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The Modern Seller: Sell More and Increase Your Impact In the New Sales Economy
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.
Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results.
In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.
197 pages, Kindle Edition
Published October 5, 2018
5 people are currently reading
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Displaying 1 - 2 of 2 reviews
May 8, 2020
An Important Read For Any B2B Sales Professional Trying to Escape the Trap of Commoditization
I read a lot of sales and marketing books. Amy Frano's The Modern Seller sits on my list of favorites. Born out of real-world experience during the rapid commoditization of hardware at IBM and Lenovo, the ideas in this book are hyper-relevant for any salesperson (or marketing professional) that needs to escape the downward slide of price pressures.
Amy begins the book by telling about her lightbulb moment when she realized that the key to success was shifting her focus from products to the problems and goals her clients had. This aligns perfectly with the core philosophy behind the Revenue Growth Engine: Buyer's don't buy products, they buy outcomes!
The book goes on to feature five core attributes of a modern seller. Amy's insights are fresh. This book goes well beyond, "Make more phone calls." Instead, it takes a deep dive into core skills like agility and entrepreneurship. She is clearly an advocate for sales professionals developing business acumen, something I firmly believe is critical.
The book also includes a chapter on being holistic. Amy makes an important point: you cannot show up for your clients if you don't take care of yourself. Where most sales books tell you to "Gut it out," Amy gives wise advice for reps to take care of themselves physically, mentally, and emotionally.
Altogether, this is a great read for any B2B sales professional that wants to escape the trap of commoditization. I must warn you, when you read this book, get ready to use your highlighter and take some notes. It is full of practical application!
I read a lot of sales and marketing books. Amy Frano's The Modern Seller sits on my list of favorites. Born out of real-world experience during the rapid commoditization of hardware at IBM and Lenovo, the ideas in this book are hyper-relevant for any salesperson (or marketing professional) that needs to escape the downward slide of price pressures.
Amy begins the book by telling about her lightbulb moment when she realized that the key to success was shifting her focus from products to the problems and goals her clients had. This aligns perfectly with the core philosophy behind the Revenue Growth Engine: Buyer's don't buy products, they buy outcomes!
The book goes on to feature five core attributes of a modern seller. Amy's insights are fresh. This book goes well beyond, "Make more phone calls." Instead, it takes a deep dive into core skills like agility and entrepreneurship. She is clearly an advocate for sales professionals developing business acumen, something I firmly believe is critical.
The book also includes a chapter on being holistic. Amy makes an important point: you cannot show up for your clients if you don't take care of yourself. Where most sales books tell you to "Gut it out," Amy gives wise advice for reps to take care of themselves physically, mentally, and emotionally.
Altogether, this is a great read for any B2B sales professional that wants to escape the trap of commoditization. I must warn you, when you read this book, get ready to use your highlighter and take some notes. It is full of practical application!
December 15, 2019
🙌AWESOME 🙌 best sales book read in a while
This breaks it down on how to position yourself in the new sales economy and succeed as a professional seller. Ambassador section is invaluable. Page turner 🚨ALERT🚨
This breaks it down on how to position yourself in the new sales economy and succeed as a professional seller. Ambassador section is invaluable. Page turner 🚨ALERT🚨
Displaying 1 - 2 of 2 reviews