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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
The Future is Now: Top Skills for Sales Leadership in 2020
Remember when 2020 seemed so far away?
Well, the future is now. We’re at the doorstep of 2020. But we need to be looking well beyond it, to continue learning about the forces that will shape our sales organizations and the talent economy at large. As I travel the country and meet with sales leaders and other organizational executives, some common themes emerge around the competencies, skills and resources needed for modern sellers and modern sales leaders.
This week on the blog, I share a list of skills for sales leaders. It’s by no means exhaustive, but it will expand your idea generation as you build out your sales organization. What skills would you add?
Podcast: Agents Influence Podcast Featuring Amy Franko
Do You Have a High “FOF” (Figure It Out Factor)? The Agent's Influence series, hosted by Jason Cass, is a weekly guide to the latest and greatest thought leaders the insurance industry has to offer. In this episode, he talks to Amy Franko about the importance of learning sales skills, and most effective leadership methods to help your sales associates be successful. They discussed: How sales can be learned. What is prospecting. What are the biggest mistakes agents make. What are leaders doing around sales associates to train and assist them? How can “The Figure It Out Factor” be helpful? Listen to the episode here. Learn more about Agents Influence and catch more episodes here.
Sales Mindset: Your Best Investment and Biggest Payoff
Sellers experience more objections, rejections and pressure than most other professions. How do the best sellers maintain their drive and sense of optimism? One skill helps them stand apart– a growth mindset.
The strategies I share in this week’s blog will expand your mindset and your results. Take a look, and see how many you can implement. If you make a growth mindset your priority, it will be your best investment and your biggest payoff.
On Making Dreams Reality
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.
Podcast: Funnel Amplified Podcast featuring Amy Franko
Brandon Lee is the founder of Funnel Amplified. Join Brandon Lee as he sits down with Amy Franko and discusses her book, The Modern Seller, and the 5 critical skill sets today's sales leaders need to rise above the rest. Learn more about Funnel Amplified Podcast and listen to more episodes here.
Highlights and Happenings: A Standout Start to 2019
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.
Podcast: Amy Franko on Selling from the Heart
My Journey to Becoming a Modern Seller The Selling from the Heart podcast is hosted by Larry Levine. This podcast is your home for authentic sales strategies to build relationships and create value. Larry and his guests help sales teams get real to get results. Larry is also author of the book, Selling from the Heart. Amy spoke to Larry about her journey to becoming a modern seller. You can listen to the conversation here: Learn More: For more sales podcasts and leadership podcasts with Amy, visit our podcast resource page. Learn more about Amy Franko’s book, The Modern Seller, here. If you enjoyed this podcast, subscribe to the Selling from the Heart podcast on:
Top Sales Productivity Tools
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?
Do this to capture full-client value
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.
Podcast: Closing the Gap Podcast Featuring Amy Franko
The Modern Seller The Closing the Gap podcast is produced by Westfield Insurance and hosted by Chris Cline. It is a podcast for independent insurance agents. Amy Franko spoke to Chris about how agents can become modern sellers. Listen to the conversation here. Key topics Amy and Chris discussed include: How an insurance agent can be recognized as a differentiator for your client’s business. Why clients are 60-70% more likely to purchase additional services from you when you move the needle for them from satisfied to loyal. How to create loyal clients. Learn More: For more sales podcasts and leadership podcasts with Amy, visit our podcast resource page. Learn more about Amy Franko’s book, The Modern Seller, here. If you enjoyed this podcast, subscribe to Closing the Gap on iTunes, Spotify, Google Play and Stitcher.
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.
