"*" indicates required fields
BLOG
SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
5 Ways to Improve Virtual Relationship Building (and Sales Results)
Even with many of us returning to the office in some form, the virtual world seems here to stay. Successful sales leaders and professionals adapt. This article shares best practices to build sales relationships and move opportunities through their pipelines to wins. A significant shift has taken place in the workplace in the way we conduct relationship building and sales development activities. While many have returned to the office, at least in a hybrid approach, it's clear that elements of virtual relationship building are here to stay. We still need to use technology for ad hoc relationship building, discovering new problems to solve, and observing clients in action. According to the 2023 Sales Trends Report from Hubspot, salespeople are almost evenly divided about where they plan to work this. A third plan to work remote, while another third plan to work hybrid. It is crucial to embrace best practices...
Why This Bias Should Matter to the Modern Seller
What’s the last thing you read or watched today? It may impact your sales success and the success you create with your clients more than you think. Carmine Gallo writes about a bias we all need to be aware of, the availability bias. He defines availability bias as using the information most readily available to us to inform our views of the world and of the future. That video you just watched, the article you read, or the last person you were around (virtually of course), makes a difference. What tangible impact does this bias have on our sales success and that of our clients? If we’re taking in information that’s only curated to our preferences and beliefs, versus seeking out diverse (and trusted) sources of information and opinions, we’re at risk of not seeing different perspectives. We risk not being able to create and share fresh ideas with our prospects and clients. If we’re on a steady diet of...
How to Keep Going in Times of Crisis
Selling Speeches Under Fire How can you keep going in times of crisis? I joined my friend Jane Atikson on the popular Wealthy Speaker podcast to share tips for my fellow keynote speakers on how to sell speeches under fire. Some highlights from the episode: How to keep moving, even in emergencies. [11:15] Don’t be afraid to hire help when you need it. [15:15] Staying present when you’d rather be somewhere else. [20:00] Tips to keep the engine running when you’re off course. [23:45] Cut yourself some slack. [28:45] You can listen on SpeakerLauncher.com, Apple, Stitcher and Spotify.
Leadership Identity with Impact: A New eBook from Amy Franko
Every leadership journey is unique. I’m excited to share that we have updated one of our most downloaded eBooks, Building a Leadership Identity with Impact. Completely refreshed with new content. It’s more timely than ever. This leadership eBook is comprised of our top blog posts, edited and organized into three themes for your leadership development. Leading Yourself. Leading ourselves is the start of the journey. This theme delves into the concepts of self-leadership and leadership identity. Lead and Inspire Others. If you’re currently a people leader or aspire to that role, this theme covers topics such as your role as manager and coach, along with strategies to build influence and inspiration. Creating Your Leadership Legacy. You don’t need to be of a certain tenure or have a leadership title to begin elevating your impact. There’s no time like the present. This theme offers concrete ways to begin...
6 Sales Mindsets to Master in a Hybrid World
I’ve asked several of my clients when they last saw their clients in person. A very (very) few of them have had recent in-person visits. The vast majority have had no in-person visits. From early sales conversations to client delivery, every part of the process is now virtual. For most, this is an entirely new way of operating, and it’s not going back anytime soon. In fact, I think there is much good that will come out of the way we have been shaken up. I envision a hybrid model well into the future. Where much of our sales process can be done virtually, and some of our sales process and client delivery can be accomplished in person. As one of my clients has said, “the go-to moves are no longer available to us. We have to think and operate differently.” Many sellers and business developers are living with the discomfort of having to think and operate differently. Of needing to quickly learn and apply new...
How to Engage Your Prospect as a Modern Seller
As modern sellers, we seek to engage and bring value to our prospects. In the Engaged Prospect podcast, Dan Hersh interviews experts on topics such as sales training, conferences, company culture, entrepreneurship, customer experience and all things growth. In this episode, Dan sits down with Amy Franko. Amy shares with us these five traits, and discusses how each of them can help us become better professionals and higher performing salespeople. Agile - If you're agile, you're a fluid thinker, a continuous learner, one who deals well with ambiguity and who has a growth mindset. Entrepreneurial - Modern sellers aren’t just employees. They’re the founders and CEOs of their books of business. That’s an entirely different level of ownership, and the mindset of being in a startup. Holistic - Holistic refers to investing your finite time, energy, and discipline in the best way to impact your results directly....
Modern Business Development Through Disruption
We're all experiencing disruption. But business development and sales leaders must find ways to move forward-- even when everything has changed. I was pleased to join Doug Houser of REA & Associates on the Unsuitable podcast to discuss business development during disruption, how to organize your pipeline, how to stay in front of clients and rise above the noise, and how to help your customers prioritize what’s most important right now. Listen to this episode of unsuitable to learn: The importance of our mindsets as business developers during this period of time How to stay in front of clients and rise above the noise Thinking beyond the current crisis (without ignoring it) For more strategies for thriving during the disruption, check out my other recent podcast appearances.
The Modern Seller and Personalization in Sales Outreach & Prospecting
Worldwide, sellers have seen their numbers slow in the wake of COVID-19. Granted, experiencing highs and lows is not new to sales professionals. But businesses who are agile and able to see the full picture have already started re-imagining and re-pivoting their sales strategies and sales processes. As businesses are adapting to the environment day by day, it is pivotal to also understand how you can improvise and prospect in this virtual world. In this webinar with Hippo Video, I take on the future of business, how sales professionals can react, and how personalization will leave an impact. You'll learn: Why sales outreach and cold emails are an integral part of any business. What is the difference between cold emails that work and those that don't. Why personalization works in sales outreach. What misconceptions people have about personalization in sales outreach. My take on the future of sales, as...
Modern Selling During the Restart
You might say that even in the best of times, selling takes moxie. Even more so in times of disruption. Last year Amy appeared on the She's Got Moxie podcast with Joy Chudacoff, but a lot has changed since then! On this new episode, Amy talks about the first steps you can take to approach your clients NOW. She also shares with us the main principles of The Modern Seller, what she has been doing to help manage this challenging time, her plans for the future, and much more. You'll learn: WHY taking on the role of an “Ambassador” is the Key Right Now The 5 principles of The Modern Seller The 3X metric and why you need to get on board with this Why putting a microscope on your BEST clients is the BEST use of your TIME Why “shrinking or hiding” is the absolute worst decision to make Excellent clarifying questions to help you, help your clients For more information on excelling through today's chaos, you...
The No. 1 Communication Challenge Facing Leaders
What's the top communication challenge facing leaders today? That's what Julia Wojnar asked Amy Franko on the Unleash Your Presence podcast. Amy's answer: Executive Presence. Listen in to the podcast below to learn about: Why we need leaders with executive presence. How to use improvisation to improve your communication skills and executive presence. What book left a lasting impression on Amy and why. What habits women leaders frequently need to improve upon to build their executive presence. Which strategies you can use to further develop your leadership skills. For more leadership tips, watch for Amy's new ebook, which is coming soon.
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.
