolutionize your approach and ultimately lead to more fruitful outcomes. But how do you navigate objections without turning them into a zero-sum game? Let's delve into a strategic sales approach that shifts the paradigm from overcoming objections to addressing client and prospect concerns. The first step in this approach is to reframe the language in your sales conversation. Instead of focusing on "overcoming objections," consider "addressing concerns." This subtle shift alters the dynamic of the interaction, fostering collaboration rather than confrontation. By acknowledging and respecting the concerns of your prospect or client, you lay the groundwork for a more productive dialogue. So, how do you effectively address...
Podcast: Turning Sales Strategy Into Profit
In this episode of the Industrial Growth Institute Podcast, host Ed Marsh and I discuss leadership, accountability, sales training, and the importance of sales in corporate strategy. I also touch upon the need for sales talent on boards and the importance of continuous recruiting. Some highlights: The Role of Sales Strategy in Corporate Growth (03:21 ) The Importance of Sales Talent on Boards (05:50 ) Continuous Recruiting for Top Sales Talent (19:42) Challenges and Opportunities in Selling Technology (23:06) Navigating Complex Sales in Industrial Markets (31:23) Discovering the Board Governance Function (39:43) Building a Strong Board (42:59) Supporting Women in Business and Sales (48:27) Balancing Work and Wellness (51:25) Integrating Sales and Marketing Strategies (55:30) The Role of Sales Ops (59:07) Exploring the BDR Model (01:04:47) Understanding Financials in Sales (01:08:13) The Future of Sales...
Video: Understanding Results and Value in Sales
A strategy to help you move your opportunities through your pipeline more quickly is the ability to differentiate between a result and the value derived from the result. It doesn't matter if this is an opportunity that is early stage or if it is something that's a little bit further down the pipeline. Have you taken the time to sit with your buyer - or buyers - so that everyone is clear on what are the results that we're looking to accomplish together, which are typically very tactical, they're tangible. And then the significance of why you want to pursue those results together. And a lot of times the value piece, the significance tends to run a little bit more deeply. It might be something of personal significance to the person or individuals who are making the decision to work with you, or it can be something of organizational value. Oftentimes it's a little bit of both. The more that you have clarity...
Four Sales Mindsets You Can’t Ignore
This article highlights the four essential sales mindset elements that greatly influence sales success: self-trust, responsibility, motivation, and discipline. By fostering self-confidence, embracing a growth mindset, taking ownership of outcomes, identifying motivation types, and practicing discipline, sales professionals can improve their performance and achieve desired results. ******* There are four mindset elements that have a significant impact on your sales success: self-trust, responsibility, motivation, and discipline. 1. Self Trust I have many conversations with my clients on evolving into and being a trusted advisor that their clients rely on, and that their prospects are attracted to. The foundation of building trust in others is to first build and maintain trust in yourself. For example, if you don’t trust yourself, your guidance might be received by the client as indecisive, lacking...
Video: How to Break Free from Sales Communication Comfort Zones
Are you stuck in a sales communication comfort zone? In this video, explore how relying too heavily on one communication style—like email—could be limiting your ability to connect with prospects and clients. Learn from a real-life example where switching up communication methods could have made all the difference. Discover tips on breaking free from your communication comfort zones by exploring other options like phone calls, social media messages, handwritten notes, or even video. As sales professionals, it's our responsibility to adapt our approach to meet the needs and preferences of our audience. Watch now to learn how you can expand your sales communication toolkit and improve engagement with your clients! Key topics: Sales communication strategies Importance of breaking out of communication comfort zones Adapting communication styles to improve client engagement Take Your Sales Team's Skills...
Why No Sales Closing Technique Will Ever “Convince” Your Buyer
Tired of trying to convince clients? This article explains why the best prospects don’t need hard sales closing techniques. When you're visible and trusted in your field, your expertise does the talking. ******** A recent LinkedIn collaborative article asked: Your client questions your pricing. How can you convince them of its value? The answer is straightforward and maybe a little counterintuitive: You shouldn’t “have to convince” a decision maker of its value, or your value. Your Ideal Prospects and Clients Don’t Require Sales Closing Techniques My very best clients didn’t require convincing, and here’s why: I’m highly visible in the marketplace, and a prospective client can see my experience my expertise, my style, and potential results early in their buying process. They can follow me on LinkedIn or engage with content on my website. They might meet me at an event or be introduced by another leader in...
Podcast: Revolutionize Your Sales Approach
In this episode of the Rooted in Revenue Podcast with Susan Finch, I explore how to revolutionize your sales approach. We dive into how combining sales and marketing, leveraging AI, and staying connected with clients can drive value and growth. Some highlights: Three Major Pain Points for Clients (5:45 - 6:15): Clients, particularly in growth-mode B2B sectors, face three major challenges: strategy, structures, and skills. They may lack a solid strategy, struggle with outdated structures, or need better skills in their teams. Two Types of Leaders (8:35 - 9:25): Leaders fall into two categories: forward-thinking, decisive ones who actively seek to position their companies for future success, and the "wait and see" leaders who are reluctant to act until disruptions play out. The latter group tends to be less successful in making transformative changes. Integration of Sales and Marketing (24:45 -...
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