BLOGSales Performance and Leadership Development Insights from Amy Franko
Three years ago, I made a decision on a new direction, which included making a long-time dream a reality. That dream was launching The Modern Seller, which was released this past fall. Now, this week, Jonathan Farrington of Top Sales World invited me to be in the “interview hot seat,” and featured me on the cover of the magazine’s July issue. In our interview, we touched on dimensions of The Modern Seller, how the sales organization of the future should be structured to support modern sellers, and the most important sales lesson I’ve learned so far in 2019.
I’m also excited to announce that The Modern Seller is included in Top Sales World’s new list of the top 50 sales books of 2019. Thank you to everyone who has been part of this journey and the book’s success — that’s what makes it even more rewarding. I appreciate you!
You can find the interview and see the full list of this year’s top 50 books on my blog.
It seems like just yesterday I was writing my “one word” post to kick off 2019. Yet here we are already, halfway through the year. My one world was “standout.” And the first six months have been standout, indeed.
From the success of The Modern Seller to exciting client and strategic partnerships, I’d like to share some of the highlights and happenings with you.
Tools can help us work more efficiently so we can sell more and increase our impact.
There are many options for productivity tools out there – it becomes important to find the tools that work best for each individual. Of course, it can take some experimentation to get there. This week on the blog, I share some tools I’ve found to improve my effectiveness and productivity in the sales profession. What are your favorite productivity tools?
One way you can break through in the new sales economy is to build upon your already strong client relationships by cross-selling services. Growing existing relationships is a strategic way to lower your business development costs while increasing overall margins and client loyalty.
In my new guest blog for the National Society of Accountant’s Main Street Practitioner, I share four sure-fire steps to leverage your existing client meetings to uncover new cross-selling opportunities. You can check it out at the link below, and be sure to watch for follow-up articles in the coming months.
The Top Sales Magazine “Women in Sales” edition is out this week, and you won’t want to miss this jam-packed issue– which includes a contribution from yours truly among other prestigious women sales leaders.
My article takes a look at how you can improve your sales results by building your territory like a supply chain. This week on the blog I share highlights of the article (including three types of maps you can use) and tell you how you can get Top Sales Magazine each month for free.
Girl Scouts Founder Juliette Gordon Low once said, “The work of today is the history of tomorrow, and we are its makers.”
As the new president and chair of the Girl Scouts of Ohio’s Heartland Board of Directors, I’m ready to make history! In this week’s blog, I share reflections on giving back, and as a bonus, provide tips for developing your own world-class board.
What are you watching?
According to Hubspot, 78% of people watch online videos every week, and 55% view online videos every day. You can make the most of your video consumption by creating a list of talks that can inspire your sales success. Two years ago, I shared a list of my favorite TED talks for sellers. Today, let’s look at this updated list.
Time, motivation, discipline, and energy. If you’re a regular reader, you know I’ve written about these before. They are the “non-renewables.” With so many demands on our days, some specific approaches can help us to better decide where the resources get allocated.
Modern selling lists are one strategy for helping you focus on your most important activities– and elevate your productivity. These are more than typical “to do” lists. Several of can be used in collaboration with your CRM, and can give you that extra boost of focus.
This week on the blog, I share a few lists to get you started. I share more in my book, The Modern Seller.
Statistics show that top business leaders read a book a week. They know…. you are what you read.
So, as a sales professional or sales leader, what books are on your bookshelf?
As I consider my own library, there are dozens upon dozens of titles in it you’d recognize. And some that you wouldn’t. Out of all my books, a handful jump out as having made the biggest impact on me as an entrepreneur, sales professional and sales leader.
These are the seven books I recommend for sales professionals and sales leaders. (And one bonus title.)
As a former sales professional in the tech field turned entrepreneur and consultant, I’ve experienced this first hand. Selling an expertise is more complex than selling a tangible product because prospects can’t see it, touch it, or demo it. On top of that, in the professional services realm, we’re faced with new business development challenges brought on by the new sales economy– like commoditization, falling utilization rates, less loyalty in our client base, pressure to deliver faster ROI, and talent drains. To overcome those challenges, those in professional services need new skillsets.
In a new article for the Pennsylvania Institute of Certified Public Accountants’ CPA Now, I unwrap the five key skills behind the skills for building a better book of business as a modern business developer. You’ll find it at the link below. And watch for my podcast with PICPAs soon, too.