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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 Bump
Your prospecting partner to authentically fill your pipeline with ideal customers.

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Ep. 38 - Bonus edition - CoreLogic HPI, and Affordability Report