Mastering Modern Selling
At Mastering Modern Selling, our mission is to equip you with the insights, strategies, and tools necessary to excel in the ever-evolving landscape of sales. Traditional sales approaches, marketing tactics, and lead-generation methods are becoming obsolete. In today's market, buyers dictate the buying process and have little patience for cold calls, email blasts, or aggressive sales tactics.
In this new era of sales and marketing, success hinges on building meaningful relationships with prospects and buyers. We believe in leveraging the power of modern strategies, techniques, and technologies to foster these connections. This approach, often referred to as Modern Selling, encompasses leveraging digital and social channels to create demand and cultivate strong relationships with prospects, partners, and customers.
By mastering Modern Selling, you and your team can enhance your visibility in the marketplace, establish yourselves as trusted advisors, accelerate pipeline growth and revenue, and position yourselves as the employer of choice in your industry.
Join us on Mastering Modern Selling as we explore the principles, practices, and innovations driving success in today's sales landscape.
Mastering Modern Selling
MMS #113 - Adapting Sales Strategies for the Modern Marketplace
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.
Check out our Live Show Events here: Mastering Modern Selling Live Show
Subscribe to our Newsletter: Mastering Modern Selling Newsletter
