Blog | Judy Frank | Vortexology

January 5, 2016 by Judy Frank

5 Sales Resolutions to Make 2016 Your Best Year Ever

It’s that time again. Time to change out the calendar, which means it’s also time hit the reset button and make those big, life-changing resolutions. What’s your resolution this year? To eat healthier and finally use that gym membership? To read some of those books collecting dust on your shelf? To drop that nagging habit that you’ve struggled with for so long?

Or maybe your resolutions are focused on work. Specifically, maybe you’re thinking about how you can get better results in 2016. If so, take a look at the five suggestions below. From my 30-plus years of sales leadership and coaching, I’ve found that making simple changes to some of your daily habits can often bring the biggest impact.

The five resolutions listed below aren’t tough to implement or stick with. They’re not as challenging as other popular resolutions, like going on a crazy diet or quitting smoking cold turkey. Instead, these are changes that you can make starting immediately. And all they require is a little bit of focus and dedication. [Read more…]

December 21, 2015 by Judy Frank

4 Tips to overcome your closing anxiety and ask for the sale

For more than 30 years, I’ve trained and coached salespeople from companies of all sizes and from a wide range of industries. And in all of those thousands of coaching sessions, I’ve found that there are two steps in the sales process that generate the most anxiety, fear, and stress in salespeople.

One is prospecting. The idea of cold calling, networking, and seeking out new prospects can cause knots in the stomachs of even the most seasoned and successful salespeople.

The other fear-inducing sales activity? Closing. The anxiety, of course, is wrapped up in our natural fear of hearing one simple, powerful word – NO. It’s the same reason why we got nervous asking our parents for a toy as children. Or why it can be so difficult to ask someone out on a date. [Read more…]

December 7, 2015 by Judy Frank

4 Ways to get more referrals from your clients

Have you ever looked at that salesperson on your team or in your industry who always seems to crush the competition? Have you wondered what makes them different? Why are their sales numbers so much higher than everyone else’s?

There are a probably a few answers, but I can guarantee one of the reasons is that they consistently get quality referrals from their customers. In my 30 plus years of coaching salespeople and sales teams, I’ve seen again and again that what separates high performers from those who are just getting by or who are struggling to make it to the next level, is the ability to get quality referrals. [Read more…]

November 19, 2015 by Judy Frank

Why improving this one skill can dramatically increase your sales team’s results

What if there were a button you could press that would increase your team’s results by five, ten, or even twenty percent? If that button existed, you would push it, right? While it may not be as simple or quick as pushing a button, there is one skill that you can improve upon to drive dramatic results for your team.

What is it?

Simple….it’s your coaching skills. A sales manager has to wear a lot of different hats. You’re a recruiter. A supervisor. A counselor, a partner, and sometimes you might even feel like a babysitter. More than anything, though, you’re a coach. [Read more…]

November 5, 2015 by Judy Frank

How sales managers can co-create opportunities with their team

In my work with sales organizations, I hear one question over and over again from sales managers and sales organization leaders:

How can I drive better results from my team?

My answer? You can’t. The problem lies in the question itself. To “drive” results infers that the sales manager has complete control over the situation. You don’t. You can’t force your sales team to make more sales calls. You can’t will them into being better at closing. You can’t wave a magic wand and transform your sales team into more charming and personable people.

[Read more…]