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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
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...
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...
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