The modern seller is exceptional in their industry and knows what to do to add value to prospects, keep a full pipeline, and close more deals. But how exactly can we be modern sellers? In today’s episode of The Sales Evangelist, Donald is joined by sales consultant Amy Franko to discuss what she believes makes modern sellers stand out in today’s market.  

The modern seller excels in three things:

• Their value is an essential part of the conversation; they look to be a part of the equation that closes a deal. 
• They are seen as difference makers in the eyes of their clients and others in the industry.
• Prospects and buyers believe modern sellers have a competitive advantage over the other sellers in the industry.

Anyone can be a modern seller:

• Understand the makeup of your territory and what you’ve been assigned to sell. Then, take a strategic view of what makes up your territory.
• Determine if you have a business plan for your inventory, revenue, and profit.
• The hallmark of a modern seller is the ability to take something complex and boil it down to something simple. Set goals and milestones that indicate if you’re on the right trajectory.
• Understand your ideal client profile and know what is important to the people you pursue. 

Focus on building relationships.

• Once you clearly understand your verticals, you can focus on building relationships with decision-makers.
• Connect with one or two people a week to something of potential value to them, whether that’s introducing them to another contact or sharing articles and information. 

Read Amy’s book, The Modern Seller, to dive into the five capabilities any sales professional should build in themselves and their teams. For more information and content from Amy, connect with her on LinkedIn or visit amyfranko.com. 

This episode is brought to you in part by Skipio.

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This episode is brought to you in part by Scratchpad.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com