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Gerhard Gschwandtner
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Sales and marketing typically work in parallel and rarely together. But, at today’s successful companies, these teams are forging a strong, collaborative alliance that enables them to know their audience better, grow sales, and boost loyalty. Continue reading
Posted 2 days ago at Selling Power Blog
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Do you get frustrated working with people who don’t have the same motivation, work ethic, or desire to succeed as you? Here are five tips that can help you easily identify whether you have a team of top performers. Continue reading
Posted Aug 17, 2016 at Selling Power Blog
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To implement an efficient sales plan throughout your organization, inside and outside sales strategies must complement one another. Here are six ways you can make sure they do. Continue reading
Posted Aug 16, 2016 at Selling Power Blog
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To be a successful sales leader, you must be adept at identifying dominant motivations and recognizing motivation signals. Salespeople tend to be driven by one or more of the following six motives: money, opportunity, teamwork, independence, visibility, and excellence. Continue reading
Posted Aug 10, 2016 at Selling Power Blog
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"Closing" has a negative connotation, mostly because some salespeople "closed" too soon, became argumentative, and bullied their way to a deal. There is another way, though. I’ve heard it called objection mining, objection avoidance, or the term I prefer - objection defusing. It’s also called good service. This is how you do it. Continue reading
Posted Aug 9, 2016 at Selling Power Blog
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All too often, what passes for a debriefing session after a sales call is little more than a casual, uninformative conversation between a salesperson and sales manager. Time has been wasted and little has been learned by either party. To be effective for you and your salespeople, debriefing sessions must occur regularly and be consistent. Here’s how to make it happen. Continue reading
Posted Aug 3, 2016 at Selling Power Blog
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In sales, ABC means “always be closing” – but what are the ABCs of creating and running a great sales force? The National Center for the Middle Market delved into best practices when hiring and managing sales forces in a recent study, titled “The Force Is with You: Building a Highly Effective Sales Organization.” It’s no surprise our findings indicate that middle market executives consider their sales forces to be integral parts of their respective companies. However, there are some surprising differences in how companies evaluate sales hires as well as how compensation for sales teams is handled. Continue reading
Posted Aug 2, 2016 at Selling Power Blog
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Training Industry, Inc., and Richardson teamed up to find out how organizations across industries are supporting sales coaching. Nearly three-quarters of the respondents – 74 percent – said their programs were “very” or “somewhat” effective, and 51 percent of those who rated sales coaching as “very” effective also said they “always” used sales coaching in the past year. Here are seven best practices based on top takeaways from the report. Continue reading
Posted Jul 28, 2016 at Selling Power Blog
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Every business needs a sales methodology that best represents its product, values, market and goals. Here are the top 10 sales methodologies to consider as you embark on this path. Continue reading
Posted Jul 27, 2016 at Selling Power Blog
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As a sales manager, one of the biggest sources of your stress is probably the performance of your sales team. You are accountable for everything that happens on your watch. That means you need to start by attracting and hiring the right candidates. Here are some specific steps you can take to hire sales reps who burn brighter than the sun. Continue reading
Posted Jul 14, 2016 at Selling Power Blog
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Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. However, the salesperson’s relationship to the pipeline is materially different from that of a manager. Continue reading
Posted Jul 13, 2016 at Selling Power Blog
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Great sales coaches know who to coach, when to coach, and to what to coach. If you want to have a world-class selling organization, you must coach, no excuses allowed. Coaching in sales effectiveness is like coaching in any field where greatness is expected: it is imperative. The following six characteristics will set you on the right path to becoming a great coach. Continue reading
Posted Jul 12, 2016 at Selling Power Blog
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If you want to be a positive role model as a sales manager, you must practice the key traits of consistency, fairness, empowerment, courage, vision, and motivation. To be the best possible role model for your people, you should commit to all six. Let’s look at each of these in detail. Continue reading
Posted Jul 7, 2016 at Selling Power Blog
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All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how it works. All too commonly, organizations apply technology in an effort to fix their pressing sales challenges but their expectations for it go unrealized. Why? Continue reading
Posted Jul 6, 2016 at Selling Power Blog
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Here are three keys that can help you keep your sales team motivated. Continue reading
Posted Jul 5, 2016 at Selling Power Blog
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Achieving growth, profitability, and fanatical customer loyalty are easier said than done at a time when digital technologies, data and analytics, and new coaching techniques are raising the competitive stakes. In this exclusive interview, Dennis Michalis, Global Vice President, Oracle Customer Experience, weighs in on how to build a high performance sales team by managing technology for efficiency, driving productivity, and inspiring greatness. Continue reading
Posted Jun 30, 2016 at Selling Power Blog
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With top salespeople regularly contributing four times the sales of the average salesperson, wouldn’t it be great if you could just duplicate them? Created using our mountain of research and data, our Top Performer Benchmark comes close. Continue reading
Posted Jun 29, 2016 at Selling Power Blog
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As many as 80 percent of managers believe they are good sales coaches. Most of them are wrong. Why? Typically, there are two barriers in the way. Continue reading
Posted Jun 23, 2016 at Selling Power Blog
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Today's guest post is by Daniil Karp, Marketing Lead at 6sense. Sales and marketing professionals today are frustrated by a lack of visibility into their campaigns and a lack of coordination of their efforts. The upcoming B2B ESP Summit on July 14 in San Francisco at The Four Seasons Hotel is focused on answering the question of how B2B marketing and sales professionals can connect, understand, and use their customer data to deliver marketing campaigns and sales alignment that builds pipeline and drives revenue. Whether you’re just beginning your data journey or are already leveraging advanced analytics and predictive modeling,... Continue reading
Posted Jun 22, 2016 at Selling Power Blog
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What separates the great speakers from those who are immediately forgettable? Here are several general presentation best practices I’ve observed at B2B sales events (like Dreamforce and the Sales 2.0 Conference) over the years, as well as specific best practices from some of my favorite speakers and presentations. Continue reading
Posted Jun 21, 2016 at Selling Power Blog
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Sales coaching is about helping, supporting, monitoring, and facilitating. It’s not about telling salespeople what to do. If you get salespeople invested in coaching outcomes, they’re more likely to take initiative to change their behavior and see results. Continue reading
Posted Jun 15, 2016 at Selling Power Blog
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There’s often a huge difference between the person you interview and the person you hire as your new sales rep. Following are three candidates who may surprise you once they’re on the payroll. Continue reading
Posted Jun 14, 2016 at Selling Power Blog
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Asking salespeople to change their work habits, behaviors, and attitude is one of the toughest things managers face. Even when change is charging at us at breakneck speed, we can’t expect salespeople to instantly change – mainly because of these common reasons. Continue reading
Posted Jun 9, 2016 at Selling Power Blog
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Why is analytics so important to sales compensation? Consider its possible impact in three different areas: designing incentive plans for maximum impact, paying people in an accurate and timely manner, and attracting and retaining the best talent. Continue reading
Posted Jun 8, 2016 at Selling Power Blog
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The definition and measurement of success are personal, and depend on the context and point of view for each individual. There needs to be an emotional component for success to be meaningful. A core concept of our training is that there must be balance of all three elements of the Success Triangle – a person’s behaviors, attitudes, and techniques – in order to achieve meaningful, lasting success. Continue reading
Posted Jun 3, 2016 at Selling Power Blog