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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Generate More Sales Leads with Strategic Network Referrals
What are the people you know saying about your company, and you?
This article outlines several strategies to help you create a plan for increasing the number and quality of your referrals. As you’re reading, I challenge you to choose the strategies that will work best for you, or challenge yourself to incorporate a new strategy into your existing referral plans.
Ready to learn more?
Podcast: Rooted in Revenue Podcast Featuring Amy Franko
The Why and the How: Which Comes First to Move the Sale Along The Rooted in Revenue sales podcast program tackles many revenue subjects, all based on revenue generating marketing, events and sales activities with expert hosts and guests.Co-host Susan Finch has been helping people solve marketing problems and build their online reputations and value for decades. Rooted in Revenue is a venue for snack-sized tips that can be easily implemented. In this episode, Susan welcomes back Amy Franko, as a follow up to the book launch episode for The Modern Seller. Update on her book. Her blog post titled, "What Distinguishes a Standout Seller?" led to this interview. There is not one answer, but Amy helps you determine the questions to have ready in order to guide the meeting, the presentation and ultimately - THE SALE. You can listen to it here. Listen to more episodes of Rooted in Revenue and learn to subscribe...
Podcast: The State of Business Podcast Featuring Amy Franko
The Skills Accountants Need to Succeed Amy Franko doesn’t have a crystal ball, but she knows the skills you need to succeed. She joined host Jessica Salerno recently on The State of Business with the Ohio Society of CPAs, to discuss building the skills accountants need to succeed. “The vast majority of us are running through our days and doing what is right in front of us and what is urgent,” she said. “Sometimes important things like business development get pushed to the side. If you’ve ever gotten to the end of the day and feel like you’ve been running around like crazy but didn’t get anything done, that’s an awareness factor that you aren’t investing like you could.” Some episode highlights: Sales and leadership are synonymous. Skills she that are essential for CPAs and other professionals to develop are agility, entrepreneurship, holistic thinking, social ability and ambassadorship. Amy calls them...
Modern Sellers: Strategic Connection to Grow Sales
As sellers build their sales and prospecting process, there’s one strategy I frequently see them forget: leveraging their peer referral network to help create new sales opportunities, new leads, and new business. In this week’s article, I’ll define peer referral network, and share five traits of those who make ideal network partners, along with a few strategies you can put into practice.
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Can’t Reach Prospects or Clients? Create Value with 3 Sales Strategies
Whether you’re a veteran sales leader or brand new to the profession, chances are good that at one point or another you’ve struggled to break through with a prospect. Or found it difficult to maintain a strategic relationship with a hard-to-connect-to client.
One of the best ways to accelerate your progress, and therefore your sales results, is to focus on creating and communicating value in every interaction.
When you create value, the prospect or client will remember you and want to continue the conversation. This blog post shares three strategies you can focus on to create value in every interaction.
How *Not* to do Social Selling
LinkedIn can be a powerful social selling tool. But as Uncle Ben said to Peter Parker in Spider-Man, “With great power comes great responsibility.”
When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. These tools are very effective for background research and opening doors for that next step in a conversation IF they are used effectively. When done wrong, this outreach can very quickly shut down a conversation and a potential relationship.
Not long ago, I received a message that I’d file under the social selling “done wrong” category. On the blog this week, I take a look at the message and share tips for how you can be sure to not make the same mistakes.
Host a Successful Sales Kickoff With These 5 Tips
Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business.
The five tips in this week’s blog are focused on how to create the right learning environment for your sales teams. Check it out at the link below.
Podcast: Social Capital Podcast Featuring Amy Franko
We Are in a World of Sameness The Social Capital Podcast is hosted by Lori Highby. In a recent episode, Amy Franko joined Lori to chat about Amy's book, The Modern Seller and how to differentiate in a world of sameness.. You can listen to the conversation here: Topics Amy and Jane discussed in this episode of Social Capital include: Trends facing prospects and clients. Why agility is an important skill in modern selling. How can modern sellers cultivate mutually valuable and strategic relationships. How to you stay in front of/or best nurture your network community. If you are looking to boost your social capital and improve your sales results, you won't want to miss this episode. 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 want to hear more episodes of the Social Capital podcast,...
Podcast: Same Side Selling featuring Amy Franko
Modern Sales Techniques If you’re a sales professional or sales leader who’s also a fan of podcasts, chances are you are familiar with Ian Altman. Ian, a renowned keynote speaker, business expert, and bestselling author, hosts a podcast called Same Side Selling where he tackles sales and business topics, as well as offers insight from industry leaders with proven success. More than 150 episodes are posted in his archive. Amy Franko had the opportunity to chat with Ian on a recent episode about Modern Sales and Marketing Techniques. You can listen to it here: Some topics they cover in the conversation about modern sales and marketing techniques: The trends and cultural changes that affect today’s clients. How a “transactional mindset” can hurt businesses. Why outcomes are far more important than individual deals. How selling to a poor-fitting company can harm your reputation. Some areas that salespeople...
Becoming an Ambassador: Are Your Clients 29 Percenters?
Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, that one that you would go out of your way to buy, even if other options were available?
If the answer is yes, then that company has created a sense of loyalty in you. Loyalty is what helps them to rise above everyone else in your decision-making process.
How can you create more loyal clients? You must become an ambassador.
I recently delved into this this topic on the Accounting Today blog, Voices, providing some information on industry trends, as well as skills that help set ambassadors apart from their competitors.
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.
