Catherine Lang-Cline of Portfolio Creative is one of Columbus’ rockstar business leaders, and I am so happy she invited me to join her on The Secret Art of Business podcast. Sometimes we are prone to separate business and creativity… but I love bringing them together because they do enhance each other! In reflecting about this discussion, I realized I have never really thought of myself as a creative person in terms of traditional art and design. But sometimes we need to change our own narrative. We are *all* creative, we just have different ways of expressing it! This was a fun discussion, an ..read more

Your sales commission philosophy and sales commission structure are key tools to create both a healthy sales culture and a profitable organization. Sales leaders should read this article for a checklist to help you determine your strengths and weaknesses in your current plan. ***** A federal court recently handed down a landmark decision impacting commission structures in the real estate industry. Cited in the WSJ, “The National Association of Realtors and several larger residential brokers were found liable for about $1.8 billion in damages for conspiring to keep real estate commissions high ..read more

Amy Franko on the Universal Accounting Podcast In this episode of the Universal Accounting podcast, Amy Franko joined host Roger Knecht, president of Universal Accounting Center, to discuss how The Accounting Practice of the Future Needs Business Development Strategy. Some highlights from the episode include: Dynamic Changes in Business Development Landscape: The business development landscape has undergone significant transformations in the last three to five years, with notable shifts even before the onset of the COVID-19 pandemic. These changes have persisted and continue to shape the curr ..read more

It’s easy to let sales distractions take you and your team off track in Q4. But as a sales leader, now is the time to refocus on revenue-producing elements like target accounts, decision makers, and effective messaging. You will empower your team to identify and eliminate distractions, emphasizing the need to operate with strategic speed and create an environment that fosters success for impactful sales activities.  ***** I was working with a client on fourth-quarter sales strategies, one being prospecting. Not only the tactical skill of reaching decision makers, but the account strategy ..read more

B2C consumers are spending on the short-term Experience Economy, and this shift matters for B2B sales. Learn what this means and how modern sellers are adapting their sales approaches.*** Consumers are having a spending moment. In a recent WSJ article on American consumer spending, financial hurdles in the marketplace (inflation and interest rates) are causing consumers to rethink where they’re putting their money.   Rather than use funds for long-term investments like down payments on a home and retirement planning, they’re increasingly using their funds on experience spending (thin ..read more

Top sellers create routines that give them the purpose and structure to make needed progress. This post shares two routines that have helped me create success, both in sales and in my life. *** My husband and I made a big move several years ago. We went from typical suburban cul-de-sac living with lots of neighbors, to a more rural setting with wide open space, more land, and only a couple of neighbors that we didn’t see very often. While there was a lot to love about this new life, I found myself struggling at first. I wasn’t my usual self. I finally figured out with the help of my coach tha ..read more

Discover the 3 essential traits that define a modern seller and learn how relatable decisiveness, clarity, and self-trust are the keys to becoming an indispensable asset in today’s fast-paced and competitive sales landscape. ***  I work across a variety of client industries, and my definition of a modern seller holds true across them all: A modern seller is recognized as a differentiator in their customer’s business, and the value of their product or service isn’t fully realized without them. A modern seller’s customer sees the work they do together as strategic to their competitive advan ..read more

Amy Franko on the Sales Gravy Podcast In this episode of the Sales Gravy podcast, Amy Franko joined host Jeb Blount to discus 5 critical skillsets of the modern seller. Topics included the importance of modern sellers having strong business acumen and an ownership mindset. They emphasize the value of being able to provide insight to executives based on knowledge of their organization, rather than regurgitating information that can be found online. They also discuss the importance of discipline and habits in maintaining success as a salesperson, especially when working from home. Finally, they ..read more

A $1 billion sales lesson for leaders when designing and implementing sales strategy or sellers pursuing that bright shiny deal that will put the organization “on the map.”   ***  A recent Wall Street Journal piece chronicled Spotify’s path to becoming the largest global player in the podcasting universe. They’ve invested more than $1 billion in creating a global podcasting brand, primarily by striking deals with big name celebrities. Spotify began in 2006 as a music streaming service and added podcasting to their product mix beginning in 2018. They have 220 million paid subscri ..read more

Amy Franko on the Making Sales Social Podcast In this episode of the Making Sales Social podcast, Amy Franko joined host Brynne Tillman to discus power of mindset in sales. Topics included the role of personal branding, strategic thinking, and relationship building in modern sales. As sales professionals, we need to focus on meaningful interactions and a curated approach to prospecting for more impactful results. Some highlights from the episode include: Value Equation and Personal Branding (00:03 – 04:47): Amy emphasizes that in sales, the value of a product, service, or solution is tied to ..read more