“But we never dig deeper into it and that’s where the best information is to help us understand what’s working or what’s not working” – Amy Franko in today’s Tip 209
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Amy Franko. Amy is a strategic sales expert working with professional services, insurance, and technology organizations to accelerate their sales results. Her work is based on 20 years of client-facing sales experience. She is also the author of the book, The Modern Seller, which was named a 2019 top sales book by Top Sales World. Here she is with today’s tip:
Amy Franko: Hello, Amy Franko here. One of the dimensions that I cover in The Modern Seller is that a Modern Seller is Holistic. Every day we have a finite amount of time, energy, motivation, and discipline. Those resources get depleted as we move throughout our day. Modern sellers know that the choices we make with those resources directly impacts what we accomplish in the day and also the sales results we create. Holistic is the mindset of strategic productivity. With so many demands on our days, some specific approaches can help us to better decide where those resources get allocated. Modern selling lists are one strategy for helping you focus on your most important activities and elevating your productivity. These are more than your typical to-do lists. Several of them can be used in collaboration with your CRM and can give you that extra boost of focus. It’s all part of the holistic skill set. In The Modern Seller, I provide 10 modern selling lists. One of those is the win-loss list. Consider this. How many times do we either win or lose a deal and then really take the time to understand why we’re so busy. It’s easy to brush right past a win or a loss and take only that surface-level learning, but we never dig deeper into it and that’s where the best information is to help us understand what’s working or what’s not working, whether that’s what the sales process, a business process, talent or skills. To make the most of this list. Take your most recent win and your most recent loss and dissect them around the end to end experience from both your perspective and your customer’s perspective. Thanks again for joining me.
Scott Ingram: If you’d like a free chapter from Amy’s book: The Modern Seller, just go to amyfranko.com and click the book link at the top. Of course, to make things easy for you we’ve pulled together links to all things Amy Franko on this tip’s page at DailySales.Tips/209
After checking that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!