Sales Training

STRATEGIC SELLING FOR PROFESSIONAL SERVICES

Strategic Selling ​for Professional Services

Amy Franko works with professional services firms to help them create a higher level of sales success.

What are some of the business development biggest challenges in professional services? They’re more competitive than ever before. Firms are dealing with commoditization, falling utilization rates, less loyalty in their client base, pressure to deliver faster ROI, and talent drains.

Selling your expertise is more complex than selling a tangible product because prospects can’t see it, touch it, or demo it. There’s typically a small percentage of the firm, like partners and managing directors, creating new business opportunities. Business development “naturals” at other levels of the firm show promise for the future, but their skills aren’t systematically developed.

Once a professional reaches a certain title, they’re expected to “just know” how to develop new business and grow existing clients. The reality is that they struggle to produce results. What’s missing to solve these challenges?

The biggest missing piece is a consistent, repeatable​sales process​and sales skill-building, to ensure that your professionals are successful in winning new business opportunities and growing existing clients.

 

In this experiential program, your professionals will:

  • Actively practice concepts to grow their skills, using a live prospect, account, or pursuit.
  • Leave with a minimum of 50% progress on a revenue-producing opportunity. As program stakeholder, you’ll be able to track tangible results as part of your ROI.
  • Learn the Impact Business Development Framework, a complete and flexible framework that’s adaptable to new opportunities and existing clients.

Each element of the program is backed by industry and sales research, plus training best practices. Relevant exercises, tools, and reinforcement all ensure that the learning is applied and sustainable. Plus, the sales activities within Impact Business Development Framework can be easily mapped to your existing sales process.

Click here to schedule your conversation to learn more about Strategic Selling for Professional Services.

Strategic Selling ​for Insurance Professionals

No matter if you’re selling for an insurance broker, insurance carrier, or connected to the insurance industry in some way, there’s one common conversation happening. Call it disruption, call it an industry in startup mode, call it what you will – but you can’t call it the same as it was. And you most certainly can’t call it boring.This disruption means that your prospects’ and clients’ behaviors and expectations have changed. As a result, your producers need higher level skills. They need to bring more value and differentiation than ever before.

Insurance is a professional service — your producers, territory managers, and agents are selling something that’s intangible. An intangible that’s usually only called on in a crisis. That makes it more complex than selling a product that can be seen, touched, and regularly used.

With Strategic Sellingfor Insurance Professionals, every producer, agent, or territory manager’s book of business will grow. It’s adaptable to broker environments, carriers, and exclusive or independent agents.

 

In this experiential program, your professionals will:

  • Actively practice concepts to grow their skills, using a live ​sales prospect​,account, or pursuit.
  • Leave with a minimum of 50% progress on a revenue-producing opportunity. As program stakeholder, you’ll be able to track tangible results as part of your ROI.
  • Learn the Impact Business Development Framework, a complete and flexible framework that’s adaptable to new opportunities and existing clients.

Each element of the program is backed by industry and sales research, plus training best practices. Relevant exercises, tools, and reinforcement all ensure that the learning is applied and sustainable. Plus, the sales activities within Impact Business Development Framework can be easily mapped to your existing sales process.

 

Prospecting ​for Professional Services

Prospecting. Cold calling. Interrupting. However you describe it, most sales professionals don’t love it. In fact, they’ll usually find a way to avoid it.

Without a consistent outbound prospecting plan, you’ll always be caught in the cycle of uncertainty between business development and delivery.

Prospecting for Professional Services is a self-paced, online program designed to help you create and execute your outbound prospecting strategy. But this isn’t just about strategy! Strategy is only as good as your execution, so this program is all about practical forward progress.

 

The 5-part framework you need for success:

Current and Future State: Analyzing your current book of business and goals. Things like average order value or deal size, current revenue and profit for your book of business. You’ll determine your future state goals and have metrics to track.

Target Account Universe: Using several key indicators, you’ll determine the accounts that are a fit for you and your goals. You’ll know exactly where to focus your​sales prospecting ​efforts.

Decision Makers, Influencers, and Access Points: With your target accounts in hand, you’ll map out the people and events that will help you make progress on gaining access. This process will help you reduce the number of completely cold calls you need to make, so you can accelerate your progress.

Breaking Through: Messaging, sequencing, and strategies to help you secure that first meeting or next step. This include a balanced approach of various ​sales prospecting​ strategies.

The First Meeting: Strategies to help you make an amazing first impression and create a hugely productive first meeting. You’ll guarantee follow up and momentum.

Program content includes:

Approximately 5 hours of content: This is a combination of recorded webinar, video, and audio –move at your own pace, and work on the areas you need to right now.

Framework Worksheets: You’ll make quick progress on specific accounts and opportunities that are relevant to you.

Voicemail, email, and social selling templates, containing actual scripts: Proven messaging to get calls returned, emails replied to, and doors opened.

Impact Business Development Framework

The Impact Business Development Framework is the foundation of our strategic selling programs. Flexible for new opportunities and existing clients alike, it will raise your team’s credibility and trusted advisor status.

Leadership Lessons Ebook

Download a Free Chapter of The Modern Seller

The new sales economy demands modern mindsets, skill sets, and tools to succeed. In The Modern Seller, Amy Franko explains the five modern selling skill sets that rise above the rest. As a special offer, download your chapter preview: The Modern Seller is Social. You'll also receive Amy's weekly Impact Insights emails.

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