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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Podcast: Planning for Sales Success in 2026
In this episode of The Sales Hunter podcast, Mark Hunter and I discuss art of planning for the next 12 months and how to master the balance between immediate targets and long-term vision. I share insights on key metrics that truly matter, avoiding the trap of being overwhelmed by data. Discover the power of having a clear “North Star” to guide your sales efforts and the impact of prioritizing actions like outbound conversations to consistently hit your goals. Some highlights: Balancing Strategic and Tactical Thinking (00:02:15) Focus on Key Metrics Over Activity Metrics (00:06:45) Daily Prioritization for Sales Success (00:12:30) Accountability as a Strategic Component (00:18:10) Weekly Revisiting of the Annual Plan (00:24:00) Consistency Over Occasional Greatness (00:30:45) You can listen to the episode here: Would you like to accelerate your sales growth in 2026? Don’t let your competition get an...
Video: Narrowing the Playing Field Sales Strategy
Key Takeaways: B2B buying decisions slow down when too many challenges are presented at once Narrowing the playing field helps decision-makers focus on one or two priorities they can act on now Smaller, focused proposals reduce risk and speed up approval A narrow initial scope often leads to larger engagements over time This strategy helps sales teams move deals forward in uncertain buying environments How Can Sellers Speed Up B2B Buying Decisions? Narrowing the playing field speeds up B2B buying decisions. Buyers stall when too many options compete for attention. Executive buyers want to move forward, but complexity creates hesitation. In the video below, Amy Franko breaks down a simple strategy that helps leaders and decision-makers move through decisions faster: narrowing the playing field. This approach helps sales and consulting teams reduce indecision, shorten approval cycles, and get proposals...
Video: Are You Dealing with Cancellations & Delays in Sales
Key Takeaways: Client indecision is a reality, not a personal sales failure. You control how you show up, even when buyers delay decisions. Open dialogue builds trust when urgency is low. Advisory conversations move deals forward faster than pressure. Immediate business impact drives momentum, even in uncertainty. Why Are Sales Teams Facing So Much Client Indecision Right Now? In today’s uncertain business environment, sales teams across industries are facing a common challenge: client indecision. Proposals are being delayed, projects are being canceled, and even strong opportunities are stalling. When decisions aren’t seen as immediately critical to the business, progress halts. What Can You Control When Market Conditions Stall Deals? While you can’t control market conditions or internal client politics, you can control how you show up in conversations. By shifting your mindset and focusing on...
Video: Strategic Account Planning: Your Growth Multiplier for 2026
As 2025 winds down, every sales leader is laser-focused on how to close the year strong and set up early momentum for 2026. One of the smartest ways to do both? Strategic account planning. A well-built account plan helps you defend and grow your existing client base, identify cross-sell and upsell opportunities before competitors do, and position yourself as an indispensable partner heading into a new fiscal year. Everywhere budgets are tight and client expectations are rising—leaving revenue to chance is not an option. Now is the time to double down on your key accounts and plan for growth that’s predictable, sustainable, and scalable. ******* In Salesforce’s State of Sales research, sales leaders identified three key revenue channels they expect to drive their sales forecasts in the coming year: Run-rate business from existing clients Cross-sell opportunities within those clients Upsell opportunities to...
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...
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.
