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Gerhard Gschwandtner
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Today’s post is by Sam Kariuki, a sales trainer and strategist based in Kenya. He is the author of The Guy Who Fired His Boss: Discover the Secret Entrepreneur in You. Kenyans have dominated top positions in marathons for years; most of the top 10 fastest marathon runners in recorded history have been from Kenya. What can salespeople learn from these running superstars? Here are four important principles world-record champions can teach you. 1. Winners thrive on passion. If you want to fly high, then you need to spend time with eagles, not chickens. Although most world-record holders come from... Continue reading
Posted 4 days ago at Selling Power Blog
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Amanda Kahlow is CEO and founder of 6sense. Prior to 6sense, Amanda spent 14 years as the CEO and founder of CI Insights, a big-data services company that used multichannel analytics to help enterprise companies generate as much as $300 million in net-new business. What would it take for your sales team to stay on top of the pipeline and effectively manage sales opportunities? Better incentives? Micromanagement? Magic? We say the answer is predictive intelligence. Every day, your buyers and prospects are leaving digital footprints, buying signals that indicate whether they are in the market to buy, what products they... Continue reading
Posted Mar 18, 2015 at Selling Power Blog
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Today's guest post is by Lisa Fiondella, CEO of reFocus Analytics. Hear her speak at the Sales 2.0 Conference in Philadelphia on March 16, where she will present “Innovating for Sales through Big Data and Analytics.” Throughout high school, I really enjoyed math (with the exception of 10th grade geometry), and college statistics was actually fun. I can still hear our teachers telling us that we’d use math every day of our lives, while my classmates and I snickered at the thought. Other than counting the money in my measly savings account and comparing the total to the price of... Continue reading
Posted Mar 11, 2015 at Selling Power Blog
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Today’s guest post is by Garcia Glover, managing partner at Axle Sales Partners LLC, a sales-training company that helps organizations build high-performing sales teams by arming their salespeople with the proprietary Axle 60/20/20 Sales Approach™. As a 20-year, business-to-business, outside sales practitioner, and now as managing partner for a sales-training company, I often find myself using baseball analogies in my sales “pitches.” That’s probably because sales and baseball are what I know most. A baseball scholarship paid my way through college, and I was a college coach for a number of years. I started in professional sales selling copiers door-to-door... Continue reading
Posted Mar 10, 2015 at Selling Power Blog
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David Sandler had a winning smile and a refreshing, no-nonsense attitude. I felt privileged to spend time with him when I interviewed him years ago for Selling Power magazine and had no idea that he would pass away only four years later in the prime of life. Today the Sandler Training organization is growing at a steady pace and his idea of reinforcing learning is helping tens of thousands of salespeople generate more sales. While other sales trainers that I've interviewed taught formulas that began to wear out after a few weeks of use, Sandler was teaching a practical process... Continue reading
Posted Mar 9, 2015 at Selling Power Blog
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Today’s guest post is by Norman Behar, CEO of the Sales Readiness Group, an industry leading sales training company that helps Fortune 500 companies develop and deliver customized sales and sales-management training programs. Follow Norman on Twitter: @NormanBehar. It’s very important for sales managers to develop strong leadership skills. Why? Sales organizations that cultivate good leaders are typically better able to do the following: transition star sales reps into high-performing sales managers, identify and respond to revenue challenges earlier rather than later, recognize and replicate key sales behaviors that lead to revenue results. (For more insight on how to achieve... Continue reading
Posted Mar 4, 2015 at Selling Power Blog
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Today’s guest post is by Ron Snyder, president of Plan2Win Software. What is the optimal way to manage your sales territories? Here are seven steps sales leaders can use to get the best results from each sales territory. 1. Establish a process. Determine how you plan to establish and monitor the progress of territory plans each quarter. A clear progression of action steps helps each member of the team understand what’s expected as the quarter unfolds. This includes having territory managers create and update territory plans and review the plans at the regional and then national levels. Support, marketing, and... Continue reading
Posted Mar 3, 2015 at Selling Power Blog
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Today's post is by Dave Kurlan, CEO of Kurlan & Associates. Do you follow a sales process that’s largely built around getting a prospect to agree to watch a demo? If so, then you’re following the herd. You’re probably also wondering why you can’t get prospects to take action after you show them your demo. Part of the problem is that experts and thought leaders are not creating enough content that helps salespeople sell based on value. For example, when I look at what people are writing and speaking about, here’s what I see: Social selling (LinkedIn, Twitter, etc.) Inbound... Continue reading
Posted Feb 25, 2015 at Selling Power Blog
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Today’s guest post is by Josiane Feigon, president of TeleSmart Communications and author of Smart Selling on the Phone and Online. The insight in this blog post is taken from the “15 in 2015 Inside Sales Trend Report.” Millennials are taking over in the sales profession. In just five years, this generation will make up 46 percent of the entire US workforce. Here are six characteristics of Millennials that inside sales managers should know. 1. They overshare. Millennials value their community at work. That explains why the open-office phenomenon is so popular and why 88 percent of Millennials want their... Continue reading
Posted Feb 18, 2015 at Selling Power Blog
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Today's guest post is by Adam Hollander, CEO of FantasySalesTeam. Over the last year and a half at FantasySalesTeam, we’ve helped companies run hundreds of sales contests. A few weeks ago, Joe Goss, one of our client success managers and our resident Excel guru, took it upon himself to examine data generated from 164 games among our 100-plus clients, mostly inside sales teams. The sales teams were as small as four reps and as large as 2,800 reps. What he found about motivation is worth sharing. Lesson #1: Run your sales contest for one to two months. Having spent my... Continue reading
Posted Feb 17, 2015 at Selling Power Blog
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Today’s post is by Selling Power Editors. Subscribe now to Selling Power magazine to keep up with the latest trends, news, and best practices for B2B sales professionals. What’s booming in technology sales right now? Inside sales teams. A recent study, “Outside In: The Rise of the Inside Sales Team,” conducted by Reality Works Group and ZS Associates, found that 40 percent of large technology companies plan to increase their inside-sales head count by 2016. What will this mean for the sales profession? Here are three key points from the study that sales leaders can use as action steps for... Continue reading
Posted Feb 11, 2015 at Selling Power Blog
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Today's post is by Joanne Black, America’s top referral sales expert. Visit NoMoreColdCalling for more articles, tips, and free resources. You can also find Joanne on Twitter: @ReferralSales. If you depend on marketing to score your leads, you can forget about hitting your numbers. Prospecting is not your marketing department’s job. It’s your job – and it’s your most important job. You’re not entitled to sit back and wait for great leads to fill your sales pipeline, which has become common practice in most sales organizations. Many salespeople complain that marketing isn’t providing enough leads and definitely not qualified leads.... Continue reading
Posted Feb 10, 2015 at Selling Power Blog
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Today's guest post is by Jennifer Stanley, Associate Principal (Marketing and Sales Practice) at McKinsey & Company. Candace Lun Plotkin, Director of Knowledge, Marketing & Sales, at McKinsey & Company, also contributed to this post. Hear Jennifer speak at the Sales 2.0 Conference in Philadelphia on March 16, 2015. Much has been written about the "death of the sales funnel," but if the sales funnel is dead, what is taking its place? The answer is simple: mapping customer journeys. A "customer journey" is the path customers take to learn about, compare, and decide what they want to buy. But neither... Continue reading
Posted Feb 4, 2015 at Selling Power Blog
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Today’s guest post is by Brian Dietmeyer, president and CEO of Think! Inc. and 5600blue. Does your sales process provide salespeople with the knowledge they need to win the short-term competitive advantage? The paradox of today’s world is that long-term growth is actually driven by your sales team’s response to rapid, short-term changes. In her book, The End of Competitive Advantage: How to Keep Your Strategy Moving as Fast as Your Business, Columbia Business School professor Rita Gunther McGrath argues that the sustainable competitive advantage is quickly disappearing. Instead, business leaders learn to compete on a series of short-term competitive... Continue reading
Posted Feb 3, 2015 at Selling Power Blog
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Today's blog post is by LaVon Koerner, Chief Revenue Officer of Revenue Storm, a global sales consulting and revenue acceleration firm. While the terms “sales leader” and “sales manager” are often used interchangeably, there is a huge difference between these two roles. Leaders rally employees around a vision. They have the ability to influence, motivate, and inspire others to contribute to the fulfillment of that vision. Managers, on the other hand, are more adept at directing employees on how to systematically execute the leader’s vision. They can see all of the intricate moving parts and understand how to sync them.... Continue reading
Posted Jan 27, 2015 at Selling Power Blog
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Today's guest post is by Jennifer Stanley, Associate Principle (Marketing and Sales Practice) at McKinsey & Company. Hear her speak at the Sales 2.0 Conference in Philadelphia on March 16. What kind of relationship will you have with purchasing agents in 2020? Consider this: by that time, Millennials will be 50 percent of the workforce. That means the people you’re selling to will likely have different styles, preferences, and habits from your current buyers. But this generation is already in the workforce and having a massive impact on how people do business. This development is one of the critical megatrends... Continue reading
Posted Jan 20, 2015 at Selling Power Blog
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Today's post is by Michael Weening, Senior Vice President, Customer for Life, Commercial, at salesforce.com. This post is a slightly edited version of the one that was originally published here on his blog, Leading a Sales Transformation. It is used here with permission. Every New Year, people make commitments to new goals. But how about a commitment to disobey -- to break the rules? “Know the rules well, so you can break them effectively.” -- Dalai Lama XIV This is a great quote, one that I have spent my life inadvertently (and sometimes painfully) living by. After all, what are... Continue reading
Posted Jan 14, 2015 at Selling Power Blog
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Starting with the January issue of Selling Power magazine, we're featuring a new monthly column written by Bill McDermott, CEO of SAP. He is the author of a terrific book, Winners Dream, in which he shares his journey from running a deli at age 16 to landing a job at Xerox, selling copy machines in New York City. He realized his dream yet he keeps on reaching higher. As the head of SAP, and leader of 70,000 employees around the globe he has not forgotten his roots and he remains curious, humble and hungry. He is also giving back and... Continue reading
Posted Jan 12, 2015 at Selling Power Blog
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Today's post is by Darrin Fleming, managing director at Stratavant, which provides strategic marketing and value-based sales and marketing tools for B2B companies. Read the original post here on the Stratavant blog (this version has been slightly edited and is used here with permission). What are some common circumstances that often lead to price discounting? Let’s examine a quick list. It’s the end of the quarter, and the sales team is not going to meet sales goals. There’s an economic dip in your industry, and sales have been sluggish for an extended period. There’s a structural component to the compensation... Continue reading
Posted Jan 6, 2015 at Selling Power Blog
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Today's post is by LaVon Koerner, chief revenue officer of Revenue Storm, a global sales consulting and revenue acceleration firm. Your first meeting with an executive defines you and your company. You get one chance to make your pitch. It will either set you on a path toward mutual benefit and profitability or lead you to unanswered phone calls and being pushed lower in the organization -- or even out the door. Making your first meetings with executives productive and engaging is one of the most important things you can do to dramatically improve your sales. So how do you... Continue reading
Posted Dec 29, 2014 at Selling Power Blog
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What does it mean to be an authentic leader who listens and gives direction successfully? In this candid interview, Senior Vice President and Chief Learning Officer of SAP Jenny Dearborn shares the moment she first met with Bill McDermott, CEO of SAP. In less than an hour she walked away impressed with his unique leadership style. Discover the essence of great leadership in three steps. 1) Listen deeply. Bill opened this meeting by telling the team they were the leaders. "What do I need to know? What's working? What's not working? How can I help you?" 2) Reiterate what you've... Continue reading
Posted Dec 22, 2014 at Selling Power Blog
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Today’s guest post is by Ramon Nuñez, founder and CEO of LiveHive Inc., a software start-up whose cloud-based, sales-engagement platform provides real-time intelligence based on customer engagement with digital content. In today’s online and social world, the power has shifted from seller to buyer. Among other things, buyers now expect any desired information to be available on any device at the moment of need. As a result, sales teams are looking for ways to ensure they’re delivering the right information to the buyer and get real-time feedback on the buyer’s engagement with that information. Customers now have the ability to... Continue reading
Posted Dec 16, 2014 at Selling Power Blog
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Today’s guest post is by Somrat Niyogi, CEO and cofounder of Stitch. Do your salespeople fail to follow your sales process? Are they bogged down by administrative tasks? Are their sales pipelines sluggish and inconsistent? If your organization is suffering from any of these problems, it’s time to take a look at your relationship to your CRM system. CRM systems are flawed. They act as a repository for information but aren’t designed to help salespeople actually sell, be more productive, or simplify sales activities. In fact, the number one question sales leaders ask me is how can they effectively use... Continue reading
Posted Dec 8, 2014 at Selling Power Blog
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Today's blog post is by Joanne Black, America’s top referral sales expert. Visit www.nomorecoldcalling.com for more articles, tips, and free resources. You can also find Joanne on Twitter: @ReferralSales. George thought he’d nailed the link between social selling and referrals, but as it turns out, he had merely bought into the popular misconception that social media would do his job for him. George knew lots of people who surely knew lots of people. So he decided to use email and LinkedIn to ask his vast network for referrals, but no one responded. The problem was that George had forgotten about... Continue reading
Posted Dec 3, 2014 at Selling Power Blog
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Today's guest post is by Darik Volpa, founder and CEO of Rehearsal VRP. What’s the best way to learn how to sell? Practice, practice, and more practice. Yet many sales organizations are not creating an optimal environment for salespeople to practice and perfect their selling skills. This creates at least five problems: Lost revenue. When salespeople aren’t ready to have conversations with customers, they’re more likely to lose deals. You also risk creating a poor impression of your company when you send unprepared sales reps into the field. High levels of stress. Yes, salespeople need a tough skin to succeed... Continue reading
Posted Nov 20, 2014 at Selling Power Blog