Podcast appearances and mentions of amy franko

Amy Franko is a strategic sales expert, keynote speaker, and author of The Modern Seller. With a background at IBM and Lenovo, she helps mid-market companies elevate their B2B sales strategy and leadership development. Named one of LinkedIn's Top Sales Voices, Amy blends modern sales techniques with values of trust, authenticity, and long-term relationship-building. Her mission is to raise the bar for sales professionals and empower them to grow through intentional, modern strategies.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, hosts Larry Levine and Darrell Amy welcome back Amy Franko for a heartfelt discussion on how intentionality drives personal and professional success in sales. Amy unpacks how to better manage your time, focus on high-impact relationships, and avoid the “empty tank” syndrome. From personal growth routines to strategies for saying no, this episode is filled with practical advice for sales professionals who want to show up with energy, clarity, and purpose. If you've ever felt spread too thin or disconnected from your “why,” this episode will re-center and refuel you.KEY TAKEAWAYSIntentionality Is a Differentiator – Being intentional with your time, tasks, and relationships will set you apart in sales and in life.Don't Run on Empty – Recognize when your energy is low and take action to refuel yourself before burnout hits.The Power of Saying No – Creating a “no list” helps protect your priorities and prevents overcommitment.Start with You – Morning routines and personal development aren't just nice to have—they're essential to lead, sell, and serve.Refuel to Deliver Value – You can't show up authentically for clients if you haven't taken care of yourself first. HIGHLIGHT QUOTES

Uncover the art of planning for the next 12 months and master the balance between immediate targets and long-term vision. Our guest Amy Franko shares insights on key metrics that truly matter, avoiding the trap of being overwhelmed by data. Discover the power of having a clear “North Star” to guide your sales efforts and the impact of prioritizing actions like outbound conversations to consistently hit your goals. But that's not all! Mark and Amy delve into the critical role of accountability and coaching in executing effective sales strategies. We identify the common pitfalls of annual planning and how to keep your sales strategies from gathering "digital dust" by integrating consistent reviews. If you're ready to transform your sales approach and thrive in this competitive field, this episode is packed with actionable strategies and insights you won't want to miss.  

Today on the Big Skip Energy Podcast, Skip welcomes Amy Franko, a veteran sales expert and author. Amy shares insights from her start in corporate America, working with IBM and Lenovo, to becoming an entrepreneur and sales consultant. She and Skip discuss crucial sales strategies, the importance of focusing on the right customers, and the mental shift required in transitioning from a large organization to entrepreneurship. Amy also gives valuable tips for sales planning, the significance of referral relationships, and offers a downloadable business planning template for listeners.

Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains 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. In episode #430, Amy offers actionable strategies to help you handle objections with confidence. Outline of This Episode [0:58] Common objections salespeople face [3:10] The biggest mistake(s) salespeople make [4:31] How to respond to objections [7:05] The role of empathy in handling objections [9:06] How to handle objections with confidence [11:32] Amy's dos and don'ts for handling objections  [15:01] Turning a challenging objection into a sale  Connect with Amy Franko Connect on LinkedIn Follow on X Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

In this episode of Mastering Modern Selling, Amy Franko, author of The Modern Seller and a seasoned sales strategist, joins the conversation to discuss how to adapt and excel in the evolving sales landscape. From strategy creation to the integration of sales and marketing, Amy shares actionable insights for professionals aiming to thrive in today's buyer-centric world. Modern Seller Attributes:Sales professionals must provide exceptional value that intertwines them with the product or service they represent.They should act as trusted advisors, helping clients gain a competitive edge and improve their businesses.Confidence in asking tough questions and being consultative is essential to building trust and long-term relationships.Importance of a Defined Sales Strategy:Many organizations lack a formalized sales strategy, leading to missed opportunities for alignment and growth.Effective strategies focus on a "vital few" priorities rather than attempting too many initiatives at once.Implementation is crucial—accountability structures and leadership ownership are needed to ensure success.Building Trust Before the First Conversation:Visibility and credibility are key. Engage in professional networks like LinkedIn and industry events to position yourself as a thought leader.Content creation, such as articles and videos, can help establish trust before direct interactions.Reframe outreach as earning conversations rather than simply scheduling them.The Role of Sales and Marketing Alignment:Sales and marketing integration starts at the leadership level, with the acknowledgment that both functions contribute to revenue generation.Leveraging CRM tools and data tracking can streamline collaboration and improve lead management.Regular communication and shared KPIs foster alignment and mutual accountability.Navigating Post-Pandemic Challenges:Adjusting strategies to account for distorted data from the COVID-19 era is vital for accurate forecasting.Forward-thinking leaders embrace uncertainty by setting adaptable goals while maintaining a clear vision for the future. Amy Franko's approach to modern selling emphasizes value, adaptability, and the integration of key business functions. Whether you're a sales leader or an individual contributor, her insights on strategy, trust-building, and collaboration offer a roadmap to success in today's dynamic environment.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance. Key Takeaways:  – Pipeline Velocity as a Critical Metric: Pipeline velocity is essential for sales success, particularly in the mid-market segment where businesses are reaching for ambitious goals. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes. – Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity. Moving deals through the pipeline quickly while maintaining high standards, avoiding the pitfall of focusing solely on speed without closing quality deals. – Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close. – Adapting to New Products: Sales teams can face difficulties when launching new products. Adoption often picks up once new products become measurable within the sales compensation plan, highlighting the importance of aligning comp plans with product priorities. – Coaching Through Adversity: Amy talks about how mindset plays a critical role in sales success. Coaching sellers to handle adversity effectively, particularly when deals stall or face internal resistance from stakeholders, can make a significant difference in closing deals. – The Importance of Ongoing Training: Continuous learning and training are vital for improving sales performance, especially in qualifying deals. The OutBound Conference provides an excellent opportunity for sales professionals to refine their skills, interact with industry leaders, and learn new strategies to enhance their pipeline management. https://www.youtube.com/watch?v=fuBcg1JB2yE Understanding Pipeline Velocity Pipeline velocity is a crucial metric for sales teams, especially for those operating in the mid-market. Many companies in this space have dedicated sales teams and hefty goals, and pipeline velocity can be the difference between meeting targets or falling short. At its core, pipeline velocity measures how quickly deals move through the sales pipeline. It's not just about the number of deals in the pipeline but also how fast they progress from one stage to the next. If deals are moving too slowly, there's a risk of losing momentum, and opportunities may slip away. On the other hand, moving deals too quickly without considering quality can result in low win rates or deals that aren't truly solid. In many mid-market organizations, sales teams find themselves in a balancing act. They want to move deals through quickly to meet their goals, but at the same time, they need to maintain a high level of quality. This balance is tricky, and many teams either rush deals that aren't ready or slow down too much, risking missed opportunities. The Challenge of New Products One of the challenges sales teams often face is launching new products or services. Salespeople who are comfortable selling established products may be hesitant to push new offerings, even if they know those products are key to the company's growth. Without the right level of comfort and confidence, sellers may not focus on the new product, preferring to stick with what they know. However, when new products become part of a measurable sales goal or compensation plan, things can change. Sellers are more motivated to include the new product in their conversations with prospects. This shift can lead to increased pipeline velocity, as salespeople become more confident in discussing and selling the new product.

Today, we're diving deep into how Amy Franko helps mid-market organizations create exciting futures by transforming their sales strategies, structures, and teams. We'll explore the concept of strategic prospecting and unpack why it's crucial for building a healthy pipeline. Amy's going to share some game-changing insights on how to identify and cultivate high-value relationships, and we'll discuss the importance of investing in yourself to sharpen those critical sales and leadership skills. So whether you're looking to revamp your sales approach, build stronger client relationships, or simply want to stay ahead of the curve in today's business landscape, you're in for a treat.  About Amy Franko: Amy Franko helps mid-market organizations create exciting futures by transforming their sales strategies, structures, and teams. An angel investor, she's also a board advisor to portfolio companies on sales growth and leadership. Her book, The Modern Seller, is an Amazon best seller, and she is recognized by LinkedIn as a Top Sales Voice. Visit amyfranko.com/blog for more articles like these. Links from today's episode: Amy Franko's website Amy Franko on LinkedIn Susan Finch on LinkedIn Susan Finch's website

According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection point to take a cold conversation and warm it up. Cold-calling is one of the best and highest uses of your time. Learn how to conquer cold-calling in this episode of Sales Reinvented. Outline of This Episode [0:52] Is cold-calling still relevant?  [1:50] Is cold calling an art and a science?  [2:56] How Amy prepares for cold-calling [4:35] Amy's effective opening lines [6:01] How to keep a cold call engaging [7:22] Indispensable tools & technology [9:26] Amy's top cold-calling dos and don'ts [12:24] How Amy combats cold-call rejection Connect with Amy Franko Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

On this show, Heather speaks with Amy Franko about her journey and insights as a sales strategist. Amy is an expert in modern sales and author of the best-selling book The Modern Seller. About Amy Franko:  Amy Franko helps organizations transform sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. Recognized as a LinkedIn Top Sales Voice, Amy is the leading expert in modern sales strategies—including in-demand sales training programs, sales strategy, and as a sales keynote speaker and leadership keynote speaker. She guides growth-oriented organizations to significantly improve their results through B2B sales strategy and sales team skill development. Here are a few key points from their conversation: Selling Skills Leadership and Development in Your Firm The Intrapreneurial Approach Networking and Referrals Check out Amy's book and website: AmyFranko.com The Modern Seller Thank you to our show sponsor! Rightworks — All your accounting apps, unified in the cloud Learn more about the show and our sponsors at Woodard.com/podcast

When we look at companies who are showing  increased revenue year over year, experiencing minimal employee turnover  and have an overall excitement to come to work, we can dot it line back to a positive culture.Within that, how can we create the same for our sales team?  How can we create a culture aligning to our overall company culture, what role does agility play? How can we model the behaviour so that we retain existing member and attract new team members?Tune In to my conversation with Amy Franko, author of The Modern Seller, sales strategist, consultant, trainer and a keynote speaker. Amy helps organizations  transform their sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. (https://amyfranko.com/about/)Shownotes00:52 Women in Sales Month01:07 Introducing Amy04:30 Importance of (Defined) Company Culture06:29 Intentionality and Purpose in Leadership13:08 Agility and The Modern Seller14:44 Pivoting17:17 Commitment & Success19:25 Embodying Culture As A Leader22:03 Accountability & Awareness26:14 Transparency30:52 Importance of Training39:44 "Dance In The Moment"46:08 Learning New Things51:57 "Facilitating and Frameworks"55:25 Relationship Building60:12 Get In Touch With AmyGet in Touch with AmyAmy's WebsiteLinkedIn YoutubeFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

Meet Amy FrankoAmy Franko is the leader in modern sales strategies. She helps mid-market organizations to grow sales results, through sales strategy, advisory, and skill development programs. Her book, The Modern Seller, is an Amazon best seller and she is recognized by LinkedIn as a Top Sales Voice. amyfranko.comSometimes we believe if we bring an experienced salesperson in, they're just naturally going to know how to do things and we leave it up to chance. It does open it up for risk, right? Absolutely. And and if it's helpful for those listening, I kind of give a little differentiation between process and methodology, kind of along the visual lines here.If you kind of consider your process, think of it like a staircase. It's those steps that you take that are, they're often linear. You might have to backtrack a couple times and jump ahead, backtrack, but there's a set of steps that you typically will follow to get from finding an opportunity to closing an opportunity.And it's pretty predictable. 80 percent of your opportunities will follow a very similar if not identical process. Methodology is like the chess match. Methodologies are like all the chess pieces on the board. You pick and choose from the pieces that make the most sense to help you get ahead. Strategies, skills, relationships, behaviors, all those things that you can choose from that don't necessarily have a linear path, but modern sellers have the acumen to sort out what they need to move something forward.What are the unique challenges and opportunities that women in manufacturing sales may face compared to their male counterparts? When I worked at IBM, I was on the sales team. My first, second and third line leaders were all women. And this was 20 years ago. When I share that story with people, they're like, wow, really? And probably at IBM, it might've been a little more common than in other organizations, but generally speaking, in the manufacturing sector and in a lot of sectors, that is not the case. What I learned from that was it was really great to be surrounded by female leaders, because I could see myself in those types of roles if I wanted to be in them in the future.But I was also surrounded by some really awesome rock star saleswomen who kind of took me under their wing when I was younger in my career. They would take me on calls with them. They would let me shadow them. And so I learned a lot from those highly successful women. The challenge side of things is that those examples don't happen enough. And seeing more women get into those types of roles, stay in those roles, and then bring more women along with them.And so much more… Connect with Amy!LinkedInamyfranko.comThe Modern Seller: Sell More And Increase Your Impact In The New Sales EconomyConnect with the broads!Connect with Erin on LinkedIn for web-based solutions to your complex business problems!Connect with Lori on LinkedIn and visit www.keystoneclick.com for your strategic digital marketing needs! Connect with Kris on

In this edition of "Building the Premier Accounting Firm," the host, Roger Knecht, engages in a thought-provoking conversation with Amy Franko, a renowned sales expert and a distinguished LinkedIn Top Sales Voice. Amy imparts her invaluable insights into the realm of sales strategies and the cultivation of a business development mindset tailored specifically for accounting professionals. The discussion commences with Amy drawing a clear distinction between sales and marketing, delineating sales as the direct engagement with potential clients while underscoring marketing's role in establishing general brand recognition. Amy underscores the significance of devising a robust sales strategy and methodology, underpinned by the appropriate technological tools, streamlined processes, and comprehensive skills training. This amalgamation forms the bedrock of what she terms a "business development mindset." They talk about why many accounting professionals don't perceive themselves as salespeople. Nevertheless, Amy underscores the development of confidence and competence in articulating their services and pricing as an absolute necessity. Amy also stresses the art of posing pertinent questions, actively listening to clients' needs, and customizing solutions in response. She highlights the ideal stage of a professional's career at which to foster these sales skills. Amy counsels harnessing the capabilities of technology frameworks and enhancing one's remote communication proficiencies. Furthermore, she emphasizes the creation of a direct client database, advocating a proactive approach rather than sole reliance on social media platforms. In her role as a business owner, Amy underscores the value of fostering collaborations with her bookkeeper, CPA, and financial planner, enabling her to make informed decisions from multifaceted perspectives. She encourages accountapreneurs to fortify their relationships with clients through connections with other trusted advisors. As the episode draws to a close Amy reminds entrepreneurs to consistently assess their growth strategies and ensure the presence of well-defined business development structures and honed skills, vital for attaining their objectives.  For more tips and advice on how to make your firms the premier accounting firm in your area, be sure to subscribe to the ‘Building the Premier Accounting Firm' podcast to stay updated with the latest trends and insights in the accounting and business world. Remember, if it's about accounting, it's universal!   Your Host: Roger Knecht, president of Universal Accounting Center Guest Name: Amy Franko Amy Franko helps organizations transform sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. Recognized as a LinkedIn Top Sales Voice, Amy is the leading expert in modern sales strategies—including in-demand sales training programs, sales strategy, and as a sales keynote speaker and leadership keynote speaker. She guides growth-oriented organizations to significantly improve their results through B2B sales strategy and sales team skill development.   Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.   Offers: Download Amy Franko's eBook: Essential Strategies for Sales Growth in Today's Markets  Sales is the growth engine of any successful organization. When done well, modern selling is a way to earn trust, help your clients solve problems, and make their business better—even in times of disruption and ambiguity. https://amyfranko.com/resources/ebooks/essential-strategies-for-sales-growth/   Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable.  These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: “Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds” – the how-to-guide e-book for accounting professionals “in the BLACK, nine principles to make your business profitable” – e-book Learn what it is you can do to become an author, leveraging your expertise to market effectively your services and get the clients you deserve.  This is a webinar you don't want to miss.  Learn from Mike Capuzzi what a Shook is and how you can use it to position yourself as the Premier Accounting Firm in your area.  This is a must-see presentation so get ready to take some great notes.   In addition to becoming an author, see what you can do to follow the Turnkey Business plan for accounting professionals.  After more than 40 years we've identified the best practices of successful accountants and this is a presentation we are happy to share.  Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center.   For Additional FREE Resources for accounting professionals check out this collection HERE!   Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.   Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe.   Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback   For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at www.universalaccountingschool.com or call us at 8012653777  

Join us this Wednesday for a new episode where Roger discusses business development strategy with Amy Fanko.  

It doesn't matter if you're in B2B or B2C sales, you need to have a compelling LinkedIn profile for two big reasons: Your clients and prospects will research you and want to know that you're credible. Secondly, it's an opportunity to showcase your knowledge and who you are without being salesy. So how do you create a profile that leads to customer engagement? Amy Franko shares her strategy in this episode of Sales Reinvented.  Outline of This Episode [0:55] Is a compelling LinkedIn profile important? [1:56] What elements have the greatest impact on sales? [3:39] How to tell your professional story on LinkedIn [4:49] Update your profile and focus on engagement [7:01] Tools to measure the impact of your LinkedIn profile [7:48] Amy's top three LinkedIn profile dos and don'ts [10:45] Take online conversations offline into the real world Resources & People Mentioned Social selling Index Connect with Amy Franko Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

On today's episode Gina welcomes long time friend Amy Franko, keynote speaker, author, and Sales and Growth Strategist at Strategic Selling Academy. Gina and Amy discuss the dynamics of effectiveness, leadership, and self-awareness. They reminisce about  Amy's past opportunity to co-host the show and her deliberative decision-making process, emphasizing the balance between emotional excitement and practicality. They explain the journey to mastery and the power of consistency in personal growth, highlighting the transition from confidence to cockiness in one's endeavors. Leaders' roles in providing feedback are examined, with a focus on seeking positive feedback, investing in personal coaching, and requesting feedback from leaders to shift conversations toward strengths and positive aspects. They talk about the significance of the StrengthsFinder assessments for understanding natural strengths and the interconnectedness of effectiveness, efficiency, engagement, and enjoyment in one's work. Gina explains her remaking of Carolina Improv 2.0 to illustrate the importance of maintaining the sweet spot between confidence and engagement while filtering activities to prioritize those that truly matter. She and Amy underscore the ongoing process of fine-tuning and awareness in optimizing one's commitments and effectiveness in whatever life brings. 

A Great Modern Seller Leverages These 5 Skills In this podcast, Jeb Blount and Amy Franko discuss the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to executives based on knowledge of their organization, rather than regurgitating information that can be found online. They also discuss the importance of discipline and habits in maintaining success as a salesperson, especially when working from home. Finally, they touch on the rebirth of field sales and the importance of building strong relationships with leadership. Instead of simply regurgitating information that can be found online, sellers must have a deep knowledge of their clients' organizations in order to provide business insights that are truly valuable. Ask provocative questions that create awareness of potential problems or opportunities within the organization. Build strong relationships with leadership and even going as far as getting into the "bowels" of the organization to get a better understanding of what's happening. Modern sellers must also have an ownership, or entrepreneur, mindset. They should look at their sales territory as a business, and make decisions based on the top and bottom line as well as weigh risks and opportunities. Discipline and habits are also crucial for maintaining success as a modern seller. For instance, you should build a strong plan, set goals, track your activities and metrics, and adapt to changes in the sales landscape. Building strong relationships with leadership and being able to adapt to changes in the sales landscape. What Differentiates A Modern Seller? The truth is that there are core basic activities that every salesperson must perform. Modern sellers have elevated these skills, honing the craft of selling to rise above their competitors and sell differently - and better. When Amy was doing research for her new book, The Modern Seller, she noticed a particular set of skills that stood out from the rest in terms of indicators of success for salespeople. There are the "everyday skills" of prospecting, presenting, negotiating, and closing. Then there are five skills that modern sellers consistently do better than others, and are clear differentiators. Agility Entrepreneurship Holistic Sales Territory and Pipeline Management Strategic Relationship Building Ambassadorship Through Amy's career and observations, she has found that mastering these five skills is key to standing out as a top seller. Whether you are an individual seller or a leader building these skills in yourself or your team, these are skills that you should prioritize for the future. Modern Sellers Are Masters Of Business Acumen One of the biggest challenges for sellers today is the level of business acumen that they are expected to have. It's not just about having a feature-benefit-price conversation anymore. Instead, sellers must study the client's business and industry to have more in-depth, business-oriented conversations. Modern sellers need to display a level of business acumen that other sellers may not possess, or they may need to focus on improving these skills. Ultimately, a modern seller is someone who truly differentiates themselves and stands out for their clients. The best sellers out there cannot be separated from their product or service because they are a crucial factor in the equation of their client's success. Business acumen is essential to connect with clients and demonstrate the value of your services or products in addressing their individual and unique business challenges, issues, and opportunities. In longer cycle sales, where the complexity is higher, simply providing a standardized proposal deck is not be enough to stand out. Instead, you need to be able to build a bullet proof business case that clearly demonstrates ROI. This requires the ability to show the actual outc...

Amy Franko - The Power of Mindset in Sales: How Strategic Social Selling and Intentional Outreach Lead to High-Impact Relationships

In this empowering episode, we dive deep into the world of sales with the brilliant sales strategist, Amy Franko. With a wealth of experience and insights, Amy reveals the keys to building resilience in the competitive sales landscape. SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Amy is a nationally-recognized sales strategist, author, and keynote speaker. She also has served as chairwoman of the Board of Directors of Girl Scouts of Ohio's Heartland for four years. In this role, she has overseen a $16 million transformational initiative to build a new STEM and leadership center to transform workforce development. Amy also …

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko, a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller.Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions, but they must also be able to "bring the goods" and have the business acumen that allows them to make smart recommendations. Amy also provides suggestions so sellers can determine if their approach is actually consultative.HIGHLIGHT QUOTESConsensus building does not mean agreement, it's a compromise - Amy: "The idea of consensus building, and the consensus isn't necessarily 100% agreement. You have a room of 5, 8, 10 people that are involved in maybe a very complex opportunity, the odds of every single one of them agreeing on everything is really small.""There are tradeoffs that have to happen or maybe some difficult conversations and we as a sales professional or sales leader in that conversation, we can actually guide that and help them to have those conversations and make those tradeoffs so they can get to a point where they could make a decision."Create a question bank before every sales conversation - Amy: "Before you get every conversation, having that mindset of how can I best help the customer, how can I best serve the customer? The great question is an excellent place to start and I often encourage my clients to create a question bank. You only need maybe 3 or 4 questions to go into any sales conversation. They have to be the right questions, but that type of individual prep." Connect with Amy and get The Modern Seller:Amy Franko | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here

Amy Franko is one of the sales industries leading voices, helping organizations transform sales culture and build high-impact sales leaders through her selling programs. She is recognized as a LinkedIn Top Sales Voice and has had a successful B2B sales career, working with global tech companies such as IBM and Lenovo. Her book, The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy was named a top sales book of 2020 by Top Sales World.   In this episode, we'll be exploring some of the themes from her book.   Here are some of the topics covered in this episode: The five key components of a modern seller How you can use modern selling to show value in a commoditized market Ways of getting out of a rut by identifying patterns How loyalty can turn small wins into bigger wins over time    More From the Guest Linkedin: https://www.linkedin.com/in/amyfranko  Website: https://amyfranko.com/      Listen to more episodes of the Outside Sales Talk here! https://www.badgermapping.com/podcast       Start Selling More Today with Badger Maps - The #1 Route Planner for Field Sales   See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/      If you love the Outside Sales Talk podcast, you'll also love Badger's newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts. Are you in? Subscribe to Badger Maps' newsletters now! https://www.badgermapping.com/newsletters/

Amy Franko has spent the last 16 years working with mid-market sales organizations helping sales leaders worldwide create new sales success standards through sales strategy, advisory, and skill development programs. Her work has been a massive success and she's emerged as an expert in modern sales strategies. She joins us today to share why too many sales organizations don't use metrics effectively…and how to fix it. This is an episode that will help you transform how you create value to those members of your team with some tools you can use immediately to make a difference. You can connect with Amy on LinkedIn here (www.linkedin.com/in/amyfranko) Learn more about Amy and her organization here (https://amyfranko.com/) Check out Amy's Sales Planning Template here (https://amyfranko.com/sales-worksheets/) Learn more about Amy on her blog here (www.amyfranko.com/blog) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United on Patreon Here (https://www.patreon.com/SalesLeadershipUnited).

Amy Franko helps organizations transform sales culture, ignite sales growth, and build high-impact leaders through her strategic selling programs. Recognized as a LinkedIn Top Sales Voice, Amy is the leading expert in modern sales strategies—including in-demand sales training programs, sales strategy, and as a sales keynote speaker and leadership keynote speaker. She guides growth-oriented organizations to significantly improve their results through B2B sales strategy and sales team skill development. In this episode we find out more about Amy, and why she credits coming from a large family with her success in sales what does "modern selling" mean? what are the misconceptions of today's selling situations? what are her observations about women in sales? what has she learned from her successes and failure? and finally, her 3 pieces of advice (you will love #!) Learn more about Amy and her background here. And grab a copy of her book right here. Hosted by Betty Collins, CPA, and Director at Brady Ware and Company. Betty also serves as the Committee Chair for Empowering Women, and Director of the Brady Ware Women Initiative. Each episode is presented by Brady Ware and Company, committed to empowering women to go their distance in the workplace and at home. For more information, go to the Resources page at Brady Ware and Company. Remember to follow this podcast on Apple Podcasts and Google Podcasts.  And forward our podcast along to other Inspiring Women in your life.

How to Become a Modern Seller with Amy Franko Sales Series In today's episode, I interview Amy Franko, a leading sales strategist for growth-oriented mid-market organizations. She works with a variety of sectors to grow sales results through sales strategy, assessment, and skill development programs. Her book, The Modern Seller, is an Amazon best seller and she is also recognized by LinkedIn as a Top Sales Voice. Today's episode discusses how women entrepreneurs can change the way they think about sales and their own business, find the unique value they have to offer, and take all the pressure off of sales calls with one simple switch. Some top tips … Amy discusses how a mental shift can change your entire outlook and bring more peace into the way you approach sales. She believes that once entrepreunerus know their business inside and out, their bottom line and their weak spots, it helps build a more profitable business. Amy talks about how finding value in your work and expertise, and betting on yourself, will make you a stronger modern seller. This episode at glance … >>(2:25-3:40): What makes the biggest difference in building a sales career in the corporate world >>(3:40-5:00): The biggest mental shift coming from corporate to owning your own business >>(5:00-11:00): Defining the modern seller >>(11:00-16:10): The skills required for any modern seller >>(16:10-18:45): Changes business owners can incorporate into their 2023 goals >>(18:45-22:00): The biggest mistakes people make in sales >>(22:00-26:20): How business women change can stop playing small and go after larger clients >>(26:20-28:30): How to pitch yourself for speaking opportunities >>(28:30-31:45): Tips for being a modern seller Rate, Review, & Follow on Apple Podcasts “I love Christie and The Business That Story Built podcast!” Does that sound like you? Please consider rating and reviewing my show! This helps me support more people like you who want to build a stronger business. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven't done so already, follow the podcast! Every week I release an episode that helps strengthen the stories we tell ourselves and the stories we tell others. Follow now! Links to reach Amy Franko & Christie Bilbrey amyfranko.com https://amyfranko.com/resources/ebooks/a-modern-seller-is-social/ https://amyfranko.com/resources/ebooks/the-modern-seller-inventories-free-resource/https://www.linkedin.com/in/amyfranko/ www.christiebilbrey.com hello@christiebilbrey.com Download my free guide: 10 Tips to Grow Your Business as a Podcast Guest Instagram: https://instagram.com/christiebilbrey LinkedIn: https://www.linkedin.com/in/christiebilbrey/

Today's guest in the Expert Insight Interview is Amy Franko. She is a leader in modern sales strategy. She helps mid-market organizations to grow sales through sales strategy advisory skills development programs. Her book "The Modern Seller" is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. Amy and Our host John Golden discuss "How to improve your consultative selling skills.”

Join Pete with podcast producer Chris Stone from Cast Ahead as they share their experiences from the Outbound 2022 Conference! They will share interviews they had with some of the featured speakers they met with. This includes Mark Hunter, a consultant, sales leadership coach, and best selling author. And also Amy Franko, a keynote speaker, sales strategist, and author for her Amazon best seller book The Modern Seller.    OutBound is the biggest, baddest conference in the Sales Profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity. Attracting over 2000 attendees from across the globe and growing each year, they feature a once-in-a-lifetime lineup that includes the world's most respected speakers and trainers, OutBound is an event built for individuals who are looking to reach higher and entire sales teams that want to up-skill, recharge, and gain a decisive competitive advantage.

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.   #amyfranko #bigtincan

Storytelling is the first thing you can use to bring a situation to life and help someone connect with your product or service. Stories also give you credibility. That's why stories should consist of genuine and relevant examples that help you better connect with your client. Even someone naturally skilled as a storyteller would benefit from learning skills to stay relevant. If it doesn't come naturally to you, it's a skill you can build and find success with. Amy Franko shares more of her thoughts on the topic in this episode of Sales Reinvented!  Outline of This Episode [0:55] Why storytelling is incredibly important [1:55] Can you learn how to tell stories well?  [2:45] The 3 ingredients of a story that sells [3:59] Attributes of a great storyteller [5:18] Resources to improve your storytelling [6:13] Top 3 storytelling dos and don'ts [10:09] Involve your clients in your stories Relevant Examples are key to stories that sell Amy notes that relevant examples are a key ingredient to great storytelling. So is brevity and credibility. If a client is able to visualize the relevant example you're sharing with them, it helps them connect to you as a credible source. Secondly, it helps them to connect and visualize—in their own environment—what you're trying to convey. Do your examples in your stories help your clients challenge their thinking? Do your stories help them see things in a new light? What are the attributes of a great storyteller? Listen to hear Amy's thoughts! Amy's 3 storytelling dos and don'ts What can you do to improve your storytelling? Amy's dos and don'ts are spot-on:  Keep a list of your stories and examples. You experience so many things in your personal and professional life that it's impossible to catalog all of them in your head. So keep a running list in a notebook or a word document that you can pull from when you're searching for a relevant example.  Ask 2–3 of your best clients if they're willing to share the story of your work together. Anytime Amy works with a prospective client, she asks for 2–3 people they can talk to that would be willing to have a conversation. Use data to augment your examples where it makes sense. Don't lean heavily on data and metrics. The best storytellers can use that data to support a story. It can tell you how you need to change. The more comfortable you are with data, the more useful it becomes. Don't forget to make your story relevant to the client. You're better off with no example or story than using one that isn't relevant to the situation.  Don't forget what you've learned—your own stories and experiences—are valuable to your client's scenario. Everything that you've learned along the way makes who you are. Use it as part of your storytelling process. Don't forget that brevity is key. If you're listening to someone tell a story and you lose track or forget what the purpose is, it's too long.  Involve your clients in your stories by sharing relevant examples Amy had successfully made it to the final round in the running for a big opportunity with a client. She knew that she had to stand out from the other two competitors, which can be challenging when someone is seeing multiple presentations. What was her competitive advantage? Stories.  Amy got to meet virtually with a number of the stakeholders who were going to be part of the decision making process for this RFP. In that process, Amy learned about them, what was important to them in the project, and what each person's decision-making process looked like.  Then she weaved that information into her presentation. She had built rapport through initial conversations and shown that she had listened to them by using relevant examples in her presentation. It helped her overcome the challenge and she ultimately won the RFP.  Involve your clients in the story where you can. It helps them feel connected. What can you learn and takwary from what they share with you that can be woven into a story? Lastly, Amy emphasizes that you must use stories to connect. People remember stories long after facts, figures, and data.  Resources & People Mentioned Amy's book: The Modern Seller Connect with Amy Franko Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Our role as modern sellers is to solve our clients' and prospects' business challenges. When we do that successfully, we increase revenue growth. Amy Franko joins our host Diane Helbig to talk about how when you develop sales enablement strategy centers of excellence, you'll help your team sell more efficiently and more effectively. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. When running a business, your employees can create all kinds of interesting situations: Like getting complaints because someone on the team always smells horrible. You better talk to Bambee. Learn more about Amy Franko at Helbig Enterprises.

Decision Vision Episode 176: Should I Continue Investing in Sales and Marketing in a Recession?- An Interview with Amy Franko, Amy Franko Associates Tempting as it may be to cut expenses such as sales and marketing when faced with the prospect of a recession, Amy Franko argues that is a mistake. Joining host Mike Blake […] The post

Decision Vision Episode 176: Should I Continue Investing in Sales and Marketing in a Recession?- An Interview with Amy Franko, Amy Franko Associates Tempting as it may be to cut expenses such as sales and marketing when faced with the prospect of a recession, Amy Franko argues that is a mistake. Joining host Mike Blake […]

Amy Franko is a keynote sales speaker and the author of "The Modern Seller: Sell More and Increase Your Impact in the New Sales Economy" Amy is also the Chair of the Board of Directors of Girl Scouts of Ohio's Heartland where they are building an amazing STEM project for their Girls Scouts which we also discuss. Learn how Amy got into sales as an English and Communication college grad and how she's been drawn to tech during her career. Learn more about Amy at https://amyfranko.com/

On today's episode, Gina and Susanna welcome the incredible Amy Franko, sales strategist, consultant, trainer and key note speaker. Amy begins by delving into the mindset of leaders and  companies in the current economic climate. There are those that are holding back and shrinking, and there are those that are continuing to invest and grow and leveraging opportunities. She explains that sales strategy and skill development that is championed by company executives are the ones that find the greatest success. They talk about the value of high-quality recruiting, and how losing a sales professional can mean a huge hit to your P&L in both hard and soft costs. Amy also talks about her book, The Modern Seller and gives five capabilities of a successful modern seller. She also explains how her work as a consultant, trainer and skill development coach, leads to discovering other needs within sales within an organization which leads to long term advisory work.  They also discuss the feeling of being back to selling and interacting in person, their best ways to “operationalize the day” (Trademark Gina Trimarco), the importance of silence, why people quit sales, why patience and persistence are the key to change, how coaches need coaches, and is it possible to over learn? Learn more about Amy Franko Buy The Modern Seller More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast! More About Susanna After graduating from Cambridge University in Music and Education, Susanna took her first sales role selling advertising space on websites. She's always been intrigued by the unfair negative stigma associated with sales and the way that after their initial excitement to work in sales, people will do everything they can to avoid actual prospecting. With 14 years of experience in recruitment, Susanna challenges this mindset through her successful business sourcing sales professionals into recruitment roles. Susanna decided to become a Sales Gravy Master Trainer because Sales Gravy's vision matches her own beliefs and values. Susanna is committed to providing excellence and dedication to all of her trainees so that they can achieve their goals and succeed in sales.    

Renowned sales leader Amy Franko joins our beloved hosts at Social Sales Link to jump right into the heart of social selling — identifying and building the right relationships as a modern-day seller. Listen as Amy explains what it takes to become a recognizable sales professional in the marketplace and the importance of being considered as a difference-maker.

Join host Adam Michalski as he interviews Amy Franko, Founder & CEO of Amy Franko Associates. They discuss how to integrate partnerships into different levels of the sales process.Topics Covered:Amy's Journey to Sales & PartnershipsHow Sales People Should Approach PartnershipsCentering the CustomerAvoiding the Price Race to the BottomAdvancing Partnerships through ManagementPartner with Amy:WebsiteSales TrainingContactPodcastTwitterSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

Olivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia. Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. As the sales economy has shifted, so have the ways that buyers engage with salespeople and this means that the skills and tools that salespeople need to be successful today are constantly evolving and sales enablement can be the key to equip teams for high performance. Amy Franko explores this evolving landscape and best practices to enable success in her book, “The Modern Seller”. I’m so excited to have Amy with us today to talk a little bit more about some of these best practices. With that, Amy, I’d love it if you could just take a second and introduce yourself to our audience and tell us a little bit more about your book Amy Franko: Olivia, it’s great to be here. Thank you for having me and just a little bit about myself, I got my start in technology sales. For the first 10 years of my career, I was in the tech space and I was in sales roles for companies like IBM and Lenovo. Then about 15 years ago I took the big leap into entrepreneurship and I started my own organization that really is a fun, exciting intersection of all the things that I love to do, which is sales, leadership, and learning and development. Sales enablement is really a great descriptor for the type of work that I love to do because today what I do is I work with mid-market-sized organizations across a variety of different sectors. I will work with their CEOs, or their sales teams, a lot of times it’s a combination of both, and what I help them to do is improve their sales growth, improve their results in the realm of sales strategy and also skill development and in other consulting oriented problems that they’re looking to solve. So that’s a little bit about me in a nutshell and in the work that I love to do, that I get to do. OF: Fantastic. Well, we are so excited to have you here and to learn from all of your amazing expertise. You actually spoke at one of our events last year, the Enablement Assembly and in that you shared an interesting statistic that sellers that are hired today could need up to 10 new skills in less than two years. Why do you think that sales skills are evolving so quickly? AF: Yeah and in that particular skill or that particular statistic I should say was something that I had picked up in my own research from Harvard Business Review and when I read that particular statistic it really struck me because of just the acceleration of what sales professionals and also by connection, sales enablement professionals, need to be continually evolving and learning. I think the reason why it has grown so exponentially and so quickly is that there’s just a larger swath of skills that are needed for sales professionals and sales leaders to be successful. It is not only the tactical skills of a sales process. Identifying opportunities, prospecting, presenting, negotiating, closing, those skills are still extremely important, but now they’re surrounded by other types of skills. Skills behind the skills, I like to call them. These are things like business acumen, things like agility, thinking like an entrepreneur. These are the things that were really the catalyst of writing “The Modern Seller”. So, I think that that swath of skills has really gotten a lot wider. I also think it’s a great opportunity for sales professionals and sales enablement professionals to not only build those skills and themselves, but sales enablement professionals I think can be cutting edge and be leaders and make sure that sales leaders and sales organizations are building those skills. OF: Absolutely. So your book details five of those skill sets that are really becoming essential to sales success today. You talk about being agile, entrepreneurial, holistic, social and ambassadors. I’m wondering if you could tell us a little bit more about why those skills rise above the rest and then what role do each of those skill sets play in today’s selling landscape. AF: It was interesting as I was researching the book. As I was researching the book, I was interviewing sales leaders and sales professionals, mining my own experiences, mining current research and really just looking at my clients and prospective clients and as I was looking through all of those sources and looking for patterns and trends, which is absolutely a skill of today’s sales professionals and sales enablement professionals, what I started to see were these categories that were presenting themselves to me and those were those five that you just mentioned. I call them the five modern selling capabilities and I see these as skill sets that we can be building as sales leaders and sales professionals that help us to better execute the everyday sales skills that we need to be working with our clients and our prospective clients. OF: Definitely. So in this modern sales economy, how can enablement leaders help salespeople keep pace with all of this rapid change and really stay ahead of the curve? AF: I like to think in frameworks and I teach in frameworks so that’s how I’m going to tee up the answer to this question. I really believe that sales enablement leaders, practitioners think in what I like to call a center of excellence type of framework. For any given organization, there are a variety of centers of excellence that are needed to be successful with sales. This is everything from your structural pieces like your technology stack, your CRM to your process-oriented pieces, like your sales processes, your sales methodologies, your people. So your talent acquisition, the way in which you compensate people, the way in which you skill people up. So there are different centers of excellence that I believe that if sales enablement professionals and leaders can organize around those and tap into them, they can solve virtually any sales problem to help their sales organization excel. OF: Absolutely. You also mentioned in your book and I found this very interesting you know that there’s a disconnect today between executive leaders and the sales organization. I’m wondering if you could tell us a little bit about some of the potential symptoms and repercussions of that disconnect and how can enablement really helped bridge that gap effectively. AF: Yes. If I start with the back end of that question first with the role that sales enablement professionals can play, I see this in the learning and development space too, and I think it translates well. First, it’s the concept that as sales enablement professionals and leaders that you are peers and you are in the business. You may have certain things that you specialize in like talent acquisition or tech or whatever that happens to look like, skill development, but you have to see yourself as someone who works on improving the business first and seeing yourself as a peer. I think that’s a big part of the equation where sales enablement professionals can play, but to kind of come back to the first part of that question, which is what, what are some of the issues? I think one of the biggest issues is the disconnect and sometimes the communication challenges between a board of directors, executives, executive staff, so your C suite and then the sales organization. So for example, if especially in publicly traded organizations, you maybe get some analyst advice or analyst opinion, I should say, about how the organization might structure itself to be more profitable into the future, you might have a board or a CEO that says we need to change our go-to-market strategy, we need to change the way in which we price and sell certain products or solutions. That can have a major downhill impact on the sales organizations and on customers and it’s something that I see pretty regularly because it ends up having an unintended consequence. The symptom is the lack of communication at the top and changes in the business that are made sometimes at the top without thinking all the way through what the unintended consequences might be. The result is the unintended consequence which could be lost customers, lost revenue, lost star performers on your sales teams because they aren’t happy with the outcome of some of those decisions. Those are some of the things that I see the disconnect in those groups and sales enablement professionals and leaders can be the solution to that because if they’re paying attention to everything that’s happening from that sales perspective, people process technology, they can plug in and be a part of that solution, assuming that they have the right seat at the table, right, that they have to be a part of those types of discussions at the very top of the house. OF: Absolutely, and one of the things that you mentioned there is really the importance of relationships. Building connections across the business really requires you to have very strong relationships with partners. A strategy that you recommend in your book is actually called the Social Capital Framework, which includes the idea of a mindset for relationship building. How does that mindset really influence enablements’ ability to build effective relationships, particularly with stakeholders? AF: Yes, so for anybody who’s watching or listening, just to give you a very quick recap on the framework, so that social capital framework has four pieces to it, there is mindset, there are goals, there is your network ecosystem and your habits and they all play a role in your ability to build really strong strategic high impact relationships. The mindset piece is so interesting because it’s probably the most foundational piece, but sometimes you have to take action in the other parts of the framework in order to build the mindset, it’s sort of this double-edged sword, if you will. I would say from a mindset perspective the mindset first, and I’ve alluded to this a little bit, is that you are a professional in the business, who happens to have sales enablement expertise and taking the mindset that you are a bridge builder. You are a relationship builder. You have a strategic seat at the table. You’ve earned that seat at the table. We have to have that talk track in our minds, so that’s part of the mindset, but the action also has to follow where you’re building your own skills. You are making sure that you’re a part of the right conversations and that’s where sales enablement leadership can play a really important role. But the mindset and the action have to have to be in sync. And sometimes you have to take the action to build the mindset. OF: One thing that you talk about when it comes to building those partnerships and relationships is the idea of nurturing your network ecosystem. I’m curious if you could tell us a little bit, what advice would you give enablement practitioners to really build out their network and develop some of those high impact business relationships and how can that actually help enablement stay ahead of some of the trends as you know, the sales landscape continues to evolve? AF: Yeah. I’ll give maybe two or three real tactical pieces of advice around building those relationships. I would say first and foremost, and some of this depends on your own personal career background, so I feel like I was very fortunate to have 10 years of my career early on in sales because it gave me such a fantastic foundation for what I do now. But not every sales enablement professional may have been in a sales role, right? So I always highly encourage any professional or leader, spend some time with your sales teams, whether you’re spending time with them virtually, or if you have the opportunity to spend time with them in person and with customers that right there is always gold because it just gives you a real-life perspective of what a customer might be going through, what a sales professional might be going through in order to create successful relationships. That’s always one of my first pieces of advice to anybody in the sales enablement field is to spend that time. Beyond that, looking at your own skill set in order to build business acumen in order to continue earning that seat at the proverbial table, building your skill set in things like go-to-market and strategy, like sales strategy or go to market strategy, building your skill set in finance will help give you more credibility for having conversations with high-level executives or perhaps board members of your organization. If I just use myself as a very quick example, I don’t have a finance background, but I am the board chair of a local nonprofit here in Columbus the Girl Scouts and I wanted to build that financial muscle and I knew I would need it as the board chair. I joined the finance committee and I don’t have a finance background and I’m with people who are audit professionals and finance professionals and CPAs, very smart finance people. But I brought a different lens to it and an entrepreneurial lens, a sales lens and I asked different questions. Not only was I learning, but I could also add value in a different way. If you don’t have those skills don’t let that stop you from getting those skills. Then my very last tactical piece of advice is to be a connector and to almost think about your sales team’s almost like prospecting in a way you want to connect with the people that you’re serving and introduce them to maybe one another, to new ideas, to new resources when you are a connector in your organization or you’re part of an organization like Sales Enablement PRO that that right there is gold because you build so many different types of relationships and connections that you can’t help to start seeing those connections and then helping other people make those connections. OF: Fantastic, Amy, thank you so much for sharing all of this insight with us today. I know I certainly learned a ton from you and I know our audience will as well so thank you again. For our audience, how could they connect with you? AF: Yeah so the two best places to connect with me: the first is on my website, amyfranko.com. You can go out there to learn how to get the book which is available on Amazon. There are lots of other free resources out there as well and then secondarily feel free to connect with me on LinkedIn and let me know that you heard me on this podcast. It would be great to see you out there as well. OF: Wonderful. To our audience. Thanks for listening for more insights, tips, and expertise from sales enablement leaders visit salesenablement.pro and if there’s something you’d like to share or a topic that you’d like to learn more about, please let us know. We’d love to hear from you.

Olivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia. Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. As the sales economy has shifted, so have the ways that buyers engage with salespeople and this means that the skills and tools that salespeople need to be successful today are constantly evolving and sales enablement can be the key to equip teams for high performance. Amy Franko explores this evolving landscape and best practices to enable success in her book, “The Modern Seller”. I’m so excited to have Amy with us today to talk a little bit more about some of these best practices. With that, Amy, I’d love it if you could just take a second and introduce yourself to our audience and tell us a little bit more about your book Amy Franko: Olivia, it’s great to be here. Thank you for having me and just a little bit about myself, I got my start in technology sales. For the first 10 years of my career, I was in the tech space and I was in sales roles for companies like IBM and Lenovo. Then about 15 years ago I took the big leap into entrepreneurship and I started my own organization that really is a fun, exciting intersection of all the things that I love to do, which is sales, leadership, and learning and development. Sales enablement is really a great descriptor for the type of work that I love to do because today what I do is I work with mid-market-sized organizations across a variety of different sectors. I will work with their CEOs, or their sales teams, a lot of times it’s a combination of both, and what I help them to do is improve their sales growth, improve their results in the realm of sales strategy and also skill development and in other consulting oriented problems that they’re looking to solve. So that’s a little bit about me in a nutshell and in the work that I love to do, that I get to do. OF: Fantastic. Well, we are so excited to have you here and to learn from all of your amazing expertise. You actually spoke at one of our events last year, the Enablement Assembly and in that you shared an interesting statistic that sellers that are hired today could need up to 10 new skills in less than two years. Why do you think that sales skills are evolving so quickly? AF: Yeah and in that particular skill or that particular statistic I should say was something that I had picked up in my own research from Harvard Business Review and when I read that particular statistic it really struck me because of just the acceleration of what sales professionals and also by connection, sales enablement professionals, need to be continually evolving and learning. I think the reason why it has grown so exponentially and so quickly is that there’s just a larger swath of skills that are needed for sales professionals and sales leaders to be successful. It is not only the tactical skills of a sales process. Identifying opportunities, prospecting, presenting, negotiating, closing, those skills are still extremely important, but now they’re surrounded by other types of skills. Skills behind the skills, I like to call them. These are things like business acumen, things like agility, thinking like an entrepreneur. These are the things that were really the catalyst of writing “The Modern Seller”. So, I think that that swath of skills has really gotten a lot wider. I also think it’s a great opportunity for sales professionals and sales enablement professionals to not only build those skills and themselves, but sales enablement professionals I think can be cutting edge and be leaders and make sure that sales leaders and sales organizations are building those skills. OF: Absolutely. So your book details five of those skill sets that are really becoming essential to sales success today. You talk about being agile, entrepreneurial, holistic, social and ambassadors. I’m wondering if you could tell us a little bit more about why those skills rise above the rest and then what role do each of those skill sets play in today’s selling landscape. AF: It was interesting as I was researching the book. As I was researching the book, I was interviewing sales leaders and sales professionals, mining my own experiences, mining current research and really just looking at my clients and prospective clients and as I was looking through all of those sources and looking for patterns and trends, which is absolutely a skill of today’s sales professionals and sales enablement professionals, what I started to see were these categories that were presenting themselves to me and those were those five that you just mentioned. I call them the five modern selling capabilities and I see these as skill sets that we can be building as sales leaders and sales professionals that help us to better execute the everyday sales skills that we need to be working with our clients and our prospective clients. OF: Definitely. So in this modern sales economy, how can enablement leaders help salespeople keep pace with all of this rapid change and really stay ahead of the curve? AF: I like to think in frameworks and I teach in frameworks so that’s how I’m going to tee up the answer to this question. I really believe that sales enablement leaders, practitioners think in what I like to call a center of excellence type of framework. For any given organization, there are a variety of centers of excellence that are needed to be successful with sales. This is everything from your structural pieces like your technology stack, your CRM to your process-oriented pieces, like your sales processes, your sales methodologies, your people. So your talent acquisition, the way in which you compensate people, the way in which you skill people up. So there are different centers of excellence that I believe that if sales enablement professionals and leaders can organize around those and tap into them, they can solve virtually any sales problem to help their sales organization excel. OF: Absolutely. You also mentioned in your book and I found this very interesting you know that there’s a disconnect today between executive leaders and the sales organization. I’m wondering if you could tell us a little bit about some of the potential symptoms and repercussions of that disconnect and how can enablement really helped bridge that gap effectively. AF: Yes. If I start with the back end of that question first with the role that sales enablement professionals can play, I see this in the learning and development space too, and I think it translates well. First, it’s the concept that as sales enablement professionals and leaders that you are peers and you are in the business. You may have certain things that you specialize in like talent acquisition or tech or whatever that happens to look like, skill development, but you have to see yourself as someone who works on improving the business first and seeing yourself as a peer. I think that’s a big part of the equation where sales enablement professionals can play, but to kind of come back to the first part of that question, which is what, what are some of the issues? I think one of the biggest issues is the disconnect and sometimes the communication challenges between a board of directors, executives, executive staff, so your C suite and then the sales organization. So for example, if especially in publicly traded organizations, you maybe get some analyst advice or analyst opinion, I should say, about how the organization might structure itself to be more profitable into the future, you might have a board or a CEO that says we need to change our go-to-market strategy, we need to change the way in which we price and sell certain products or solutions. That can have a major downhill impact on the sales organizations and on customers and it’s something that I see pretty regularly because it ends up having an unintended consequence. The symptom is the lack of communication at the top and changes in the business that are made sometimes at the top without thinking all the way through what the unintended consequences might be. The result is the unintended consequence which could be lost customers, lost revenue, lost star performers on your sales teams because they aren’t happy with the outcome of some of those decisions. Those are some of the things that I see the disconnect in those groups and sales enablement professionals and leaders can be the solution to that because if they’re paying attention to everything that’s happening from that sales perspective, people process technology, they can plug in and be a part of that solution, assuming that they have the right seat at the table, right, that they have to be a part of those types of discussions at the very top of the house. OF: Absolutely, and one of the things that you mentioned there is really the importance of relationships. Building connections across the business really requires you to have very strong relationships with partners. A strategy that you recommend in your book is actually called the Social Capital Framework, which includes the idea of a mindset for relationship building. How does that mindset really influence enablements’ ability to build effective relationships, particularly with stakeholders? AF: Yes, so for anybody who’s watching or listening, just to give you a very quick recap on the framework, so that social capital framework has four pieces to it, there is mindset, there are goals, there is your network ecosystem and your habits and they all play a role in your ability to build really strong strategic high impact relationships. The mindset piece is so interesting because it’s probably the most foundational piece, but sometimes you have to take action in the other parts of the framework in order to build the mindset, it’s sort of this double-edged sword, if you will. I would say from a mindset perspective the mindset first, and I’ve alluded to this a little bit, is that you are a professional in the business, who happens to have sales enablement expertise and taking the mindset that you are a bridge builder. You are a relationship builder. You have a strategic seat at the table. You’ve earned that seat at the table. We have to have that talk track in our minds, so that’s part of the mindset, but the action also has to follow where you’re building your own skills. You are making sure that you’re a part of the right conversations and that’s where sales enablement leadership can play a really important role. But the mindset and the action have to have to be in sync. And sometimes you have to take the action to build the mindset. OF: One thing that you talk about when it comes to building those partnerships and relationships is the idea of nurturing your network ecosystem. I’m curious if you could tell us a little bit, what advice would you give enablement practitioners to really build out their network and develop some of those high impact business relationships and how can that actually help enablement stay ahead of some of the trends as you know, the sales landscape continues to evolve? AF: Yeah. I’ll give maybe two or three real tactical pieces of advice around building those relationships. I would say first and foremost, and some of this depends on your own personal career background, so I feel like I was very fortunate to have 10 years of my career early on in sales because it gave me such a fantastic foundation for what I do now. But not every sales enablement professional may have been in a sales role, right? So I always highly encourage any professional or leader, spend some time with your sales teams, whether you’re spending time with them virtually, or if you have the opportunity to spend time with them in person and with customers that right there is always gold because it just gives you a real-life perspective of what a customer might be going through, what a sales professional might be going through in order to create successful relationships. That’s always one of my first pieces of advice to anybody in the sales enablement field is to spend that time. Beyond that, looking at your own skill set in order to build business acumen in order to continue earning that seat at the proverbial table, building your skill set in things like go-to-market and strategy, like sales strategy or go to market strategy, building your skill set in finance will help give you more credibility for having conversations with high-level executives or perhaps board members of your organization. If I just use myself as a very quick example, I don’t have a finance background, but I am the board chair of a local nonprofit here in Columbus the Girl Scouts and I wanted to build that financial muscle and I knew I would need it as the board chair. I joined the finance committee and I don’t have a finance background and I’m with people who are audit professionals and finance professionals and CPAs, very smart finance people. But I brought a different lens to it and an entrepreneurial lens, a sales lens and I asked different questions. Not only was I learning, but I could also add value in a different way. If you don’t have those skills don’t let that stop you from getting those skills. Then my very last tactical piece of advice is to be a connector and to almost think about your sales team’s almost like prospecting in a way you want to connect with the people that you’re serving and introduce them to maybe one another, to new ideas, to new resources when you are a connector in your organization or you’re part of an organization like Sales Enablement PRO that that right there is gold because you build so many different types of relationships and connections that you can’t help to start seeing those connections and then helping other people make those connections. OF: Fantastic, Amy, thank you so much for sharing all of this insight with us today. I know I certainly learned a ton from you and I know our audience will as well so thank you again. For our audience, how could they connect with you? AF: Yeah so the two best places to connect with me: the first is on my website, amyfranko.com. You can go out there to learn how to get the book which is available on Amazon. There are lots of other free resources out there as well and then secondarily feel free to connect with me on LinkedIn and let me know that you heard me on this podcast. It would be great to see you out there as well. OF: Wonderful. To our audience. Thanks for listening for more insights, tips, and expertise from sales enablement leaders visit salesenablement.pro and if there’s something you’d like to share or a topic that you’d like to learn more about, please let us know. We’d love to hear from you.

Amy Franko is a keynote speaker, sales strategist, and author specializing in B2B sales and sales leadership development. She works with professional services, insurance, and technology organizations to accelerate their growth results. With over 20 years of client-facing sales experience, Amy began her career with global companies IBM and Lenovo before pivoting into entrepreneurship. Her book of business includes some of the world's most recognizable brands. Her book, The Modern Seller, is an Amazon best seller and was also named a top sales book by Top Sales World. She is also recognized by LinkedIn as a Top Sales Voice. Join me and Amy in this informative and inspiring discussion.

In this episode of the Science of Selling STEM, I had a chat with Amy Franko, a keynote speaker, sales strategist, and author specializing in B2B Sales and Sales Leadership Development. She works with professional services, insurance, and technology organizations to accelerate their growth. With over 20 years of client-facing sales experience, Amy began her career with global companies such as IBM and Lenovo before taking a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. Since that time, the company brand offerings have evolved. It's now known as Amy Franko Associates, with a specific focus on sales and leadership excellence. Her book of business includes some of the world's most recognizable brands and her book, “The Modern Seller” is an Amazon Best Seller, and was named a top sales book by Top Sales World. She is recognized by Linkedin as a top sales voice. Amy shares her journey in sales from starting out in inside sales and how powerful having a technical background was in helping her grow to a leadership position. Along the way, she discovered that her number one skill was her ability to uncover problems, engage with customers, and sell.  She says the way to go for anyone who wants to thrive in sales is to build up one skill at a time and have engaging conversations one customer at a time so that with time one will have created a whole body of work and success. If you're just starting out and you're feeling discouraged, she says you have to start where you're at and stick with it until you're good at it. Tune in to learn more about that and how she applies skill-based development to help sales teams win consistently. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). On Today's Episode of the Science of Selling STEM: Being a natural-born leader and putting it into practice until she got to where she is today (02:07) The one thing that propelled her interest in sales (05:02) How her technical experience helped her grow in her sales career (08:04) Diving into entrepreneurship after proper planning (10:16) Realizing her number one ability was selling and uncovering problems (12:10) Marrying her sales skills with her consulting background (13:53) Living at the intersection of her personal and professional life in the form of leadership (16:47) Helping leaders and salespeople with skill-based development (20:52) Struggling with conflict avoidance and how she has learned to deal with it (27:11) Her pride in the business she's been able to build in the last 15 years (28:56) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne's Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Amy Franko: https://www.linkedin.com/in/amyfranko/ (Amy on Linkedin) https://www.amazon.com/Modern-Seller-Increase-Impact-Economy/dp/1945389621 (The Modern Seller By Amy Franko) https://amyfranko.com/ (Amy's Website) https://twitter.com/amyfranko (Amy on Twitter) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don't forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.

Amy Franko is a strategic sales expert and keynote speaker. As a sales leader, Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a 180° pivot into entrepreneurship in 2007, launching a training company, Impact Instruction Group. In this episode, we talked about the Universal Sales Truths that were true yesterday, are true today, and will be true tomorrow. Take a listen to the episode to find out which universal sales truths Amy talked about.

The really elite sellers pay close attention to their numbers. Do you?   In this episode of INSIDE Inside Sales, Darryl is joined by bestselling author and legend, Amy Franko. Darryl and Amy discuss how imperative it is to regularly monitor your metrics dashboard to better manage your pipeline. They also share fantastic tips such as always knowing your closing rates, ways to keep your top-of-funnel filled, and increasing the profitability of your deals. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales podcast!)

On episode 8 of The Upstream Leader, Jeremy Clopton is joined by Amy Franko, founder of Amy Franko Associates, whose specific focus is on sales and leadership excellence. Amy discusses the importance of distinguishing between marketing and business development, stresses the need to engage in relationship building to be successful, and much more. Get the full show notes and more resources at TheUpstreamLeader.com

Amy Franko joins to take us through her career as an top producing sales rep and eventually into entrepreneurship. Amy spent portions of her sales career with IBM and Lenovo before founding a sales training and consulting firm: Amy Franko and Associates. She's a top LinkedIn Sales Voice, and a #1 bestselling author of the book "The Modern Seller."

What if you could look at your sales process and feel genuine confidence that it had what it takes to drive your growth? Wouldn't that be the dream? Today's guest, Amy Franko, is the best selling author of "The Modern Seller" and founder of Amy Franko Associates. She helps mid-market tech and professional service organizations ignite their sales using a combination of proven strategy and skill development programs.

Amy Franko is our guest on this week's episode. Amy is a sales strategist, speaker, and bestselling author of the #1 New Release, The Modern Seller. She was also named LinkedIn's 2019 Top Sales Voice. Amy helps B2B sellers with her dynamic style, practical experience, and blend of current research and fresh insights. It has been her personal mission and goal to bring her learning and development background to help organizations and individual sellers fill the skills gap in the market and we are so excited to be speaking with her!Amy has created a strategic selling framework and specific curriculum to help identify and implement a healthy sales growth culture within organizations. Often overlooked, her unique ideas help modern sellers develop the skills behind the skills of selling. She shares some of these insights with us, including: Higher-level sales skills Uncovering pertinent client issues and trends How to avoid sales culture pitfalls And more Her company, Amy Franko Associates, works with numerous businesses and thought leaders from around the world to make the most of their sales in a changing economic landscape. She is changing the way organizations do sales. Listen in and have a fantastic sales day!

Amy Franko is the Founder & CEO of Amy Franko Associates. With over 20 years of client-facing sales experience, Amy's career includes sales roles with global companies IBM and Lenovo before pivoting into entrepreneurship.  Today her firm works with mid-market technology and professional services organizations to grow sales results, through both sales strategy and skill development programs. Her book, The Modern Seller, is an Amazon bestseller and was named a top sales book by Top Sales World. She is also recognized by LinkedIn as a Top Sales Voice. One interesting fact about Amy…She currently serves as the Board Chair for Girl Scouts of Ohio's Heartland, which helps over 18,000 girls build their leadership skills. Her favorite Girl Scout cookie as of this recording is the S'more.In this interview, Amy Franko will explain what it means to be a Modern Seller and the five critical skill sets that rise above the rest. Connect with Amy Franko;Top 50 Sales Blog: amyfranko.com/blogAmazon #1 Book:  The Modern Selleramy@amyfranko.comLinkedIn 

At some point, every sales person and marketer feels like they are being pulled into the commodity trap with increasing pressure on margins. Amy Franko, author of The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy, shares relevant lessons she learned from her experience in the computer industry. You'll discover new ideas to help you succeed as we explore the five attributes of successful modern sellers.

Finding herself stuck in the quicksand of selling in a commoditized market, Amy Franko knew she had to do something different. This began her journey towards becoming a modern seller that is agile, entrepreneurial, holistic, social, and an ambassador. Fortunately, she documented her journey in her new book, The Modern Seller. You're going to love the episode. It's packed with so much insight that you may want to take some notes!

Finding herself stuck in the quicksand of selling in a commoditized market, Amy Franko knew she had to do something different. This began her journey towards becoming a modern seller that is agile, entrepreneurial, holistic, social, and an ambassador. Fortunately, she documented her journey in her new book, The Modern Seller. You're going to love the episode. It's packed with so much insight that you may want to take some notes!