#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession.
Amy has a take on how modern sellers stand out:
- The value delivered by the solution is less valuable without you as the seller being part of the equation
- YOU are personally seen as a differentiator in the buyers experience of buying from your company
- YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the person who sell to them
Amy introduces the 5 dimensions of #modernselling:
- Agile
- Entrepreneurial
- Holistic
- Social
- Ambassador
She defines and explains each in detail. We investigate why lacking any of these qualities results in a weak pipeline full of maybes and call me backs.
We delve into why 83% of first meetings worldwide never result in a second meeting. Read that again. Most of the 4 in 5 of first meetings are so badly run by the salesperson they are not invited back. Consider the epic waste to your business. Sure, some may be qualified out by the salesperson but consider how much marketing, prospecting, lead generation time, money and resource is squandered thanks to unprepared, badly trained, inept salespeople.
Amy shares a gut wrenching indictment by explaining that research tells us that only 6 minutes in every hour salespeople are in front of prospects delivers any value. 6 ****ing minutes folks!
We have a dig into management and leadership patterns of behaviour that eat into your profits and fritter away opportunities through ignorance, misplaced emphasis and habituated stupidity. Their lack of rigour filters down into the salespeople on the front line.
Have a listen. Please like, comment and share this podcast. Click follow to get notified when I produce a new podcast
You can contact Amy via her websites, LinkedIn or Twitter
-
amyfranko.com (Keynotes & Sales Programs)
-
amyfranko.com/blog (Global Top 50 Sales Blog)
-
impactinstruction.com (Customised Training)
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If you are the owner or CEO of a technology company in the £10m-50m revenue range, and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
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