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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
Video: 3 Ways to Create Your Personal Sales Strategy this Year
Starting the new year strong? It’s the perfect time to rethink your personal sales strategy and align it with future-focused growth goals. In this video, I’m sharing three actionable ways to create a personal sales strategy that works today and sets you up for success tomorrow. Learn how to: Shorten your time horizons for quicker wins. Protect and grow those “can’t lose” accounts. Dominate your niche with focused, high-impact outbound efforts. These tips aren’t just for you—they’ll also help your clients and prospects thrive. Hit play, take notes, and get ready to crush your sales goals! If you’re looking for more insights, check out my article, "Future-forward sales strategy: A CEO's guide to the next 12 months," featured in the January 2025 issue of Smart Business Magazine. Optimize Sales Growth with Better Sales Sales Strategy There’s no better time than now to focus on enhancing your sales...
Why a Sales Perspective Is Crucial for Effective Board Leadership
Learn how sales governance strengthens board decisions and drives success in this article published in Private Company Director. The article received a silver medal in the 2024 Top Sales Awards in the category of top sales post. ******* Few boards prioritize recruiting directors with specific expertise in sales. However, as companies face mounting pressures, the inclusion of a sales lens on the board can serve as a crucial differentiator. The article “Sales Governance and the Board,” featured in Private Company Director, explores the importance of sales governance and its role in driving shareholder value, new market strategy, M&A success, and product innovation. The article identifies several key areas where strong sales governance can positively impact an organization. For example, sales results directly affect shareholder value, and the inclusion of a sales voice in new market strategies can...
Video: Maximize Your Sales Kickoff in 2025
Whether you're a sales leader or an individual contributor, you probably have a sales kickoff in your future. This is The Modern Seller's guide to maximizing your sales kickoff experience and making sure that you take away the strategies that you most need to grow your sales next year. Sales kickoffs are more than just meetings—they're an opportunity to align with your team, sharpen your skills, and gain insights that can set you apart in the year ahead. For sellers, it's a chance to learn actionable tactics and build momentum, while for leaders, it's a crucial time to inspire, motivate, and equip your team for success. There are five goals you should strive to achieve. Watch this video and read below for details. 1. Develop a SKO Strategy Sometimes your sales kickoff seems far into the future, and then all of a sudden, it's here! One of the things you can do is intentionally plan for your...
Podcast: It’s All in Your Head-Strategies for Sales Success
In this episode off the Big Skip Energy Podcast, host Skip Wilcox and I discuss modern sales strategies, the importance of focusing on the right customers, and the mental shift required in transitioning from a large organization to entrepreneurship. I also share valuable tips for sales planning, and the significance of referral relationships. Some highlights: My transition from Corporate to Entrepreneurship (3:10) Identifying the Right Fit for Clients (9:40) Referrals and Introductions for Business Growth (11:10) Overcoming External Challenges (16:00) Business Planning for Success ( 22:10) You can watch the episode here: Do you need help navigating your sales challenges and igniting sales growth in 2025? Don’t let your competition get an advantage. I can help. If you want to know how to improve your sales growth strategy, or you’d like an outside perspective, let’s talk. Contact me to...
Podcast: Navigating Sales Challenges and Embracing Innovation
In this episode of the Art and Science of Complex Sales podcast, host Paul Fuller and I discuss the art of navigating sales challenges across various industries and how to embrace innovation. Some highlights: Essential Skills for B2B Sales Success in Complex Markets (7:56) The Role of Coaching and Fundamentals in Modern Sales (18:04) Redefining Accountability in Sales (21:23) The Growing Importance of Face-to-Face Interaction in Sales (27:00) You can listen to the episode here: Do you need help navigating your sales challenges and igniting sales growth in 2025? Don’t let your competition get an advantage. I can help. If you want to know how to improve your sales growth strategy, or you’d like an outside perspective, let’s talk. Contact me to schedule a conversation.
Video: 3 Questions Every Sales Leader Should Reflect On Before the New Year
As the calendar year draws to a close, many of us in sales find ourselves at a natural point of reflection. Whether you’re wrapping up your sales year or are midway through it, this is a powerful time to evaluate what’s working in your sales strategy and set the stage for even greater success in the new year. To help with that process, last year I created a worksheet, "10 Impactful Questions to Jumpstart Your New Year," designed to guide you through this reflection and planning. You can download it here. Expand Your Thinking with These Fresh Questions In addition to the questions in the worksheet, I wanted to share three additional prompts that come from my mastermind group, part of Alan Weiss's Growth Cycle. This small but mighty group of five or six professionals meets regularly, both in person and virtually, and has been a game-changer for my business and personal growth. If you don’t yet have a...
Sales Managers: How To Build A Sales Plan
When I think of a day in the life of a top seller, there’s a common theme. They invest their time in the right prospects, the right clients, and the right sales activities. In professional services, this focus becomes even more important, because many times they are balancing business development and sales along with client delivery.
How can you know what steps will move you forward faster, help you build strategic relationships, and accelerate sales results?
Having the right sales plan will help you get there.
In this week’s blog, I share strategies for building your sales plan for professional services. As a bonus, learn how you can receive your 2020 Planning Worksheet and The Modern Seller Lifetime Value Inventory.
Video: Your Number 1 Job in Sales
Hitting your production goals or meeting sales quotas is important, but there's a deeper responsibility that great sellers embrace: helping clients and prospects make decisions that truly benefit their business. This approach not only fosters trust but also leads to long-term success for both the client and the seller. So how can you incorporate this mindset into your existing sales processes? Here are two key strategies: 1. Highlight the Decisions Along the Way Throughout the buying journey, clients and prospects face a series of decisions, some large and impactful, others smaller but still significant. Your role is to help them clearly see these decisions. By guiding them through each step, you ensure they understand the importance of each choice and how it contributes to their overall goal. 2. Provide a Clear Path Forward Once the decisions are laid out, the next step is to help your clients or...
Podcast: Sales Objections and How to Turn Pushback into Progress
Objections are an inevitable—and valuable—part of the sales process. In this episode of the Sales Reinvented podcast, host Paul Watts and I discuss why it’s essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or priorities. Identifying which category the objection falls into can guide how you respond. I offer actionable strategies to help you handle objections with confidence. Some highlights: Common objections salespeople face (0:58) The biggest mistake(s) salespeople make (3:10) How to respond to objections (4:31) The role of empathy in handling objections (7:05) How to handle objections with confidence (9:06) Amy’s dos and don’ts for handling objections (11:32) Turning a challenging objection into a sale (15:01) You can listen to the episode here: Would you like to your sales team to progress in 2025? Don’t let your competition get an...
How Self-Awareness in Sales Transforms Your Approach
Self-awareness in sales helps you understand how your thoughts, emotions, and behaviors shape your actions and results. Pair it with self-leadership, and you'll show clients you're the right choice. ****** Mastering Sales Through Reflection Sales is very much a forward-looking profession, whether that is a new quota goal for the sales year, or helping a client look forward in their business. What I’ve learned through working with my clients and with my own experience as a seller is that there’s a helpful skill that requires us to look back instead of forward: self-awareness. In all of the years I’ve been writing this blog (since 2007), my post on self-leadership is the #1 most-read blog on the site. Self-awareness is closely related to self-leadership, but has some distinct differences. What is Self-Awareness in Sales, and How Is It Different from Self-Leadership? Self-awareness is the inward...
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.
