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Gerhard Gschwandtner
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In the past several years, I’ve seen an industry in transition to a modern selling approach. It requires a shift in skills and mindset for sellers and their leaders. With that transition come some selling myths that need to be put to rest. Let’s take a look at four of them. Continue reading
Posted 2 days ago at Selling Power Blog
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Building a sales territory plan using CRM data is a known best practice. Defining territories with CRM and geographical information can be even more successful than using CRM data alone. The following method will help you define a productive territory structure for your business. Continue reading
Posted 4 days ago at Selling Power Blog
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Sales and marketing executives face a stark choice: adapt or die. But the good news is that tools are now coming onto the market to help the sales function deliver ever greater value to the business. By adopting new ways of working, embracing technology innovation, and taking a positive attitude to change, any sales or marketing executive can survive the shift that’s underway and become a winner in the new world of Sales 3.0. Continue reading
Posted Jun 14, 2017 at Selling Power Blog
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I rarely hear of salespeople being taught to think and act as if they are running their own business. They are not taught to be responsible for understanding and managing the “cost of sales” and to consider each transactional step in the selling process an equitable exchange of value in the progression toward a purchase decision. Continue reading
Posted Jun 12, 2017 at Selling Power Blog
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No matter how advanced the communication technology gets, sales professionals are still going to need to reach out to new people. The trick is to pick the technology that makes that easy to do. These days, one of the best ways to warm up your cold calling is to use your LinkedIn network effectively. Continue reading
Posted Jun 7, 2017 at Selling Power Blog
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What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very complex , tech-driven process. According to CEB, there is added pressure on companies to seek more revenue from existing customers. CEB has identified the following five B2B selling trends for 2017. Continue reading
Posted Jun 5, 2017 at Selling Power Blog
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Today’s post is by Mike Fisher, vice president of client development at Integrity Solutions. What separates the successful salespeople from all the rest? This is the million-dollar question on the minds of leaders across industries today – particularly as new competitors enter and disrupt existing markets and the selling environment grows increasingly complex. We set out to answer that question in a recent survey of more than 200 sales organizations, conducted in partnership with the Sales Management Association, and here’s what we found: According to our respondents, a salesperson’s “achievement drive” (defined as attitude, motivation drive, and belief in their... Continue reading
Posted May 31, 2017 at Selling Power Blog
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Today’s post is by Jamie Crosbie, CEO and founder of ProActivate. Jamie is a certified peak performance mindset trainer. Contact her at jcrosbie@proactivate.net or 214/720-9922 to learn more about how her training can help your sales team reach peak performance levels. Sales stress. It’s everywhere. You drink it down with your first cup of early-morning coffee as you ramp up for your day. By the time you are done fighting the glacial traffic rush, stress has you in an iron grip with a seemingly endless list of things to do or worry over. And even if you manage to stuff... Continue reading
Posted May 29, 2017 at Selling Power Blog
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Today’s post is by Stu Heinecke, the best-selling author of How to Get a Meeting with Anyone and host of Contact Marketing Radio. He is also the co-creator of NASP’s “The Power of Contact Marketing” training program, a Wall Street Journal cartoonist, hall of fame-nominated marketer, and founder of Contact, a first-of-its-kind contact marketing agency dedicated to helping sales teams connect with their most important prospects and assigned accounts. It’s always amazing to take the stage to talk about Contact Marketing. The stories are entertaining, the metrics are shocking, and the audience usually leaves with take-aways they can put to... Continue reading
Posted May 24, 2017 at Selling Power Blog
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Today’s post is by Rick Lloyd, vice president of sales and client services at Unboxed Technology. With experience ranging from sales rep to trainer and manager to board member, Rick has a proven track record of providing successful sales enablement and custom training solutions. I have a bumper sticker on my car that says, “The older I get, the better I was.” My daughters think this is hilarious, and I’m in constant denial about the fact I’m older and heavier than I used to be. Then I have my annual check-up and I have to take off my shirt, step... Continue reading
Posted May 22, 2017 at Selling Power Blog
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Today's blog post is by Christine Harrington, The Savvy Sales Lady. She is a facilitator for Peak Performance Mindset Workshop and a personal sales coach. Christine helps sales professionals develop their beliefs to improve their sales performance. At some point in my selling career, I became mystified about one aspect of selling. Take two salespeople with similar sales training and skill sets: Why could one close the sale while the other walked away with nothing? Both salespeople followed the same sales process, asked the same compelling questions, and closed the sale the same way, yet one won the sale and... Continue reading
Posted May 17, 2017 at Selling Power Blog
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Today’s post is coauthored by Michelle Vazzana, a founding partner at global sales management training and development firm Vantage Point Performance, and Leff Bonney (PhD, MBA), associate professor of Marketing at Florida State University, where he teaches both graduate and undergraduate courses in sales and sales management. Anyone in the sales profession sure could learn a lot from Peyton Manning. As an athlete, much of his success was due to his uncanny ability to come to the line of scrimmage, correctly assess the defensive situation, and adjust his play based on the cues he was seeing. He was an incredibly... Continue reading
Posted May 15, 2017 at Selling Power Blog
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Today’s post is by Alexa Lemzy, the customer service manager and content editor at business texting provider TextMagic. She is passionate about automation solutions for businesses, nurturing relationships with customers, and improving marketing and sales communication. You can connect with Alexa on Twitter. Automation helps sales teams do what they’re here to do: sell. Studies show that salespeople dedicate only a third of their time to sales and less than 20 percent of their time on direct customer-related tasks. The rest is spent on other tasks that can be automated to free up time for selling. B2B marketers agree that... Continue reading
Posted May 10, 2017 at Selling Power Blog
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Today’s post is by Aram Rasa Taghavi, co-founder of Traena, a learning and development platform that cultivates a culture of accelerated learning at organizations. Follow him on Medium or LinkedIn. For sales leaders, the quality of wonder – defined as “desire or curiosity to know something” –  is the end-all and be-all trait to hire for. If you hire salespeople who are curious, you will organically create an intrinsic culture of learning, with quick and adaptive knowledge acquisition. Why is this desirable? Intuitive teamwork leads to high performance , which results in employees becoming less likely to leave your organization. People... Continue reading
Posted May 8, 2017 at Selling Power Blog
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What many new job seekers don’t realize is that the RFP/proposal writer role is unique from many other entry-level positions, and one to strongly consider when beginning the search. Notably, it gives the employee a 360-degree view of a company’s business, products, and services – while also allowing them to hone writing and communication skills. This makes it a valuable first job. Continue reading
Posted May 3, 2017 at Selling Power Blog
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Today’s post is by Nate Vickery, a business technology expert and an online author. He is an editor at Bizzmark blog and a contributor to many other business-related online publications. Follow Nate on Twitter for more of his work at @NateMVickery. There is nothing wrong about staying in the loop and looking into new developments in the world of sales tech. Quite the contrary: You need to stay in touch with what is going on if you wish to survive in the modern world of sales. That being said, every time we turn our calendars to a new year, we... Continue reading
Posted May 1, 2017 at Selling Power Blog
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Today’s post is by Jamie Crosbie, CEO and founder of ProActivate. Jamie is a certified peak performance mindset trainer. Contact her at jcrosbie@proactivate.net or 214/720-9922 to learn more about how her training can help your sales team reach peak performance levels. We all have those moments. Moments like when someone is explaining something to you – and you see their mouth moving and hear words coming out – but you don’t have the slightest idea what they’re talking about. Or you have a really, really good idea (at least you think it is), but you can’t quite flesh it out... Continue reading
Posted Apr 26, 2017 at Selling Power Blog
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Once upon a time, there were salespeople who started the purchasing process and heavily influenced the decision-making of consumers. But times have changed. Today, according to a research by HubSpot, 62 percent of consumers will use a search engine for information regarding a product or service while only 29 percent will connect with sales representatives. Continue reading
Posted Apr 24, 2017 at Selling Power Blog
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Recently, Jon Miller of Engagio discussed account-based sales development (ABSD) as the new sales development model. But where does ABSD end and a new market begin? For anyone who wants to do big, healthy, lifetime business with enterprise customers, here’s my advice. Continue reading
Posted Apr 19, 2017 at Selling Power Blog
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Want to hit your revenue targets more reliably? It’s time to invest in sales enablement. If you’re still using shared drives, legacy systems, and/or email – i.e., the wrong tools – to empower your sales team, it’s time to consider a structured, measurable approach to sales enablement. And there’s still time to make a measurable impact on 2017 numbers. Continue reading
Posted Apr 18, 2017 at Selling Power Blog
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Today’s post is by John Stewart, CEO and co-founder of MapAnything. Download his company’s e-book Geo Productivity Software: A New Paradigm for Driving Field Sales Results. Ask any field sales team about what they spend their time on, and you’ll get a variety of answers that have nothing to do with making the number. Typically, they’re spending time on Scheduling sales calls Rescheduling cancelled meetings Updating CRM Reporting on progress Travelling between meetings Yet, last year – in a global survey of 2,300 sales professionals – Harvard Business Review found that 95 percent of sales professionals feel face-to-face meetings are... Continue reading
Posted Apr 17, 2017 at Selling Power Blog
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Without a steady stream of actionable leads, the sales funnel will eventually dry out. So what can a company do to ensure it is not only driving new leads for their channel partners, but also helping convert them into sales? Read on to discover three steps you can take to accomplish just that. Continue reading
Posted Apr 12, 2017 at Selling Power Blog
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Today’s post is by Mark Hunter, CSP, “The Sales Hunter.” Mark is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results and High-Profit Selling: Win the Sale Without Compromising on Price. Some people argue social media is the new way to prospect – and that the telephone is dead. Others argue that the telephone is still viable and there is no need to put too much emphasis on social media. I’m tired of this bogus war pitting social media against the telephone. It’s time we start seeing both as allies. Sales is... Continue reading
Posted Apr 10, 2017 at Selling Power Blog
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Salespeople (and their managers) often ask me to share a single tactic that is easy to understand, easy to implement, and can rapidly improve both team and individual performance. One great answer to this challenge is the KARE profiling system. This is a comparatively new Sandler tool that’s been generating a lot of positive responses from sales teams in many industries. Continue reading
Posted Apr 5, 2017 at Selling Power Blog
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SAP has trained more than 7,500 sales and marketing employees in social selling in order to leverage modern selling behaviors and tools such as LinkedIn Sales Navigator, Twitter, and Grapevine6 to generate leads, build pipeline, and win business. The results have been well worth the investment. Continue reading
Posted Apr 3, 2017 at Selling Power Blog