Amy Franko

Amy Franko, a sales strategy and culture expert and author of the bestseller The Modern Seller, dives into effective metrics management. She reveals why many sales organizations mismanage data and offers solutions to turn this around. Amy emphasizes the importance of using data to empower teams rather than control them, promoting constructive dialogue and continuous learning. She outlines four essential leadership practices and stresses the need for aligning qualitative insights with quantitative metrics to enhance team success.

In this episode, Amy Franko, a sales expert specializing in the mid-market, shares her secrets to enhancing pipeline velocity. She emphasizes the critical balance between speed and quality when moving deals through the pipeline. Amy discusses effective strategies for disengaging from unproductive prospects and the importance of aligning sales compensation with new product launches. Additionally, she highlights how asking the right questions can significantly improve deal qualification and overall sales performance, making this a must-listen for sales professionals.