BLOG
SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Video: Understanding Results and Value in Sales
A strategy to help you move your opportunities through your pipeline more quickly is the ability to differentiate between a result and the value derived from the result. It doesn't matter if this is an opportunity that is early stage or if it is something that's a little bit further down the pipeline. Have you taken the time to sit with your buyer - or buyers - so that everyone is clear on what are the results that we're looking to accomplish together, which are typically very tactical, they're tangible. And then the significance of why you want to pursue those results together. And a lot of times the value piece, the significance tends to run a little bit more deeply. It might be something of personal significance to the person or individuals who are making the decision to work with you, or it can be something of organizational value. Oftentimes it's a little bit of both. The more that you have clarity...
Four Sales Mindsets You Can’t Ignore
This article highlights the four essential sales mindset elements that greatly influence sales success: self-trust, responsibility, motivation, and discipline. By fostering self-confidence, embracing a growth mindset, taking ownership of outcomes, identifying motivation types, and practicing discipline, sales professionals can improve their performance and achieve desired results. ******* There are four mindset elements that have a significant impact on your sales success: self-trust, responsibility, motivation, and discipline. 1. Self Trust I have many conversations with my clients on evolving into and being a trusted advisor that their clients rely on, and that their prospects are attracted to. The foundation of building trust in others is to first build and maintain trust in yourself. For example, if you don’t trust yourself, your guidance might be received by the client as indecisive, lacking...
Video: How to Break Free from Sales Communication Comfort Zones
Are you stuck in a sales communication comfort zone? In this video, explore how relying too heavily on one communication style—like email—could be limiting your ability to connect with prospects and clients. Learn from a real-life example where switching up communication methods could have made all the difference. Discover tips on breaking free from your communication comfort zones by exploring other options like phone calls, social media messages, handwritten notes, or even video. As sales professionals, it's our responsibility to adapt our approach to meet the needs and preferences of our audience. Watch now to learn how you can expand your sales communication toolkit and improve engagement with your clients! Key topics: Sales communication strategies Importance of breaking out of communication comfort zones Adapting communication styles to improve client engagement Take Your Sales Team's Skills...
Why No Sales Closing Technique Will Ever “Convince” Your Buyer
Tired of trying to convince clients? This article explains why the best prospects don’t need hard sales closing techniques. When you're visible and trusted in your field, your expertise does the talking. ******** A recent LinkedIn collaborative article asked: Your client questions your pricing. How can you convince them of its value? The answer is straightforward and maybe a little counterintuitive: You shouldn’t “have to convince” a decision maker of its value, or your value. Your Ideal Prospects and Clients Don’t Require Sales Closing Techniques My very best clients didn’t require convincing, and here’s why: I’m highly visible in the marketplace, and a prospective client can see my experience my expertise, my style, and potential results early in their buying process. They can follow me on LinkedIn or engage with content on my website. They might meet me at an event or be introduced by another leader in...
Podcast: Revolutionize Your Sales Approach
In this episode of the Rooted in Revenue Podcast with Susan Finch, I explore how to revolutionize your sales approach. We dive into how combining sales and marketing, leveraging AI, and staying connected with clients can drive value and growth. Some highlights: Three Major Pain Points for Clients (5:45 - 6:15): Clients, particularly in growth-mode B2B sectors, face three major challenges: strategy, structures, and skills. They may lack a solid strategy, struggle with outdated structures, or need better skills in their teams. Two Types of Leaders (8:35 - 9:25): Leaders fall into two categories: forward-thinking, decisive ones who actively seek to position their companies for future success, and the "wait and see" leaders who are reluctant to act until disruptions play out. The latter group tends to be less successful in making transformative changes. Integration of Sales and Marketing (24:45 -...
6 Components of an Effective Sales Training Program
Many salespeople lack the skills for success. Boost long-term results with a robust sales training program. Emphasize leadership support, hybrid training, and ongoing coaching. Discover how to build a winning sales training program. ******** As someone who grew up playing sports, I understood the importance of practice and training at a young age. Many of the lessons I learned on the court and field have laid the foundation for what I know now about sales training. A quote from renown Coach Bobby Knight (in Knight: My Story) stands out in my mind. “The key is not the will to win. Everybody has that. It is the will to prepare to win that is important.” The same holds true for modern sellers. While mindset, persistence and grit go a long way in winning a sale, a strong sales training program is the most important element for your organization’s success. Shockingly, more than half of people in sales don’t...
Video: How Can You Master Video Meetings for Sales Success?
Most client and prospect meetings happen within the four walls of a video call. So how can you ace that meeting and move an opportunity forward? Here are two areas to focus on for better outcomes: 1. Brevity When planning your video meeting, keep it concise. If you’re used to covering three agenda items, consider trimming it down to two. Less is more in a virtual setting. Similarly, limit the number of documents you share. Instead of multiple files, focus on one or two key documents, saving the rest for follow-up. 2. Clarity Start with clear outcomes for your meeting and ensure everyone knows the time constraints. Wrap up with a summary of next steps and schedule the follow-up. Leaving space at the end for clarity will set you up for success in your next conversation. By focusing on brevity and clarity, you’ll ensure your next video meeting is a win. Take Your Sales Team to the Next Level...
How Elite Sales Teams Adapt to a Changing B2B Sales Model
When your B2B sales model is disrupted, will you be proactive or reactive? Learn how elite sales organizations adapt with agile strategies, strong leadership, and modern sales skills. Don’t wait for change—prepare for it. ******** Even just skimming the recent business headlines, it’s safe to say that sales models in every industry are drastically changing. Here are a few examples, impacting both B2B sales models and B2C sales models. Southwest Airlines is looking to revamp their passenger model after 50+ years of open seating. Signet Jewelers (owners of 11 brands including Kay, Zales, and Jared) is betting that couples buying engagement rings will shift to buying them online in significant numbers. Charles Schwab, whose bank was a reliable source of revenue and profit, is rethinking their model in the face of depositors moving their cash into products with higher interest rates. Slowdowns in the farming...
Outbound Conference 2024: Sales Prospecting, Pipeline, Productivity
OutBound Conference isn't simply back. It's better than ever before. I’m excited to share that I’ll be serving as a sales keynote speaker at the 2024 Outbound Conference, and I’d love for you to join me. The Outbound Conference is the premier event for sales professionals, bringing together the best minds in the industry to share insights, strategies, and tools to help you excel in today’s rapidly changing marketplace. This is a fantastic opportunity to connect with industry leaders, gain new perspectives, and sharpen your skills. Whether you’re looking to improve your sales strategies, learn about the latest trends, or simply network with like-minded professionals, the Outbound Conference has something for everyone. Outbound Conference 2024 Event Details: Date: November 5-8 Location: JW Marriot Resort, San Antonio, TX For more information and to register, go to outboundconference.com. Be sure to use code...
Video: How to Win in Sales by Thinking Like an Olympic Commentator
The recent Olympic games got me thinking about what makes a truly great commentator. After watching countless hours of coverage, I realized that the skills that keep viewers engaged are the same ones that can elevate sales professionals to new heights. Olympic commentators know how to captivate an audience with timing and insight—skills that can transform your sales approach. Take a page from their playbook and engage your clients with purpose, clarity, and the perfect pauses. 1. Understand the why. First, a great commentator has a deep understanding of the WHY. They provide context, helping viewers understand not just what is happening but why it matters. In sales, understanding why something is important to your client and being able to communicate that effectively is key to building trust and driving action. 2. Be selective with your technical knowledge. Second, commentators are selective with...
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.
