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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Stay in Focus and Elevate Your Productivity with Modern Selling Lists
Time, motivation, discipline, and energy. If you’re a regular reader, you know I’ve written about these before. They are the “non-renewables.” With so many demands on our days, some specific approaches can help us to better decide where the resources get allocated.
Modern selling lists are one strategy for helping you focus on your most important activities– and elevate your productivity. These are more than typical “to do” lists. Several of can be used in collaboration with your CRM, and can give you that extra boost of focus.
This week on the blog, I share a few lists to get you started. I share more in my book, The Modern Seller.
Modern Business Development Skills for CPAs
As a former sales professional in the tech field turned entrepreneur and consultant, I’ve experienced this first hand. Selling an expertise is more complex than selling a tangible product because prospects can’t see it, touch it, or demo it. On top of that, in the professional services realm, we’re faced with new business development challenges brought on by the new sales economy– like commoditization, falling utilization rates, less loyalty in our client base, pressure to deliver faster ROI, and talent drains. To overcome those challenges, those in professional services need new skillsets.
In a new article for the Pennsylvania Institute of Certified Public Accountants’ CPA Now, I unwrap the five key skills behind the skills for building a better book of business as a modern business developer. You’ll find it at the link below. And watch for my podcast with PICPAs soon, too.
Podcast: Entrepreneurial CPA featuring Amy Franko
The Modern Seller The Entrepreneurial CPA Podcast hosted by Garrett Wagner CPA. This podcast helps CPAs learn how to think outside the box and fuel your entrepreneurial spirit from some of the most passionate trailblazers in the industry. Amy Franko spoke to Garrett about the five dimensions of modern selling. You can watch 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. You can subscribe to the Entrepreneurial CPA Channel on YouTube or iTunes. Or subscribe To The Entrepreneurial CPA Channel Newsletter here: http://bit.ly/c3nwltr.
Podcast: Sage Advice featuring Amy Franko
The Five Dimensions of The Modern Seller The Sage Advice Podcast is dedicated to the possibility that entrepreneurs continue the work of creation. It is produced by Sage, the market leader for integrated accounting, payroll, and payment systems, supporting the ambition of the world’s entrepreneurs. Amy was interviewed about what it takes to become 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, listen to the Sage Advice Podcast here.
Accelerate Sales Results In 90 Days with These Prospecting Strategies
If you’re like most sales professionals, you don’t love prospecting.
But it doesn’t have to be that way. A prospecting plan that’s strategic and worked consistently improves the quality and quantity of leads in your pipeline.
In my new guest post on the CloserIQ blog, I share four strategies for uncovering new opportunities with your loyal clients, and also opening the door with new prospects. I invite you to try them out over the next 90 days, and let me know your results!
Podcast: Minds On B2B Podcast Featuring Amy Franko
What It Takes to Become a Modern Seller The Minds On B2B podcast is hosted by Dan Harris, VP of Client Success at Minds On. The Minds On team designed this show to be more than a podcast. It’s an audio classroom. Amy Franko was invited to be among the first guests of this new venture. She spoke to Dan about what it takes to become a modern seller. You can listen to the conversation here: Key topics Amy and Dan discussed include: How Amy defines modern selling. The attributes of a seller who is an ambassador and possesses the ability to elevate. How a modern seller looks at their book of business or their territory from an ownership stance. 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 Minds On B2B Podcast...
Podcast Roundup: Top Sales Podcast Appearances
I’ve said it before: I’m a big believer in life-long learning. With a very on-the-go lifestyle, I’ve come to enjoy and depend on podcasts as part of my own professional development toolkit.
As I launched The Modern Seller, I’ve also been able to “give back” to the podcast community as a guest on some of the top sales podcasts and leadership podcasts. It’s a role I’ve enjoyed. I’ve had the opportunity to chat with other industry thought leaders and share some of the sales strategies I’ve learned and developed that can help others accelerate their sales results. For today’s post, I’m sharing a roundup of seven of my recent sales podcast appearances.
Did Your Win Get Delayed? Three Strategies to Regain Sales Momentum.
As sales professionals and leaders, we’re most likely driven, Type A personalities. So when a win gets delayed, it can be particularly frustrating.
In this short video, I share three strategies you can use to help regain your sales momentum.
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...
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.
