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Gerhard Gschwandtner
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The core purpose of sales is to challenge buyers’ assumptions and make them imagine what the world would look like if those assumptions were overturned. Make them think about what they would get out of buying your solution. That’s why you need to use your abilities to ask questions that activate buyers’ needs. Here’s how. Continue reading
Posted 2 days ago at Selling Power Blog
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As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the world. And no one tracks it. Continue reading
Posted 4 days ago at Selling Power Blog
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One of the joys of our business is that, each day, we get to work with some of the smartest sales and business leaders on the planet. While our job is to train their sales teams, we often learn as much as we teach. With this in mind, there are a handful of themes that gained traction in 2016 that we expect will have an even greater impact on enterprise selling in 2017. Continue reading
Posted 7 days ago at Selling Power Blog
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Your sales leaders and sales A-players are asked the same questions, over and over. This isn’t just a productivity drain. If your sales reps lack the information – and the ability even to access critical information – it impacts every aspect of the sales process. Continue reading
Posted Jan 11, 2017 at Selling Power Blog
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Most everything we’ve learned about selling sabotages our chances of engaging a new decision maker. The number one barrier we face from prospects is emotional resistance. To succeed, we must shift from selling our solution to creating receptivity, from focusing on the message to creating receptivity to the message. Continue reading
Posted Jan 9, 2017 at Selling Power Blog
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Account Based Sales Development (ABSD) is a huge step forward for the world of sales development. It’s much more sophisticated and effective than “hitting the phones” or blasting out emails. However, it isn’t always the answer for every B2B company or every challenge. Continue reading
Posted Jan 4, 2017 at Selling Power Blog
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According to the 2016 AskForensics B2B Sales Analysis, 64 percent of buyers ranked account support as the top influencer when making a purchase. These results are based on data collected between 2013 and 2015 from 137 Fortune-level accounts, totaling more than $2.3 billion in total contract value. As B2B purchases tend to be long-term and complex, the relationship is not only about an individual sale, but also about ongoing usage and consistent quality. Buyers want to deal with people who can guide them through the sales process and champion their needs with the vendor. Continue reading
Posted Jan 3, 2017 at Selling Power Blog
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Some people are just hard to reach. Important prospects are constantly flooded with attempts to hear the next sales rep’s pitch. Which is not the way busy executives like to spend their time. Audacity can play a key role in helping you break through, if it’s done with a sincere and authentic focus on the target executive’s needs and priorities, and if it’s done with a great deal of creativity. Continue reading
Posted Dec 29, 2016 at Selling Power Blog
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Would life be easier for salespeople if RFPs didn’t exist? Over the past several years, the rise of technology solutions has provided a light at the end of the tunnel. While it doesn’t completely eliminate all challenges, today’s technology has introduced the possibility of streamlining the process and increasing overall effectiveness in responding to RFPs. These solutions can centralize RFP content and help eliminate organizational silos. Continue reading
Posted Dec 27, 2016 at Selling Power Blog
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Are salespeople born or made? Sure, you probably know a handful of salespeople that make the art of selling look effortless. For the rest of us, though, unlocking the secrets to selling success typically involves building on natural talent with hard work. So, if you are a sales manager looking to hone the skills of your budding team, here are four core ideas that will help create a blueprint for turning your promising reps into seasoned pros. Continue reading
Posted Dec 21, 2016 at Selling Power Blog
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As a small imaging supply and copier company with fewer than 50 employees, we face some stiff competition from big box retailers. We shifted our business from bricks to clicks and now operate in a dynamic, digital marketplace where – beyond just posting our products online – we can track and manage our sales cycle from beginning to end to accurately predict cash flow, increase revenue, and grow our business. Continue reading
Posted Dec 20, 2016 at Selling Power Blog
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In sales, it’s easy to forget about certain accounts that haven’t been very responsive or active lately. However, there are plenty of opportunities to increase your revenue simply by re-engaging these older contacts. Here are five steps to help you maintain, grow, and sell to these static accounts. Continue reading
Posted Dec 14, 2016 at Selling Power Blog
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The point of a sales comp plan is to motivate salespeople to put in their best effort. But when salespeople don’t trust the plan, or when they know that management is not routinely paying attention to the plan, it can actually demotivate reps. The ZS 2016 Incentive Practices Research study surveyed 28 medtech companies and found the following … Continue reading
Posted Dec 7, 2016 at Selling Power Blog
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There is no way to win big revenue without identifying big customer pain points. To get a sense of the dimensions and impact of the gap between where prospects in an enterprise opportunity are and where they want to be, you can use a questioning process known as the Sandler Pain Funnel. Continue reading
Posted Dec 6, 2016 at Selling Power Blog
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If you’re a salesperson, you’re always trying to beat your quota. To do this, you need to answer several hard questions, such as: “Will my deal close?”; “Am I focusing my time on the right deals?”; and, “What else can I do to increase the likelihood to win this deal?” Answering these questions takes selling with data science. Here are some of the best ways salespeople are using data science to beat their competition. Continue reading
Posted Dec 1, 2016 at Selling Power Blog
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AI is already here, already a part of the sales function. And it’s here to make our jobs easier and us far more effective. Continue reading
Posted Nov 30, 2016 at Selling Power Blog
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Sales is a rollercoaster, continually forcing you to confront change head-on. Speaking as a millennial, I can tell you one of the most important skills you’ll need to stay on track is discipline. I’d like to share three tips I used to develop a disciplined mindset when transitioning to my first job out of college. Continue reading
Posted Nov 22, 2016 at Selling Power Blog
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Finding and closing a deal ain’t as easy as it used to be, for sure. B2B sales has changed dramatically in even just the past few years. Customer reviews and analyst opinions are just a tap away, and both sales and marketing are on the offensive to get ahead of competitors. And, when sales and marketing work together, their efforts become exponentially more powerful. Continue reading
Posted Nov 21, 2016 at Selling Power Blog
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How can you make sure you are presenting in ways that help others understand the true value of your product or service? What I’ve learned from nearly a decade of research for my upcoming book The Science of Selling is that, by utilizing the rules our brains follow when making judgments, we can help others better evaluate our products or services. Here’s a brief excerpt from the book that describes one of these heuristics, known as “Single-Option Aversion.” Continue reading
Posted Nov 16, 2016 at Selling Power Blog
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Having a great sales playbook, filled with the collective wisdom of your all-star reps, can be the difference between winning and losing in today’s highly competitive markets – as long as you can get your team to properly leverage it. Sales teams are not only accelerating top-line growth by using video content platforms to better train and coach; they are using those very same tools to massively save time and T&E expenses associated with onboarding new reps and certifying reps for new product rollouts. Continue reading
Posted Nov 15, 2016 at Selling Power Blog
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To aid in understanding sales leadership behaviors, we use the Five Practices of Exemplary Leaders® as found in The Leadership Challenge. Each practice groups six behaviors. For leaders, these have been validated in 600+ research studies with data collected in more than 5 million assessments over 30 years in 72 countries. Here are the five practices. Continue reading
Posted Nov 9, 2016 at Selling Power Blog
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For new sales managers who may be feeling disoriented or overwhelmed in their new position, it can be helpful to think about the role as a GPS system for reps. Just as a GPS guides drivers to a defined destination, a manager can guide his or her team to quota by employing some of the same characteristics of this indispensable technology. Here are three ways in which sales managers can be more effective in their roles by operating like a GPS. Continue reading
Posted Nov 8, 2016 at Selling Power Blog
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How do sales leaders in a multi-generational sales organization develop consistent skill sets when individual sellers have such unique perspectives and experiences? Here are three keys to getting there. Continue reading
Posted Nov 3, 2016 at Selling Power Blog
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Some managers attempt to “manage” all aspects of their salespeople’s activities. On these teams, whenever a salesperson gets the sensation that someone is looking over his shoulder, he or she is usually right – it’s the sales manager about to ask for a pipeline report, an opportunity update, a sales forecast, or something else that’s heavy on data points. Continue reading
Posted Nov 2, 2016 at Selling Power Blog
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People often ask me if I have any suggestions for how to really stand out with prospects during the holiday season. The answer is yes! All you have to do is put some extra spice into your efforts as you roll into that fourth quarter. Continue reading
Posted Nov 1, 2016 at Selling Power Blog