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Gerhard Gschwandtner
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Most executives aren’t interested in golf games, idle chatter, or a 100-plus-slide presentation. Nor do they want to train you on their company and issues so you can turn around and try to sell them something. Ditch those old approaches and try these four ideas to build great rapport with prospects and customers. Continue reading
Posted 2 days ago at Selling Power Blog
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Today's post is by Duane Sparks, founder and chairman of The Sales Board, the authoritative source for leading-edge information about the art and science of sales training. Duane is the author of Action Selling. Download his free white paper here: The New Role that Drives Sales Leader Value. Do you, as a sales leader, ever feel as if your competitors are trying to copy your every move? If so, your experience mirrors what I’ve observed during decades of training and certifying thousands of salespeople. I’ve guided hundreds of companies through every phase of business development, and what I’ve noticed is... Continue reading
Posted 4 days ago at Selling Power Blog
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Does call quantity hurt win rates? Inside-sales experts at Accuvit examined data from two different sales organizations, both aiming for 100-plus dials a day. Both organizations saw diminishing returns after 65 dials and a sweet spot of 40 to 60 dials a day. Reps who "failed" to meet the quantity target actually closed the most deals and brought in the most revenue. Continue reading
Posted May 14, 2015 at Selling Power Blog
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What do you do in a mature market where there seems to be little to hunt and no new fertile ground? The key is finding pockets of profitable, micro growth opportunities. It takes some effort and analytics, but it’s worth it. Companies whose sales forces routinely excel at finding latent demand, among other strategies for sales growth, tend to grow revenue almost 50 percent more than their peers. Continue reading
Posted May 13, 2015 at Selling Power Blog
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There’s a new myth being circulated in the sales community. According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to sellers. Yes, there are certain things we’d rather do for ourselves online, but at the end of the day, we also want to do business with people. Continue reading
Posted May 12, 2015 at Selling Power Blog
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Today’s guest post is by Chad Bronstein, founder and CEO of Time to Hire, a company that uses proprietary keyword algorithms to comb through more than 100 million resumes on CareerBuilder, Monster, and other job search sites to find and match qualified commission-based sales reps for major companies, including Time Warner, Home Depot, Comcast, Verizon, Sears, and more. Sales-commission structures can make or break business growth, yet many companies don’t give them the attention they deserve. The key is to design, create, and implement a plan that continually evolves alongside the business. Organizations must have a clear understanding of the... Continue reading
Posted May 6, 2015 at Selling Power Blog
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It might surprise you to learn that many top executives and decision makers aren't active online or on social networks. With so much information being shared online—and only online—how do salespeople connect to the huge population of decision makers who aren’t online to read and absorb all that is being shared? Continue reading
Posted Apr 30, 2015 at Selling Power Blog
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Most sales opportunities are won or lost at the beginning of the sales campaign, not the end. It is only at the end when we find out which sins of commission (things done wrong) or sins of omission (things left undone) will determine the final outcome. Continue reading
Posted Apr 29, 2015 at Selling Power Blog
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It is time to consider that we have become overly dependent on technology and perhaps unrealistic in our expectations of its role in our sales performance. The result is an overly complicated, multitasking sales environment with a higher focus on technology and less on customer diagnostics, engagement, and experience. Neglecting the customer relationship undermines the influence and collaboration essential to a productive sales process. Continue reading
Posted Apr 28, 2015 at Selling Power Blog
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Today’s guest post is by Bill Butler, CEO of Journey Sales. In sports and sales, it pays to start the game strong. That’s why we practice and build game plans – so we can command an early lead and build momentum to an eventual win. When the salesperson starts a sales cycle strong, the probability of winning is greater than 50 percent. Customer engagement early in the sales cycle defines the top performers and separates them from average salespeople. Most salespeople can effectively manage the later stages in the sale and close in a reasonable amount of time. The top... Continue reading
Posted Apr 22, 2015 at Selling Power Blog
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Today’s guest post is by Lee B. Salz, a results-driven sales management consultant and author of Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force. Contact him at lsalz@salesarchitects.com or 763/416-4321. In most organizations, if a new idea is proposed that costs $25,000 to implement, blue-ribbon panels are commissioned, meetings are held, and a decision is ultimately made. After all, the company is considering a significant investment. When a company is hiring a salesperson at a salary of $25,000, however, there isn’t nearly the same level of due diligence performed, yet the cost is the same.... Continue reading
Posted Apr 21, 2015 at Selling Power Blog
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This month I talked to a number of speakers who will deliver presentations at the Sales 2.0 Conference on April 27 and 28 in San Francisco. What did I learn? Here are the five takeaways you need to know if want to create a successful sales future for yourself. Continue reading
Posted Apr 15, 2015 at Selling Power Blog
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Today’s post is by Eder Holguin, digital sales and marketing expert, bestselling author, and serial entrepreneur with more than 15 years of industry experience helping companies grow revenue, optimize and improve sales processes. Contact him at eder.holguin@idealmedia.com. Many sales presentations simply do not address the questions potential clients have. Instead, they often focus on the selling company’s story and product. In sales, if you’re not addressing the client’s needs in your sales presentation, you’re wasting your time. When communicating with potential clients, remember, they’re likely thinking, "Why should I listen to you? What’s in it for me?” If you can't... Continue reading
Posted Apr 14, 2015 at Selling Power Blog
Posted Apr 7, 2015 at Selling Power Blog
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Today’s guest post is by Mike Moorman, managing principal of sales solutions at global management-consulting firm ZS. ZS is the publisher of The Power of Sales Analytics, written by more than 20 of the firm’s thought leaders who share insights on how companies can use analytics to improve key sales-force effectiveness drivers, such as customer targeting, sales process design, and sales force size and structure. Companies in the United States alone spend more than $900 billion every year on their sales forces, and executives want to get the most out of this expensive investment; however, leading a sales force to... Continue reading
Posted Apr 1, 2015 at Selling Power Blog
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Take control of the sales cycle by evolving your sales process. Continue reading
Posted Mar 31, 2015 at Selling Power Blog
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Today’s post is by Sam Kariuki, a sales trainer and strategist based in Kenya. He is the author of The Guy Who Fired His Boss: Discover the Secret Entrepreneur in You. Kenyans have dominated top positions in marathons for years; most of the top 10 fastest marathon runners in recorded history have been from Kenya. What can salespeople learn from these running superstars? Here are four important principles world-record champions can teach you. 1. Winners thrive on passion. If you want to fly high, then you need to spend time with eagles, not chickens. Although most world-record holders come from... Continue reading
Posted Mar 25, 2015 at Selling Power Blog
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Amanda Kahlow is CEO and founder of 6sense. Prior to 6sense, Amanda spent 14 years as the CEO and founder of CI Insights, a big-data services company that used multichannel analytics to help enterprise companies generate as much as $300 million in net-new business. What would it take for your sales team to stay on top of the pipeline and effectively manage sales opportunities? Better incentives? Micromanagement? Magic? We say the answer is predictive intelligence. Every day, your buyers and prospects are leaving digital footprints, buying signals that indicate whether they are in the market to buy, what products they... Continue reading
Posted Mar 18, 2015 at Selling Power Blog
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Today's guest post is by Lisa Fiondella, CEO of reFocus Analytics. Hear her speak at the Sales 2.0 Conference in Philadelphia on March 16, where she will present “Innovating for Sales through Big Data and Analytics.” Throughout high school, I really enjoyed math (with the exception of 10th grade geometry), and college statistics was actually fun. I can still hear our teachers telling us that we’d use math every day of our lives, while my classmates and I snickered at the thought. Other than counting the money in my measly savings account and comparing the total to the price of... Continue reading
Posted Mar 11, 2015 at Selling Power Blog
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Today’s guest post is by Garcia Glover, managing partner at Axle Sales Partners LLC, a sales-training company that helps organizations build high-performing sales teams by arming their salespeople with the proprietary Axle 60/20/20 Sales Approach™. As a 20-year, business-to-business, outside sales practitioner, and now as managing partner for a sales-training company, I often find myself using baseball analogies in my sales “pitches.” That’s probably because sales and baseball are what I know most. A baseball scholarship paid my way through college, and I was a college coach for a number of years. I started in professional sales selling copiers door-to-door... Continue reading
Posted Mar 10, 2015 at Selling Power Blog
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David Sandler had a winning smile and a refreshing, no-nonsense attitude. I felt privileged to spend time with him when I interviewed him years ago for Selling Power magazine and had no idea that he would pass away only four years later in the prime of life. Today the Sandler Training organization is growing at a steady pace and his idea of reinforcing learning is helping tens of thousands of salespeople generate more sales. While other sales trainers that I've interviewed taught formulas that began to wear out after a few weeks of use, Sandler was teaching a practical process... Continue reading
Posted Mar 9, 2015 at Selling Power Blog
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Today’s guest post is by Norman Behar, CEO of the Sales Readiness Group, an industry leading sales training company that helps Fortune 500 companies develop and deliver customized sales and sales-management training programs. Follow Norman on Twitter: @NormanBehar. It’s very important for sales managers to develop strong leadership skills. Why? Sales organizations that cultivate good leaders are typically better able to do the following: transition star sales reps into high-performing sales managers, identify and respond to revenue challenges earlier rather than later, recognize and replicate key sales behaviors that lead to revenue results. (For more insight on how to achieve... Continue reading
Posted Mar 4, 2015 at Selling Power Blog
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Today’s guest post is by Ron Snyder, president of Plan2Win Software. What is the optimal way to manage your sales territories? Here are seven steps sales leaders can use to get the best results from each sales territory. 1. Establish a process. Determine how you plan to establish and monitor the progress of territory plans each quarter. A clear progression of action steps helps each member of the team understand what’s expected as the quarter unfolds. This includes having territory managers create and update territory plans and review the plans at the regional and then national levels. Support, marketing, and... Continue reading
Posted Mar 3, 2015 at Selling Power Blog
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Today's post is by Dave Kurlan, CEO of Kurlan & Associates. Do you follow a sales process that’s largely built around getting a prospect to agree to watch a demo? If so, then you’re following the herd. You’re probably also wondering why you can’t get prospects to take action after you show them your demo. Part of the problem is that experts and thought leaders are not creating enough content that helps salespeople sell based on value. For example, when I look at what people are writing and speaking about, here’s what I see: Social selling (LinkedIn, Twitter, etc.) Inbound... Continue reading
Posted Feb 25, 2015 at Selling Power Blog
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Today’s guest post is by Josiane Feigon, president of TeleSmart Communications and author of Smart Selling on the Phone and Online. The insight in this blog post is taken from the “15 in 2015 Inside Sales Trend Report.” Millennials are taking over in the sales profession. In just five years, this generation will make up 46 percent of the entire US workforce. Here are six characteristics of Millennials that inside sales managers should know. 1. They overshare. Millennials value their community at work. That explains why the open-office phenomenon is so popular and why 88 percent of Millennials want their... Continue reading
Posted Feb 18, 2015 at Selling Power Blog