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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Podcast: Sales Reinvented featuring Amy Franko
How to Prioritize High-Value Activities If you learn to define and prioritize high-value activities you will become a more productive sales professional. If you know what activities hold the highest value and act on those over lower-value activities you set yourself up for success. We have finite reserves—you get to choose where you invest your time, energy, motivation and discipline. Amy Franko joins host Paul Watts in this episode of Sales Reinvented to chat about how she prioritizes her time to be successful in sales. Listen in to learn: What is productivity? What makes us unproductive Improving productivity Attributes of a great salesperson Productivity Tools and tips Top 3 dos and top 3 don’ts Learn more about Sales Reinvented and how to subscribe here.
Build Your Sales Territory Like a Supply Chain
What I’m sharing in today’s blog is an article I originally published in Top Sales Magazine, about supply-chain thinking from The Modern Seller. Supply-chain thinking can provide the structure and agility we need, especially when things around us are uncertain. I’ve added some additional ideas you can apply today, and into the future. To borrow a phrase from Oprah, here’s “what I know for sure”— our prospects and clients are looking to us for ideas, solutions, and partnership. They’re looking for the certainty that we are the right choice to partner with them, no matter what might be happening out there. ---------------------------------------------------------------------- Build Your Territory Like a...
Vanilla Soft International Women’s Month Podcast with Amy Franko
Always Bet on Yourself March is dedicated to women in history, and March 8 was #iwd2020. Vanilla Soft, a sales engagement software company, is celebrating women in sales all month long. As Darryl Praill, Vanilla Soft's CMO, says, "Women in sales are so much more than a month or a day. They're a force to be reckoned with. A rising tide lifts all boats. So, if this is the case, how come women are so under-represented in our sales teams and in our leadership ranks?" How can those women who are just starting their sales career, or who are a few years into it, be encouraged and mentored to achieve all that they are capable of? I don't have all of the answers but we at VanillaSoft do know one thing — people learn from the mistakes and the wisdom acquired by those who have gone before of them. So Vanilla Soft's #sales evangelist Ashleigh Early, set out to interview the most prolific, most amazing women she could...
One Word to Start a New Decade
I once heard someone say that “individual days may feel long, but the years, they fly by.” How true that is! A new decade is this big, blank canvas where you can dream up the next 10 years. What will that look like for you, professionally and personally? What are the goals and legacy you’d like to be actively creating?
In my sales and leadership keynotes I talk about the need in today’s world to design your legacy looking forward instead of looking back. From exactly where you are today, you can choose to be an active creator of your life and legacy. That’s what I’ve come to look forward to about my annual One Word Tradition. Creating the anchor point I want to live by for the next 365 days.
In this week’s post, I share my One Word for 2020. Have you participated in the One Word tradition? If so, I’d love to hear your word and reasons behind it.
Podcast: The Inquisitor Podcast featuring Amy Franko
Do You Make The Cut As A Modern Seller? The Inquisitor podcast is produced by salespeople for salespeople for the ambitiously lazy sales professional. Delivering practical, real-world sales tips and advice to help you sell more, sell more often, sell to more people and sell for more money you will learn about the best practices in direct sales, sales management, selling to the C-suite, sales recruitment & predictive hiring in sales, how to prevent wrong hires, buyer-seller-manager sales psychology, enterprise selling, channel sales and channel sales management. Amy Franko spoke with host Marcus Cauchi about The Modern Seller. She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs. We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first...
The 10 Most Popular Sales Blog Posts of 2019
2019 is almost a wrap. This has been an eventful year that’s included my recognition among the LinkedIn Top Voices in Sales and Top Sales World’s Top 50 Sales Blogs. Those awards are especially meaningful, because one of my goals is to continually grow thought leadership resources for the sales community, to help you ignite your sales and make a leadership impact.
From my dozens of posts in 2019, here’s a recap of the sales blog content that most captured your attention and can provide important lessons you can carry with you into 2020.
I look forward to sharing more insights with you in the new year. Happy Holidays, and here’s to your continued success as a modern seller!
Video: Client Loyalty: A Modern Sales Game Changer
Welcome to the new Modern Seller video series. I’m sharing strategies that you can put into practice as either a sales professional or sales leader. The series is a great companion to the book, The Modern Seller, which is available on Amazon and Audible. In previous videos, I covered sales agility, entrepreneurial selling, and social capital. Today's topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done research in this space and found that only 29% of our clients are truly engaged with us. Loyal. That leaves up to 71 percent of clients that range anywhere from very satisfied to completely disengaged. These are the clients that can be swayed to move elsewhere...even the satisfied ones. Modern Sellers...
Podcast: Simply Tax Podcast featuring Amy Franko
The Modern Seller On BKD's Simply Tax podcast, Damien Martin has a knack for boiling down complex issues for business professionals who need a trusted advisor to help strengthen their tax mind. In this episode, Amy Franko returns to the podcast. She and host Damien Martin explore the skills necessary to help you better execute on the tactical aspects of selling in this modern environment. Some of what they cover includes: How to spot an entrepreneurial inflection point The experience of writing and publishing a book The five dimensions of The Modern Seller You can listen to the podcast here: Learn more about Simply Tax and how to subscribe here.
Video: Create Better Selling Opportunities with a Network Ecosystem
Welcome to the Modern Seller video series. I’m sharing strategies that you can put into practice as either a sales professional or sales leader. The series is a great companion to the book, The Modern Seller, which is available on Amazon and Audible. In previous videos, I covered sales agility, entrepreneurial selling, and social capital. Today's topic in The Modern Seller video series is on how you can build a network ecosystem that creates better selling opportunities and results. In the past, we could focus our sales efforts only on those buying our services. The risk with that approach is that we may be missing a relationship that’s key to earning a client’s business. But in the new sales economy, we need to get beyond our usual silos to work across the organization, and sometimes even outside of it. Your network ecosystem will help you solve for that. Think of your network ecosystem as...
Video: Grow Your Sales with 3 Ambassador Strategies
Today's topic is about building ambassadors in your sales organization. I like to think of an ambassador as a bridge. In a global sense, an ambassador is a bridge between countries and cultures. They are skilled at connecting their organization to prospects and clients, to their communities, and to their industries. The end result is that they have a stronger and more profitable territory or book of business. In this video, I share three strategies that will help you build this important dimension: 1) To understand a Client’s Lifetime Value. 2) To Create 29 Percenters. 3) To Amplify Your Key Relationships. Download a free chapter of The Modern Seller to learn more strategies for becoming a Modern Seller.
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.
