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Gerhard Gschwandtner
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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 3 days ago at Selling Power Blog
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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 5 days ago at Selling Power Blog
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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
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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
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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
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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
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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
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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
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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 Apr 26, 2017 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 Apr 24, 2017 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