This is Gerhard Gschwandtner's Typepad Profile.
Join Typepad and start following Gerhard Gschwandtner's activity
Join Now!
Already a member? Sign In
Gerhard Gschwandtner
Recent Activity
Image
Many people climb into their cars every day to commute to a job they hate, just so they can afford a beautiful home they never actually enjoy because they are so busy paying for it. While a balanced life might seem difficult to manage, it is not impossible. It does, however, mean making life choices that fit your needs and goals. Continue reading
Posted yesterday at Selling Power Blog
Image
If the credo of social selling is to add value, to volunteer your help, and to wait for others to talk about what you do, I wonder if social selling was actually wasting a lot of people’s time – when they should be out selling. And what’s wrong with talking about what we do? Continue reading
Posted 3 days ago at Selling Power Blog
Image
When trying to read and respond to emails while scrolling through your Twitter feed and listening to Adele on your AirPods at the same time, it’s impossible for your mind to focus and catch up. The shifts in information are incompatible with your brain structure; thus, you become ineffective. But, more importantly, it harms your cognitive abilities – even with a simple activity like talking on a cell phone while driving. Continue reading
Posted Jul 19, 2017 at Selling Power Blog
Image
Today’s post is by Andrea Grodnitzky, chief marketing officer at Richardson. We asked and sellers responded. We wanted to know the biggest challenges they face in each stage of the selling process. More than 350 field reps, senior sales professionals, and sales leaders across industries weighed in. The Number-One Concern for Sales Leaders: Sales Productivity Far and away, the question on productivity received the largest response. Nearly half – 49 percent – identified “spending too much time on administrative or non-selling activities” as their biggest challenge. It’s a common trap for sellers. They find themselves consumed with administrative or operational... Continue reading
Posted Jul 17, 2017 at Selling Power Blog
Image
Often salespeople are quick to accept that everything told to us by prospects and customers is good and true. Of course! We are optimists by trade and respect a good pitch; it’s in our nature to believe what we hear, especially when it supports our plan. Well, I’m here to interject a little reality and provide a test to see if you have heard any of these great lies of selling before. Continue reading
Posted Jul 12, 2017 at Selling Power Blog
Image
Studies find that fewer than six in 10 reps are making their targets, while our own comprehensive study of sales management practices found 75 percent of managers had less than half their reps at quota. Yet companies keep raising the sales bar. And, in their effort to clear that higher bar, sales leaders mostly turn to two common approaches for improving sales performance: Continue reading
Posted Jul 10, 2017 at Selling Power Blog
Image
Today’s post is by Danny Wong, who is a marketing consultant, sales strategist, and writer. He leads marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190. The vast majority of B2B leaders understand pipeline management is an important part of building a successful sales process, yet 44 percent of executives surveyed reported their organization did not engage in effective sales pipeline management. Filling your pipeline with the right buyers – and nurturing them through the sales cycle at an appropriate pace – will help ensure you are consistently engaging with enough leads... Continue reading
Posted Jul 3, 2017 at Selling Power Blog
Image
Top sellers understand almost instinctively how to leverage political opportunities to gain a competitive advantage with customers and prospects. Often, this starts with finding the right moment to gain a point of entry. Let’s look at four political opportunities that can open the door to winning deals. Continue reading
Posted Jun 28, 2017 at Selling Power Blog
Image
On any given day, you can face a bewildering array of choices. Some choices are obviously weightier than others. How do you keep up with the changes, make educated guesses, and make meaningful, high-impact decisions on a daily basis? To answer that, we need to talk about using your “inner GPS.” Continue reading
Posted Jun 26, 2017 at Selling Power Blog
Image
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 Jun 21, 2017 at Selling Power Blog
Image
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 Jun 19, 2017 at Selling Power Blog
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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