As the Founder and CEO of a sales consulting firm and a LinkedIn Top Sales Voice, I'm sharing this video series to help you successfully sell more 6- and 7-figure opportunities.
In this second video I cover Advisory Intelligence -- why it matters to your win rates and how to build it. I share 5 categories you'll want to focus on for success.
For more information, connect with me on LinkedIn (https://www.linkedin.com/in/amyfranko/), or visit our website (https://amyfranko.com/) to schedule a conversation to talk further about how you can upskill your sales team.
Build your modern selling skills anytime, anywhere with our digital program, Strategic Selling for Professional Services. Visit https://learn.amyfranko.com to get two free preview lessons.
Audio TranscriptAuto-generated 00:01 - 00:03 Hello and welcome to this video series. 00:03 - 00:07 A modern sellers guide to winning more six and seven 00:07 - 00:07 figure deals. 00:08 - 00:11 I'm amy franco and I'm the author of the modern 00:11 - 00:14 cellar and also a linkedin top sales voice. 00:15 - 00:16 This is the second video in this series. 00:17 - 00:18 So if you are joining me for the first time, 00:19 - 00:21 you want to make sure that you also watch the 00:21 - 00:24 first video in this series where I lay some of 00:24 - 00:28 the foundational elements around selling these six and seven figure 00:28 - 00:31 opportunities. One of the things that I touched on was 00:32 - 00:35 the importance of sales methodology and I like to think 00:35 - 00:37 of sales methodology as a chess match. 00:38 - 00:42 Your sales methodology are your approaches in the skills that 00:42 - 00:45 you need, The tools that you need, that layer onto 00:46 - 00:49 your sales process in order to help you be more 00:49 - 00:53 successful. And I have found that successful sellers, successful sales 00:54 - 00:59 organizations have a sales methodology that helps them to identify 00:59 - 01:02 and close those six and seven figure deals. 01:03 - 01:05 So for the rest of the time today and in 01:05 - 01:08 future videos, I will be digging into a sales methodology 01:09 - 01:11 that I've designed and that I bring to sales organizations 01:12 - 01:14 to help you think through and put some action steps 01:15 - 01:18 in place around having a methodology in your organization. 01:19 - 01:20 So with that, let's go ahead and get started. 01:22 - 01:25 Where I'm going to start is introducing this particular methodology 01:26 - 01:30 which is strategic selling for professional services and B two 01:30 - 01:31 B organizations. 01:32 - 01:34 So if you are very focused on B two B 01:34 - 01:39 selling and you are looking to identify and close those 01:39 - 01:43 higher value opportunities, this is a methodology that can help 01:43 - 01:45 you to get there very briefly. 01:46 - 01:48 I'll go ahead and touch on the various elements of 01:49 - 01:49 this methodology. 01:50 - 01:52 But then for the rest of the time, I'm going 01:52 - 01:55 to focus in on one of the elements which is 01:55 - 01:56 advisory intelligence. 01:58 - 02:01 So the first element of this methodology is mindset. 02:02 - 02:06 These are the beliefs and the inner workings if you 02:06 - 02:09 will of your mind that you bring to the sales 02:10 - 02:13 process and to your clients and your mindset is a 02:13 - 02:16 really big indicator of how successful you will ultimately be 02:16 - 02:17 in sales. 02:18 - 02:21 Advisory intelligence is what you know about your clients and 02:22 - 02:24 then how you help them apply that knowledge in order 02:25 - 02:29 to help them move their business forward relationship ecosystems? 02:30 - 02:33 Are these strategic relationships that you will need at any 02:33 - 02:37 given time and especially in these more complex opportunities, being 02:37 - 02:41 able to identify access and then have strong sales conversations 02:42 - 02:43 with those relationships. 02:44 - 02:49 Compelling proposals are these solutions that you propose present and 02:49 - 02:54 negotiate and I will be offering you some strategies in 02:54 - 02:54 a future. 02:54 - 02:58 Video on how to create and present compelling proposals. 02:59 - 03:00 And then lastly key commitments. 03:01 - 03:03 These are the commitments that you are going to need 03:03 - 03:08 all throughout your sales process from the very beginning, all 03:08 - 03:10 the way through for asking for the business. 03:10 - 03:13 When you think about that strategically that is going to 03:13 - 03:16 help you position yourself to win those six and seven 03:17 - 03:17 figure opportunities. 03:18 - 03:21 So that's just a brief overview of the methodology in 03:21 - 03:24 general. And then for the rest of the time, I'm 03:24 - 03:26 going to focus in on one of the one very 03:27 - 03:29 important elements which is your advisory intelligence. 03:32 - 03:37 So advisory Intelligence is your depth of understanding about the 03:37 - 03:40 client and then also the industry vertical that you're in. 03:41 - 03:42 How much do you know about that client? 03:43 - 03:45 How much do you know about their industry vertical and 03:45 - 03:48 then how can you help them to navigate their decision 03:49 - 03:50 making process, moving forward? 03:51 - 03:55 It's also your ability to help clients and prospects not 03:55 - 03:59 only navigate decisions in general, but in your specific area 04:00 - 04:00 of expertise. 04:01 - 04:03 That is why they're talking with you, whether it's the 04:03 - 04:07 first time prospect or a longtime client, you and your 04:07 - 04:11 organization, bringing a specific area of expertise and part of 04:11 - 04:14 your leadership role, your advisory role, if you will is 04:15 - 04:18 helping them to navigate specifically to that area of expertise. 04:19 - 04:24 And then lastly, really strong sellers who show advisory intelligence. 04:25 - 04:29 They are excellent at identifying specific ways that they can 04:29 - 04:32 help their prospects and clients make their business better. 04:33 - 04:36 And specifically, that leads to new ways of doing business 04:37 - 04:40 together. It's not just offering the ideas or the insights 04:40 - 04:41 for the sake of doing that. 04:42 - 04:46 It is in addition finding new opportunities, new problems to 04:46 - 04:49 solve that can lead to those six and seven figure 04:50 - 04:55 deals. There are a few key categories that you want 04:56 - 04:58 to be paying attention to if you're a seller or 04:59 - 05:00 if you're a sales later, you'll want to be coaching 05:01 - 05:04 your your sellers to these five different categories. 05:05 - 05:07 I'll take a moment here to outline each of these 05:07 - 05:09 briefly. One is industry trends. 05:10 - 05:13 Do you have a really strong understanding of the trends 05:14 - 05:17 that are impacting the industry in which your clients and 05:17 - 05:17 prospects are? 05:18 - 05:20 This is where vertical Ization can come in handy if 05:21 - 05:23 you only have two or three different verticals that you're 05:23 - 05:26 focused on that can help you to go deep in 05:26 - 05:30 those different types of industry trends, secondly, organizational challenges. 05:31 - 05:35 Do you understand what's happening in their organization, whether it's 05:35 - 05:38 a single business segment or it's the organization as a 05:38 - 05:40 whole and especially if it's a small to mid sized 05:41 - 05:45 organization that can help you to uncover specific ways that 05:45 - 05:47 you can help them solve those challenges and then also 05:48 - 05:48 move forward. 05:50 - 05:52 Third, do you understand leadership vision? 05:52 - 05:55 Do you know where the CEO wants to be in 05:56 - 05:57 one or three years time? 05:57 - 06:00 Do you know where other folks in the C suite 06:01 - 06:03 want to be in one or three years time and 06:04 - 06:06 very importantly what you bring to the table. 06:07 - 06:09 Will it help them recognize that vision? 06:10 - 06:14 So that's important to know as well, key initiatives over 06:14 - 06:17 the next year, the next three years, important to understanding 06:18 - 06:22 where your expertise, your particular solutions can line up to 06:22 - 06:26 help them accomplish those initiatives and then also understanding what 06:26 - 06:28 this immediate fiscal year looks like. 06:28 - 06:30 What is the health of the organization? 06:31 - 06:33 What are their specific goals that they want to be 06:34 - 06:36 accomplishing in this next fiscal year? 06:36 - 06:38 And are they a growth oriented organization? 06:39 - 06:42 Or are they perhaps in more of a risk mitigation 06:43 - 06:46 stance? That can help you to understand your piece your 06:47 - 06:49 piece to the puzzle and where you can help them 06:49 - 06:49 to be successful. 06:51 - 06:54 When you look at those specific areas of business advisory 06:55 - 06:57 intelligence that's going to position, you will to be having 06:58 - 07:01 the right conversations at the right time and with the 07:02 - 07:02 right people. 07:04 - 07:07 Lastly, let me give you something very specific that you 07:07 - 07:12 can do to put advisory intelligence into practice, identify one 07:12 - 07:16 top prospect and one key client and then using those 07:16 - 07:19 five categories that I just shared with you build out 07:20 - 07:24 and present at least one new idea to help the 07:24 - 07:27 leaders and decision makers in the client or prospect think 07:28 - 07:31 differently or move their business forward. 07:31 - 07:34 That will help you take what you know from advisory 07:34 - 07:37 intelligence and help them to put it into action. 07:41 - 07:43 Lastly, if you'd like to schedule some time with me 07:43 - 07:46 to talk about this a little bit further, please feel 07:46 - 07:48 free to reach out to me on linkedin or visit 07:49 - 07:51 my website AMY franco dot com and we can schedule 07:52 - 07:54 time to talk about how I might be able to 07:54 - 07:58 help you and your organization identify and close more six 07:59 - 07:59 and seven figure deals. 08:00 - 08:02 Thank you so much for joining me in this video 08:02 - 08:05 today, and please look for the future videos in the 08:05 - 08:05 series.
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