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Gerhard Gschwandtner
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Today's post is by Darrin Fleming, managing director at Stratavant, which provides strategic marketing and value-based sales and marketing tools for B2B companies. Read the original post here on the Stratavant blog (this version has been slightly edited and is used here with permission). How frequently do you use the term “ROI” (return on investment) in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about ROI inaccurately. In a casual conversation, people might give you the benefit of the doubt and have faith that you know your stuff; however, if you’re making a formal... Continue reading
Posted yesterday at Selling Power Blog
Today's post is by Michelle Vazzana, partner at Vantage Point Performance and coauthor of Cracking the Sales Management Code. Some dirty words start out as dirty words, but other words develop into curse words over time due to an association with something negative. There is one such word in sales; it started out as a good word but has since become the mother of all dirty sales words: process. Process’s Bad Rap Sales process has become a source of frustration for sales managers partly because there isn’t a common framework or language to manage the sales activities and processes that... Continue reading
Posted Sep 10, 2014 at Selling Power Blog
Today's post is by Jeffrey Lipsius, president of Selling To The Point® Sales Training and Consulting. Email him at Could a salesperson sell more by applying a mindful approach to selling? Meditation and mindfulness expert John Kabat-Zinn has done much to bring mindfulness practice into the mainstream. He defines mindfulness as "paying attention on purpose, in the present moment, and nonjudgmentally, to the unfolding of experience moment to moment." Can mindfulness practice be used to improve sales performance? What does it mean for a salesperson to purposely pay attention in the present moment? The “present moment” for salespeople is... Continue reading
Posted Sep 8, 2014 at Selling Power Blog
Amanda Kahlow is CEO and founder of 6Sense. She will speak about sales and marketing alignment at the Sales 2.0 Conference during her session "Using Big Data to Create a Sales-Marketing Handshake Relationship." To attend, register here: Sales used to be something of a guessing game. It was difficult to look at a list of leads and determine which among them might be the best prospects. Today, predictive-intelligence solutions can tell you which prospects are in the market to buy and identify net-new prospects who have not yet raised their hands. It works by aggregating disparate data sources across... Continue reading
Posted Sep 2, 2014 at Selling Power Blog
Today's guest post is by Tris Brown, CEO of LSA Global. Usually, we can tell a lot about the stability of a sales organization by asking both leaders and direct reports one simple question: “Do you have a clear and compelling sales strategy in place?” When we ask sales leaders this question, they almost always answer yes. When we ask their direct reports the same thing, they almost always answer no. What’s the disconnect here? It is vital that sales leaders tie the daily activities of salespeople directly to the larger goals of the organization. If your employees can’t easily... Continue reading
Posted Aug 28, 2014 at Selling Power Blog
Today's guest post is by Alex Gorbansky, CEO of Docurated. Talk to most sales reps about sales enablement, and at best you will get a healthy dose of skepticism. At worst they will tell you that it is the bane of their existence. It doesn’t have to be that way. In fact, after spending the last few years speaking to hundreds of sales leaders, we have identified four simple steps to curing the ills of sales enablement. 1. Adopt highly targeted tools. Many sales-enablement solutions fall flat trying to sell customers on solving the entire sales life cycle’s problems –... Continue reading
Posted Aug 27, 2014 at Selling Power Blog
Today's post is by Will Spendlove, vice president of product marketing at InsideView. Most sales professionals already use customer success stories, albeit informally, to speed up the sales cycle; however, these stories are not often properly leveraged by marketing. In most cases, this is because marketing thinks the sales team doesn’t have time to share such stories, or the company is waiting until clients have spent a few months using the solution or product to see what measurable results can be rolled into a case study. Formalizing customer success stories is easier than you think, and one reason is that... Continue reading
Posted Aug 26, 2014 at Selling Power Blog
Today's guest post is by Selling Power Editors. Which of the goals stated below is the primary purpose of the account-planning process? To protect and grow revenue and customer loyalty in your account. To coordinate internally among your sales team. To communication progress to your internal senior management and request resources. According to insight shared by Ryan Kubacki and Gerhard Gschwandtner in a recent Webinar,“Coaching Account Planning: The Five Questions You Need to Ask," all of the above matter. Sales teams conduct account planning because they want to impact customer satisfaction and revenue. But consider how important being on the... Continue reading
Posted Aug 21, 2014 at Selling Power Blog
LaVon Koerner is chief revenue officer of Revenue Storm, a global sales consulting and revenue acceleration firm. Join Revenue Storm at the Sales 2.0 Conference in Las Vegas on September 18, 2014. No other role has undergone more change and is under more pressure to achieve greater results with fewer resources than that of a sales manager. Sales managers receive less support, training, and pragmatic tools for managing their ever-increasing number of direct reports and are expected to hit ever-increasing revenue targets in shorter amounts of time. The plight of a sales manager is intensified by the following: Most sales... Continue reading
Posted Aug 18, 2014 at Selling Power Blog
Today’s post is by Larissa Gschwandtner, vice president of sales and marketing at Selling Power. Sales managers have long been frustrated by the fact that sales reps don’t fully retain all the information they learn in training sessions. Furthermore, the information they remember tends to decrease as time goes by. This can be a big revenue drain. Not only are sales leaders paying for an expensive program that will be a dim memory six months from now for many reps, but they’re also contributing to lost productivity by putting reps in classrooms, away from customers. Traditionally, there haven’t been a... Continue reading
Posted Aug 13, 2014 at Selling Power Blog
I'm really enjoying my series of videos with top selling author Jeffrey Gitomer. He is a great thought leader who is always thinking about the future and energizing audiences with his enthusiasm and new ideas. In the video above, we discuss how mobile devices have changed the game of sales. As he points out, more than 70% of social is mobile. If you don't develop a mobile strategy now, you are dead in the water. Watch the video above to see his tips on how to develop a winning mobile strategy that will keep you selling successfully now and in... Continue reading
Posted Aug 12, 2014 at Selling Power Blog
Today's post is by Anneke Seley, coauthor of Sales 2.0 and founder and CEO of Reality Works Group, a digital/social and inside sales strategy and implementation consultancy. Contact her at Recently, IBM released findings from a survey of nearly 1,000 information technology (IT) decision makers in 12 countries. The research illustrates some interesting trends that support IBM’s decision to ramp up its inside sales team. Here are some highlights: 1. Inside sales is an increasingly standard way for clients to engage their vendors. More than 60 percent of clients cited an inside seller as their first point of contact.... Continue reading
Posted Aug 6, 2014 at Selling Power Blog
Today's post is by Jim Burns, president of Avitage Consulting LLC, a content operations management firm. Content is the currency by which your salespeople capture attention, generate interest, and provide innovative insight that earns solid relationships. Right now, most companies still do a lousy job supporting salespeople with content that's buyer relevant, useful, and ready to deliver for specific selling situations. Although some companies have conquered this persistent problem, even the most forward-thinking firms have yet to discover a critical, untapped area for sales content. When you think of "content," I bet you're thinking documents, presentations, and maybe videos. We... Continue reading
Posted Jul 29, 2014 at Selling Power Blog
Today’s post is by Erik Charles, incentives strategist at Xactly Corporation. For more insight on compensation and sales leadership, listen to a recording of his recent Webinar, “How to Become a More Creative Sales Leader,” with Selling Power founder Gerhard Gschwandtner. When it comes to sales compensation, some sales managers play it safe because they don’t believe they can disrupt the status quo, but there’s innovative potential in all of us to make positive changes. Here are some ways sales managers can get creative about aligning, compensating, and motivating their teams. Tip #1: Differentiate by role. Many sales organizations don’t... Continue reading
Posted Jul 28, 2014 at Selling Power Blog
Today’s post is by speaker, consultant, and sales navigator Troy Harrison, author of Sell Like You Mean It! Email him at, or visit I answered the phone this afternoon, and an earnest voice said, “Hello, Mr. Harrison? This is Chris, and I’m your new representative with Company X. I’m calling to introduce myself and see if we could set up a time to chat so I could learn about your business, and we could see if Company X could do more for you.” Company X is a vendor with whom I have done business for six years. I’m... Continue reading
Posted Jul 23, 2014 at Selling Power Blog
Today's post is by Bill Wallace, vice president of Revenue Storm, a global sales consulting and revenue acceleration firm. Can’t We All Just Get Along? More than 40 percent of business-to-business (B2B) sales professionals missed quota in 2013, according to research from CSO Insights. The culprit, if you ask sales, is often the quality and volume of leads from marketing. Marketing, on the other hand, blames the sales team for ignoring leads and not working hard or fast enough to close them. It’s a problem as old as business itself: sales and marketing just can’t seem to get on the... Continue reading
Posted Jul 21, 2014 at Selling Power Blog
Today’s post is by Marty Finkle, CPT, CEO of the Parsippany, New Jersey-based Scotwork North America ( Contact him at It’s time to make a deal with the prospect, so you unleash your negotiation skills – but by then, it may be too late to make a meaningful difference. You need to incorporate strategic negotiation into the entire sales process, from start to finish, for each lead you qualify. Be Curious and Ask the Right Questions Begin by analyzing the key issues from the prospect’s standpoint. Be curious about the person’s intentions, goals, motivation, limits, and areas he or... Continue reading
Posted Jul 16, 2014 at Selling Power Blog
Today’s guest post is by Chris R. Pownall, author of eight books, including Funny How Things Work Out. Having spent nearly 40 years working in technical sales, I feel reasonably confident about passing on some of what truly worked for me. I believe good, sustainable business can be built only on the basis of truth and honesty. I recall my interview in 1967, when I was applying for the role of a trainee technical representative with a very well-known engineering manufacturing company. The interview was conducted by the area manager, and following the usual questions about qualifications and experience, he... Continue reading
Posted Jul 9, 2014 at Selling Power Blog
Today’s guest post is by Tristam Brown, CEO of LSA Global. Download one of his latest white papers, “Top 5 Warning Signs that Your Performance Environment and Culture May Be in Trouble.” Back in 2009 when General Motors (GM) first filed for bankruptcy, things weren’t looking totally dismal. GM recaptured some lost market share, posted profits, and garnered positive attention from critics and consumers over new vehicle models. Then came the tidal wave of recalls. As of early June, GM had issued 44 recalls in 2014 (here’s the ongoing tally of GM recalls). The real headline grabber was issued on... Continue reading
Posted Jul 8, 2014 at Selling Power Blog
At the Sales 2.0 Conference in San Francisco in May I had the opportunity to interview David Meerman Scott, author of Real-Time Marketing & PR. Here are some highlights from our conversation. Many salespeople are so busy selling that they don't have time to actually be helpful. Newsjacking is the art and science of injecting your ideas into a breaking news story. As a story breaks (the story could be about anything, like a regulation change in your industry) people are scrambling to figure out what it means. If you are an expert, you can create a blog post, a... Continue reading
Posted Jul 1, 2014 at Selling Power Blog
Today's guest post is by Tris Brown, CEO of LSA Global. Download his white paper, "10 Simple Steps for Successful Virtual and Global Teams." Managing teams across multiple time zones and cultures isn’t easy. If you get it wrong, you can be plagued by everything from high turnover rates to low profitability. Although sometimes CEOs decide to rein in remote teams, that’s not always an option. Managing remote and virtual teams is an issue that’s only going to grow in importance. Consider the following: According to a Forrester report, 34 million Americans work from home; this number is expected to... Continue reading
Posted Jun 26, 2014 at Selling Power Blog
Today's guest post is by Kurt Shaver, founder of The Sales Foundry. This post appeared originally on The Sales Foundry blog and is used here with permission. In March I celebrated my nine-year anniversary* of joining LinkedIn. I was living in Silicon Valley managing sales for a software company when I first heard of LinkedIn. You don’t get much more “early adopter” than that. I signed up on March 14, 2005, as member number 2,174,063.** Here is what I’ve learned in nine years: 1. It’s no longer just an online résumé. While its use for hiring purposes accounts for... Continue reading
Posted Jun 25, 2014 at Selling Power Blog
Today's post is by Bill Wallace, vice president of Revenue Storm, a global sales consulting and revenue acceleration firm. Why Executive Messaging Fails Your messaging should capture an executive’s attention within eight seconds. Miss the mark, and you’ve not only wasted the executive’s time but created a negative impression. Unfortunately, many sales and marketing professionals don’t communicate well at this critical level. Instead of giving executives the information they want, sales and marketing professionals often share what they want executives to know about them. Executives don’t care about you, your products, or your services. Quit talking about yourself and make... Continue reading
Posted Jun 23, 2014 at Selling Power Blog
Today's post is by Bob Urichuck, speaker, trainer, founder of the Buyer-Focused Velocity Selling System, and best-selling author of Velocity Selling: How to Attract, Engage & Empower Buyers to BUY and Motivate Your Team in 30 Days. Let me share the biggest target challenge I faced and met in my 50-plus years in sales and 20 years as a sales trainer. Several years ago in Dubai, I met with a CEO of a major land-development company, who wanted my help to get back on target. It was late September. The company’s year-end target (December) was US $5.7 billion. Current sales... Continue reading
Posted Jun 19, 2014 at Selling Power Blog
The thing I'm most excited about right now is the upcoming Sales 2.0 Conference in Boston. I've been producing these events with Sales Dot Two, Inc. (Selling Power is a media co-sponsor) since 2007 and they are only getting bigger and better. At the most recent Sales 2.0 event in San Francisco I interviewed numerous attendees, speakers, and sponsors and put together the video above to provide a sense of what sales leaders find most valuable about the conference. Here's a summary. You'll hear real thought leaders tell you what's changed, what you need to do now, and what changes... Continue reading
Posted Jun 18, 2014 at Selling Power Blog