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Gerhard Gschwandtner
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Organizations today will get the results they want with a collaborative mindset. However, many business leaders still follow old management theories. They entrench group-think and create entrenched silo mindsets. Here are three steps to help create a mindset allowing us to operationalize interdepartmental collaboration. Continue reading
Posted 11 hours ago at Selling Power Blog
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By using new sales engagement analytics and automation tools in the following ways, you can make sure your sales organization doesn’t miss any upselling opportunities. Continue reading
Posted 6 days ago at Selling Power Blog
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Why is "new accounts" always the funnel-filling go-to, when study after study have shown that cultivating business from existing accounts is more profitable and efficient? What I find is there’s a lot of excitement and activity focused on how to go after new business. Unfortunately, this flurry of activity most often comes at the expense of ignoring the gold mine of untapped potential within existing accounts. Continue reading
Posted 7 days ago at Selling Power Blog
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A sales leader's job is not to create sales; it is to create salespeople. Coaching skills are critical to success. To teach salespeople well, sales leaders and managers need a simplified, actionable approach to coaching. Here are some tips from Fusion Learning’s coaching model. Continue reading
Posted Jul 27, 2015 at Selling Power Blog
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Sales playbooks – a marriage between the sales process and content aligned to the buyer’s journey – have generated buzz in the past few years as popular ways to document winning sales practices. In theory, the more plays we run, the more often we score! The digital sales playbook is the best marriage of the science and art of selling. Sales can run exciting plays that not only advance the process but also build rapport and trust and help our teams win more deals. Continue reading
Posted Jul 22, 2015 at Selling Power Blog
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Can sales coaching solve all problems? Of course not. Used in the right situation, however, sales coaching is undeniably a valuable asset. Here’s a matrix to help you figure out when to coach and when to explore other options to help your sales team succeed. Continue reading
Posted Jul 21, 2015 at Selling Power Blog
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Value selling is a process of drawing out experiences from your prospects until they feel the emotion related to their business problem. The value you provide lies in your ability to coax the consequences and emotions - the entire story - and provide the solution that not only makes the problem disappear, but the emotions too. Continue reading
Posted Jul 16, 2015 at Selling Power Blog
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Today’s guest post is by public speaking coach and vocal professional Lauren Leonard. Contact her at Lauren@CorpSpeechCoaching.com or visit Corporate Speech Coaching to learn more. The relationship between listener and speaker can apply to any sort of communication – one-on-one chat, phone call, meeting, or sales presentation. Mere talking is a world away from communicating effectively in sharing ideas and thoughts, conveying emotions, and offering persuasive arguments. Our communication skills differ for a number of reasons, including our childhood exposure as people interacted around us. Yet, regardless of circumstances, anyone can learn effective communication skills. I often train corporate clients... Continue reading
Posted Jul 15, 2015 at Selling Power Blog
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According to the International Monetary Fund, the economy is only going to be growing around 4% this coming year. Yet most organizations have growth targets of 7-10%. So how are you going to make up that difference, beat your hungry competitors, and hit your numbers? Don’t capture demand; create it. Here are three changes you should make to switch from a demand capture to a demand creation culture. Continue reading
Posted Jul 14, 2015 at Selling Power Blog
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The resignation of a top sales performer is inevitable. While this can be especially damaging at smaller companies and startups, it’s also a chance to assess talent needs and invest in existing team members. Here are eight actionable responses you can use to turn talent loss into company gain. Continue reading
Posted Jul 8, 2015 at Selling Power Blog
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Helping salespeople spend more time selling is the number-one key performance indicator of revenue growth. If this is a problem for you, don't just wait for it to get better. Here's some advice on how you can take action now. Continue reading
Posted Jul 7, 2015 at Selling Power Blog
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In our recent B2B buyer trend research at PeopleMetrics, we discovered that once a buyer begins to communicate with a company, the quantity and quality of that communication influences the purchase decision more than anything else. By listening to the voice of the customer, companies can strengthen relationships, find opportunities to coach employees, fix issues, and seek referrals. Continue reading
Posted Jul 6, 2015 at Selling Power Blog
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Salespeople today often confuse a voicemail, email, or one-way texting with productive progression in a customer relationship. Here are three tips to help you rethink your approach and deepen customer relationships. Continue reading
Posted Jul 1, 2015 at Selling Power Blog
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These three behaviors based on scientific research are easy to execute and will improve sales effectiveness. Continue reading
Posted Jun 30, 2015 at Selling Power Blog
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If you want to cut through the noise and get more from your inbound and outbound leads, follow these four expert tips. Continue reading
Posted Jun 25, 2015 at Selling Power Blog
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Why is your sales methodology failing? It could be because of your front-line sales managers. Here’s how to fix the situation, fast. Continue reading
Posted Jun 24, 2015 at Selling Power Blog
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Here are four insights every B2B seller and marketer needs to know about data and predictive analytics. Continue reading
Posted Jun 23, 2015 at Selling Power Blog
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SiriusDecisions reports a recent 24 percent increase in the average sales cycle - from 6.4 months in 2012 to 8 months in 2014. Here are three reasons sales deals often get stuck, as well as insight into how to unstick them. Continue reading
Posted Jun 17, 2015 at Selling Power Blog
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In sales, storytelling skills are critical to success. Good stories help us sell our ideas, communicate a vision, and inspire commitment. Here are three ways salespeople can use stories to connect with customers and make their message more vivid, enjoyable, and memorable. Continue reading
Posted Jun 16, 2015 at Selling Power Blog
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Proper sales training is essential - not only as a way to ensure you're getting the best out of your team, but also to make sure processes are uniform across the company. Here are five tactics for effectively training your sales team - from beginners to experienced sellers. Continue reading
Posted Jun 9, 2015 at Selling Power Blog
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Research indicates that sales coaching is a highly effective tool to raise sales performance. Despite that, most managers spend the bulk of their time on other activities (e.g., selling, preparing forecasts, attending meetings). Here are four responses we at Sales Readiness Group would give to sales managers who question the value and ROI of sales coaching. Continue reading
Posted Jun 3, 2015 at Selling Power Blog
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Here are two things I learned at the April Sales 2.0 Conference in San Francisco about the current state of the sales profession. Continue reading
Posted May 29, 2015 at Selling Power Blog
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It's time to sell based on the value of your offering. Don’t use low price as a crutch in your sales process. Continue reading
Posted May 28, 2015 at Selling Power Blog
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You’ve heard all about the buyer’s journey. Now get ready for the next level of awareness about your customer and your sales process: buying scenarios. Continue reading
Posted May 27, 2015 at Selling Power Blog
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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 May 20, 2015 at Selling Power Blog