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Gerhard Gschwandtner
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Everybody loves a good blooper story. That is, until they’re the subject of said blooper story. Making mistakes is an important part of life and certainly being in business. If you’re not making mistakes, you’re also not taking chances. Continue reading
Posted 5 days ago at Selling Power Blog
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What’s the secret to growth? Maybe it’s because I spent my college years in Las Vegas, but I’d be willing to bet that, if you asked 10 sales leaders where they invest to maximize revenue growth, you’d get 10 different answers. There are so many levers to pull when trying to increase sales effectiveness – new technology, staffing, training, processes – that it can be challenging to determine where to focus and which investments truly deliver on the promise of growth acceleration. But I’m a data guy. Continue reading
Posted 7 days ago at Selling Power Blog
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While a robust CRM solution plays a part in sales success, a truly successful salesperson has empathy. In the digital age, where technology accelerates and complicates the sales process, there will also be a need for salespeople to connect on a personal level with their prospects and customers. Here are three practices that can help you build your empathy skill set. Continue reading
Posted Feb 8, 2017 at Selling Power Blog
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Businesses have a tendency to view customer service as something that only occurs post-sale, but customers do not see it this way, and view every interaction with your organization as “customer service.” What this means is that your sales executive training should have a customer service element – and the two teams need to work together for improved consistency. Continue reading
Posted Feb 6, 2017 at Selling Power Blog
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It’s well known that cash is king for a sales team. Salespeople are paid on commissions and earn hefty bonuses for their hard work. Unfortunately, cash incentives are not always bottomless. To maximize your sales team’s performance, it’s important to know what you can offer them beyond a fatter paycheck. Here are seven enticing non-cash incentives you can offer your sales reps. Continue reading
Posted Feb 1, 2017 at Selling Power Blog
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Today’s post is by Noah Fleming, a globally recognized customer loyalty expert. He works with companies in a broad range of industries with revenues ranging from $5 million to $2 billion per year to create dramatic results. He is the author of the new book, The Customer Loyalty Loop, and the Amazon number one bestselling book in sales, marketing, and customer service categories, Evergreen: Cultivate the Enduring Customer Loyalty that Keeps Your Business Thriving. I needed some work done at my house. I talked to ten contractors, and nine of them were awful. But the one who ended up getting... Continue reading
Posted Jan 30, 2017 at Selling Power Blog
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Ask salespeople what their number one issue is and they’ll say, “getting good prospects.” It’s simple fact – you can’t close a sale until you have someone to sell to. So what does it take to prospect successfully? Having worked with thousands of salespeople and written the book High-Profit Prospecting, I boiled it down to what I call the Ten Keys to Prospecting … Continue reading
Posted Jan 25, 2017 at Selling Power Blog
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I recently listened to a year-end episode of Barb Giamanco’s Razor’s Edge podcast (listen in at 14:49). The compilation includes snippets of her interviews with Anthony Iannarino, Mark Hunter, me, and James Muir, author of The Perfect Close. As I listened to Barb and James discuss their best practices for proposals, I realized there are simple changes that would allow me to create a far greater level of connection through my own proposals. Continue reading
Posted Jan 23, 2017 at Selling Power Blog
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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 Jan 18, 2017 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 Jan 16, 2017 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 Jan 13, 2017 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