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Gerhard Gschwandtner
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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 4 days ago 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 6 days ago 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
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Today’s guest post is by Mike Esterday, CEO and Partner of Integrity Solutions. He has spoken and written on a wide variety of topics in sales performance, leadership and training. He founded the largest distributorship for Integrity Solutions and since then has helped organizations from over 120 countries improve sales, service and coaching skills. If you’re like most sales leaders, you’re constantly hunting for the “secret sauce” of sales success. You’re convinced that, once found, that secret sauce will put your organization over the top – and into the rarefied group of consistently top-performing companies. Look no further. Chances are... Continue reading
Posted Mar 29, 2017 at Selling Power Blog
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If you could only do one thing to improve your sales revenue and profits, what would it be? In this post I will share how capturing and leveraging the current voice of your customers is that “one thing.” Continue reading
Posted Mar 27, 2017 at Selling Power Blog
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In a world filled with examples of corporate scandal and selling out, standing up for ethical conduct can seem laughably naïve. But here is the deal – not only does having a moral compass matter, it really is critical to our long-term success. Continue reading
Posted Mar 22, 2017 at Selling Power Blog
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There is one movement I’ll bet you didn’t know you were part of. That’s the “contact marketing” movement. The term is probably not familiar to you, because this movement has had no name for years. Still, marketers have been quietly using it to produce results that nearly defy reality. Continue reading
Posted Mar 20, 2017 at Selling Power Blog
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Most problems with sales quotas are not about the number, necessarily. They’re about the process: how executives arrive at the overall revenue goal and how that number is allocated down through the sales organization. From the results of a recent survey of sales leaders conducted by SalesGlobe, below are the six biggest quota-setting challenges companies face today. Continue reading
Posted Mar 15, 2017 at Selling Power Blog
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The decision on whether to subscribe to sales intelligence data – and which provider to use – is not so simple. Once the decision is made to engage a sales data provider, however, the following 10 attributes are what sales leaders should evaluate. Continue reading
Posted Mar 13, 2017 at Selling Power Blog
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Today's blog is by Lisa Wicklman. She is the senior vice president of Global Accounts at Vantage Point Performance, a global sales management training and development firm. Lisa has more than 20 years of experience in sales leadership and management, sales coaching, sales training, customer experience, sales consulting, and sales culture transformation. Sign up or Vantage Point’s newsletter to stay up to date with the latest sales manager research and best practices. When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out... Continue reading
Posted Mar 8, 2017 at Selling Power Blog
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When I say that sales training, sales enablement, or sales performance improvement work in general is really change management, I can usually feel the tension in the air. It’s a known fact that many change initiatives don’t produce the intended results. If you truly want to move the needle with performance initiatives, though, you have to treat them like a change project and manage them well. Continue reading
Posted Mar 6, 2017 at Selling Power Blog
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Using big data for business intelligence (BI) applications is a common practice for companies of all sizes. Tech Pro Research reports that approximately one out of five small businesses now use big data solutions for optimizing either their marketing effectiveness or their operational efficiency. Continue reading
Posted Mar 1, 2017 at Selling Power Blog
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As any top sales performer can tell you, stress is a make-or-break mental game of football. While biology may have written the playbook, you can still score if you know how to quarterback the calls in your head. Continue reading
Posted Feb 27, 2017 at Selling Power Blog
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Is asking for help a sign of weakness or is it a strength? What’s your belief? If you struggle with asking for help on the job, chances are your belief system is saying one of the following things. Continue reading
Posted Feb 22, 2017 at Selling Power Blog
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The year starts out with you hoping to reach the quota by the end of the year, but, given the state of your sales pipeline, you aren’t sure if you’ll make it. To increase your chances, you take several steps. Continue reading
Posted Feb 20, 2017 at Selling Power Blog
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Everybody loves a good blooper story. That is, until they’re the subject of said blooper story. Making mistakes is an important part of life and certainly being in business. If you’re not making mistakes, you’re also not taking chances. Continue reading
Posted Feb 15, 2017 at Selling Power Blog
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What’s the secret to growth? Maybe it’s because I spent my college years in Las Vegas, but I’d be willing to bet that, if you asked 10 sales leaders where they invest to maximize revenue growth, you’d get 10 different answers. There are so many levers to pull when trying to increase sales effectiveness – new technology, staffing, training, processes – that it can be challenging to determine where to focus and which investments truly deliver on the promise of growth acceleration. But I’m a data guy. Continue reading
Posted Feb 13, 2017 at Selling Power Blog
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While a robust CRM solution plays a part in sales success, a truly successful salesperson has empathy. In the digital age, where technology accelerates and complicates the sales process, there will also be a need for salespeople to connect on a personal level with their prospects and customers. Here are three practices that can help you build your empathy skill set. Continue reading
Posted Feb 8, 2017 at Selling Power Blog
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Businesses have a tendency to view customer service as something that only occurs post-sale, but customers do not see it this way, and view every interaction with your organization as “customer service.” What this means is that your sales executive training should have a customer service element – and the two teams need to work together for improved consistency. Continue reading
Posted Feb 6, 2017 at Selling Power Blog