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Gerhard Gschwandtner
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A success mantra is exactly what helped Elay Cohen create and execute all of Salesforce’s sales training programs back when he was the company’s Senior Vice President of Sales Productivity. His efforts accelerated growth from a $500 million to a more than $3 billion enterprise. Continue reading
Posted yesterday at Selling Power Blog
Goals are wonderful. You cannot hit a target you cannot see. But most of the things that will make a difference in your life are not goals; they are something more than that. Continue reading
Posted 3 days ago at Selling Power Blog
A sales leader cannot possibly manage well without the ability to get everyone on the team to row in the same direction, with the same level of intensity. This requires a multiplier mindset, not a diminisher mindset. Continue reading
Posted Jan 10, 2018 at Selling Power Blog
Unfortunately, most companies don’t recognize that selling does not fully prepare you for the role of sales manager. While your bosses don’t acknowledge that this is a job change, you will still be held accountable for performance. And they won’t wait long to get it! Continue reading
Posted Jan 8, 2018 at Selling Power Blog
Body type, culture, and context all affect a customer’s body language. Even so, it is possible to make some general observations about what constitutes the body language of yes or no. Continue reading
Posted Jan 3, 2018 at Selling Power Blog
Sales leaders delay decisions until they have a chance to consult their advisors. They wait for new technology, data, or buy-in from C-level executives. As a result, they don’t think about what they can successfully do today. Continue reading
Posted Jan 1, 2018 at Selling Power Blog
Salespeople love the rush that comes from closing a deal. However, evolved sales professionals know that, when we are at our best, we are not just chasing deals and dollars. Continue reading
Posted Dec 27, 2017 at Selling Power Blog
The bedrock of all performance is based on the overall sales mentality and mindset of the individuals within your sales team. That means that, by altering the underlying mindset of each team member and creating a culture of success, you automatically increase the overall productivity of the group. Continue reading
Posted Dec 20, 2017 at Selling Power Blog
Keep reading to discover the sales training ROI insights we’ve gathered that deliver the most bang for the buck when it comes to more thoroughly capturing and measuring the business impact of sales learning investments. Continue reading
Posted Dec 18, 2017 at Selling Power Blog
Salespeople with highly developed selling skills - those who understand how to sell value in a consultative way - will have job security. This is also what makes mentorship so important. Continue reading
Posted Dec 13, 2017 at Selling Power Blog
There are so many changes going on in B2B sales all the time. Our old selling habits and routines are continually being disrupted by technological innovations. Continue reading
Posted Dec 4, 2017 at Selling Power Blog
A lot of forward-thinking companies are turning to different forms of mindset training to improve their bottom line. Fortune 500 companies are using the lessons gleaned from neurolinguistic programming, neural, and behavioral sciences to help improve the way individuals think – and therefore act. Continue reading
Posted Nov 29, 2017 at Selling Power Blog
The key to your success in life is determined largely by your mindset. Last month I wrote about the effect of the “implanted mindset,” which we acquire from our parents. In this post, we’ll explore the effect of what neuroscientists call the “imprinted mindset.” Continue reading
Posted Nov 20, 2017 at Selling Power Blog
New sales managers don’t have to completely overhaul what they are doing to be highly effective in their positions. Small changes – if they are the right changes and are implemented the right way – have the biggest impact. Here are seven modifications managers can make to cut through the chaos, zero in on what’s really important, and produce big results down the road. Continue reading
Posted Nov 15, 2017 at Selling Power Blog
Heading into end-of-year crunch, field sales and service reps must maximize every hour for the greatest return for wins. Using geo-navigation and sophisticated routing algorithms, we set a schedule for salespeople that not only maximizes customer facetime, but also minimizes time traveling between meetings or downtime due to being stuck in traffic. Continue reading
Posted Nov 13, 2017 at Selling Power Blog
According to a September 2017 DiscoverOrg study titled “30 Ways to Get Inside the Mind of Your Target Buyer,” of more than 230 B2B buyers from various industries, 12 percent of salespeople are excellent, 23 percent good, 38 percent average, and 27 percent poor. Surprised? Continue reading
Posted Nov 8, 2017 at Selling Power Blog
Few data analytics tools and methods hold as much promise in meeting these challenges as cognitive technologies. Yet a new IBM Institute for Business Value (IBV) study, “From Data Deluge to Intelligent Insights: Adopting Cognitive Computing to Unlock Value for Marketing and Sales,” found that only 24 percent of 525 chief marketing officers and 389 heads of sales surveyed have a cognitive strategy today. Continue reading
Posted Nov 6, 2017 at Selling Power Blog
Donal Daly has clearly been thinking deeply about all the changes going on in the world of sales, including the shifting of power to the customer, and the need for progressive selling organizations to change how they engage with their customers. In his latest book, Digital Sales Transformation in a Customer First World, Donal addresses many of the new challenges we at Selling Power have observed in our publications and at the Sales 3.0 Conference (which Selling Power sponsors each quarter). Donal’s new book starts with a simple proposition: How you sell should be informed by the impact on the... Continue reading
Posted Nov 2, 2017 at Selling Power Blog
Our parents give us what’s called our "implanted mindset." Our parents or caretakers implanted ideas in us that explained how the world works. As an example, I think about my interview a few months ago with Keith Krach, chairman of DocuSign, I asked him about his childhood growing up in a small town in Ohio. Continue reading
Posted Oct 30, 2017 at Selling Power Blog
We all have self-limiting beliefs that hold us back from achieving our goals and reaching our full potential. A few weeks ago, I spoke with three sales experts to find out their personal self-limiting beliefs. We also discussed some ways sales managers can identify what’s holding their sales teams back from reaching revenue goals. Continue reading
Posted Oct 25, 2017 at Selling Power Blog
If your sales team is like most, you have a star group (20 percent) of top performers, a core group (60 percent) of solid performers, and a laggard group (20 percent) whose performance is consistently underpar. The question for sales leaders is: What’s the proper way to motivate each group? Let’s examine the who, why, what, and how of each group to determine the best sales motivation strategy for each. Continue reading
Posted Oct 23, 2017 at Selling Power Blog
Today’s buying environment is quickly separating great B2B sellers from those who are merely adequate. To remain competitive, sellers must bring a renewed focus on collaboration in the sales process. A collaborative approach drives results unseen elsewhere because it keeps the focus on solving challenges specific to the customer. There are three actions sellers can take to become more collaborative in selling. Continue reading
Posted Oct 18, 2017 at Selling Power Blog
We’ve all seen the inspirational posters that tell us to imagine success. They may seem trite or overly simple, but the truth is that many of the top people of their fields use visualization techniques as part of their road map to success. Continue reading
Posted Oct 16, 2017 at Selling Power Blog
We want to be part of the solution – and the success of SDRs. So, given that our experience and focus at Boardroom Insiders is on C-suite selling, here are five tips for SDRs charged with prospecting in the C-suite. Continue reading
Posted Oct 11, 2017 at Selling Power Blog
Everybody fails at something. Failure is how we learn. People who achieve a great deal fail at many things. Recognizing failure as a potentially positive experience gives you a new freedom: the freedom to try new things, be more creative, and stretch outside your comfort zone. Continue reading
Posted Oct 9, 2017 at Selling Power Blog