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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Guest Article: The Balanced Data Framework
Leaders don’t need more reports—they need balance. In my article for Smart Business, From Overload to Outcomes: Lead with the Balanced Data Framework, I share how to separate signal from noise and make smarter decisions. Find the full article here.
Sales Training: Elite Sellers And Leaders Blend Outside Perspective With Self-coaching
Does your sales training include self coaching? Elevate your sales game with effective self-coaching practices. Success demands more than skill—it requires continuous growth and outside perspective. Invest in yourself with these five self-coaching practices for sales leaders. ******* I had an executive speaking coach who had a saying that always stuck with me. “You can’t read the label from the inside of the jar.” In other words, we get in our own heads too much. Or, we need to learn something specific to get to our next level and we can’t do it solely on our own. To reach a high level of success or significance with anything in work or in life requires outside perspective. Consider elite athletes, sports teams, and leaders. They leverage outside perspective in a variety of forms for physical, mental, and emotional excellence. Think performance coaches, mentors, advisors, behavioral psychologists, and...
The 3 Growth Categories Every Seller Needs
Key Takeaways Learn the three growth categories that strengthen your pipeline: marketing activities, business development activities, and sales activities. Build your personal visibility through marketing so prospects know you and understand the value you bring. Create long-term opportunities through business development and convert them through focused sales activities that move deals forward. Too many sellers get stuck focusing only on closing deals. But growth doesn’t start at the finish line. To consistently expand your territory and client base, you need a balanced approach that begins long before the contract is signed. Why Should I Watch Amy Franko’s Video, The 3 Growth Categories Every Seller Needs? When you watch the video, you’ll learn how: Marketing activities build awareness Marketing isn’t just for your company’s department—it’s also your responsibility. You need to be visible where...
How to Gain Access to High-Value Relationships
In B2B sales, building a healthy early-stage pipeline isn’t just about having the right product or service—it's about connecting with the right people. Whether you're targeting specific accounts or new verticals, the quality of your relationships will directly influence your ability to start conversations, build trust, and ultimately close deals. A recent discussion on effective outreach strategies highlighted four critical types of relationships that sales professionals must identify and cultivate early in the pipeline development process. Key Takeaways: Start with the Decision Makers: These are the individuals—or sometimes groups—who hold the power to say "yes" or "no." They typically have budget authority, a business need that aligns with your offering, and the internal influence to greenlight or block your initiative. Don't Overlook Influencers: These people may provide technical input, offer internal...
Introducing Prospecting Essentials: Your Key to Building a High-Value Sales Pipeline
The new Prospecting Essential sales training program helps you build a pipeline of high-value opportunities—faster, smarter, and with more confidence. ******* One of the most common challenges I hear from sales professionals and business developers is: “I’m not consistently filling my pipeline with the right opportunities.” Sound familiar? It’s especially true for those in complex B2B or professional services. If you’ve ever struggled to build momentum with your outreach, get in front of the right decision-makers, or create a consistent prospecting rhythm, I created Prospecting Essentials specifically for you. New Online Sales Training Program to Help You Prospect with Confidence Prospecting Essentials is my brand-new, self-paced online sales training designed to help you build a full, qualified pipeline of high-value opportunities—faster and with more confidence. Whether you’re working in professional...
Video: Sales Prospecting Essentials: Messaging that Fills the Pipeline
Every day, sales professionals face the challenge of breaking through the noise to earn early-stage conversations with decision-makers. In this video, part of my Prospecting Essentials video series, I share three steps to create messaging fills your pipeline. The steps are focused on content, frequency, and media to help sellers create messaging that truly resonates. This approach offers a strategic way to improve your chances of opening doors and filling your sales pipeline. This is the final video in the series. Key Takeaways: Content Matters: Make your message short, substantive, and compelling enough to spark curiosity and urgency. Be Persistent: Early-stage outreach often requires multiple attempts; don’t give up after one try. Use the Right Channels: Leverage a mix of media — email, phone, video, and social — to maximize your chances of engagement. Respect the Time Crunch: Decision-makers have...
Why is taking smart risks important in sales training?
Inventor James Dyson has said, “The key to success is failure… Success is made of 99 percent failure.” There is a spectrum to risk. It pays to sharpen our awareness of which risks are smart, and which ones may cause great harm in the long run. These ideas will help you and your sales force succeed by taking smart risks.
Podcast: Embracing Self Leadership in Sales
What if the most powerful sales strategy starts with leading yourself first? In this episode of Exceptional Sales Leader Podcast, I had the pleasure of joining Darren Mitchell to talk about a topic I’m deeply passionate about: self-leadership—and how it drives real, sustainable sales success. Drawing on my journey from leading sales teams at IBM and Lenovo to founding my own firm, I shared how self-leadership has been the game-changer in both my career and the clients I work with. Remote communication, technology, and shifting buyer behavior have redefined how we sell and lead. And the ability to lead yourself intentionally is more important than ever. Darren and I explored why being resourceful, self-aware, and growth-minded gives sales professionals and leaders a serious edge—and how you can start building that mindset today. Here are a few of the highlights: The Power of Remote Communication [0:54] My...
Video: Sales Prospecting Essentials: How Elite Sellers Set Their Outreach Process
What separates top-performing sellers from the rest? It’s not just hustle. It’s how they structure their sales prospecting process. In this video, part of my Prospecting Essentials series, I break down the habits and structure that separate elite sellers from the rest, especially when it comes to setting and implementing a winning outreach strategy. Key Takeaways: Elite Sellers Always Have a Strategy Success in outreach starts with clarity. Elite sellers don’t jump into prospecting blindly—they build a strategy. They know who they’re targeting, how they’ll reach out, and why those accounts matter. Time Blocking Is Non-Negotiable. Top sellers carve out specific time blocks on their calendar for prospecting. These aren’t flexible or “optional” time slots—they’re treated with the same priority as client meetings. Protecting this time helps ensure consistent activity. Planning and Execution Are Separate...
Celebrate Your Sales Freedom
I first shared this in 2023, and it had such a great response I’m sharing it again. The message of “sales freedom” is truly global, and I’m wishing you continued momentum and success in the second half of 2025. If you’re looking to improve your sales strategy or overall sales performance, please reach out for a conversation. ******* As the United States celebrates Independence Day this July 4th, I can’t help but be reminded of the freedom that a career in sales has afforded me. Outside of being an entrepreneur and owning your own company, there isn’t another career that lets you direct your financial success, your lifestyle, and your impact. No matter where you live or what holidays you celebrate, that kind of freedom in sales is universal! You're free to: 1. Invest in yourself. 2. Own your mindset. 3. Surround yourself with positivity and eliminate negativity. 4. Celebrate and learn from your wins;...
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.
