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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
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.
Podcast: The Scott King Sales Podcast featuring Amy Franko
The Scott King Show sales podcast provides a view into how sales and marketing leaders build their businesses. In a recent episode, Amy Franko joined Scott to chat about Amy's book, The Modern Seller and the five dimensions of the modern seller that can differentiate modern sellers in the new economy. You can listen to the conversation here. Topics Amy and Scott discussed in this episode include: What is a modern seller? What makes them different? How much does a modern seller need to differentiate themselves? Is it a big or small difference? Tips for quickly implementing agile sales methods. What percentage of sales leaders are investing in continuous learning with their teams? 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. To listen to past episodes of The Scott King Show sales podcast,...
Podcast: Leaders of Transformation Podcast Featuring Amy Franko
The Modern Seller: How To Set Yourself Apart in This Noisy Marketplace The Leaders of Transformation podcast is hosted by Nicole Jansen. Over the past 30 years, Nicole has coached and trained thousands of leaders, helping them achieve extraordinary results in business and in life. In a recent episode, Amy Franko joined Nicole to chat about Amy's book, The Modern Seller and the five dimensions of the modern seller that she identified as essential for success in today’s marketplace. You can listen to the conversation here: Topics Amy and Nicole discussed in this episode of Leaders of Transformation include: Why a Modern Seller is a recognized differentiator in their client’s business. The more technology and the more automation, the more we run the risk of looking and seeming like everyone else. Why Modern Sellers are very intentional and focused so they can get more done in less time. Why loyal clients are...
When a Sales Prospect Goes Cold… Know When to Walk Away
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
Podcast: Daily Sales Tips Podcast Featuring Amy Franko
Maintaining Sales Conversation Momentum The Daily Sales Tips podcast is hosted by Scott Ingram. The Daily Sales Tips podcast is a daily podcast and blog for B2B sales professionals. Amy Franko spoke to Scott about what you can do to maintain momentum in your sales process. You watch Amy's response here. Key points Amy discussed: Part of the strong sales strategy is keeping momentum going, especially after that really productive sales conversation with a prospect or client. We don’t want to lose that rapport or that forward movement that we’ve created. To keep the momentum, toward the end of the conversation, summarize key action items as a follow-up. This leads to the second part of the strategy, which is scheduling the next conversation before you leave this one. Learn More: For more sales podcasts and leadership podcasts with Amy, visit our podcast resource page. Learn more about Amy Franko’s book, The...
What Distinguishes a Standout Seller…The Why or the How?
Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too — my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today.
When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge.
So what distinguishes a standout seller? I share that on the blog and in a short video.
Podcast: Wealthy Speaker Podcast Featuring Amy Franko
The Modern Seller in the Speaking Business Jane Atkinson is a full-time speaker coach and consultant dealing exclusively with professional speakers, celebrities and CEO’s. She produces a popular, weekly podcast, The Weathy Speaker. Amy is a client of Jane's. In a recent episode, Amy Franko joined Jane to chat about Amy's book, The Modern Seller and the modern seller in the speaking business. You can listen to the conversation here: Topics Amy and Jane discussed in this episode of The Wealthy Speaker include: The Modern Seller content. Looking in the rear view mirror for business opportunities. How to stand out amongst the sameness. Closing. The confidence factor. If you are looking to improve your sales and want fresh ideas on how to close the deal, you can’t afford to miss this episode. Learn More: For more sales podcasts and leadership podcasts with Amy, visit our podcast resource page. Learn more...
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