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Gerhard Gschwandtner
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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 3 days ago 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
Want to know the 13 words and phrases that will drop your conversion rates? The data science team at used AI to analyze 519,000-plus B2B sales call recordings from SaaS companies. The technology transcribed all the calls, speaker-separated them, and analyzed them using machine learning and natural language processing. Continue reading
Posted Oct 4, 2017 at Selling Power Blog
As with many highly successful people, Bill McDermott chooses to feel gratitude about his setback, rather than feeling sorry for himself, or depressed. Although surely the recovery process has had dark moments, nothing could dampen his love of life and people. This is a winning mindset. Continue reading
Posted Oct 2, 2017 at Selling Power Blog
While not paying attention to your clients’ needs will cost you, salespeople who burn the candle at both ends may actually cost you more. Research has consistently shown that planned downtime and vacations actually increase, not decrease, overall productivity. In some studies, there was a whopping 82 percent boost in productivity. Continue reading
Posted Sep 27, 2017 at Selling Power Blog
The fact is, most salespeople I have dealt with (I’ve got 25-plus years of B2B buying experience) do not do these three things. They may do one or two, but rarely all three. If you do them all, you’ll make more sales and keep customers longer. Continue reading
Posted Sep 25, 2017 at Selling Power Blog
Leading an effective B2B sales team is less about managing productivity and more about managing mentality. The question is: How are we as sales leaders investing in the culture of our department in a way that fosters healthy mindsets and inspires high performance? Continue reading
Posted Sep 20, 2017 at Selling Power Blog
We all have a constant inner monologue happening inside our heads. Most people pay little to no attention to this monologue. However, it is often a key factor that is sabotaging your ability to achieve success. Continue reading
Posted Sep 18, 2017 at Selling Power Blog
Why is a successful transition from seller to sales manager so elusive for nearly every first-time manager? Unfortunately, organizations themselves are to blame. They exert pressure on the manager from every direction. Demands on sales managers come from the following areas. Continue reading
Posted Sep 13, 2017 at Selling Power Blog
In a world where reducing customer defection by just 5 percent can increase profit from 25 to 80 percent (Salesforce State of Sales Report, 2016), anticipating your customers’ need is not only good business, it is essential to your bottom line. Geo-productivity software, which is available on mobile devices and online, combines predictive analytics, data, and map-based route planning to help you do just that. Continue reading
Posted Sep 11, 2017 at Selling Power Blog
What does Uber or Amazon have to do with B2B sales? Well, everything, because technology and innovation can eliminate dead space in a hurry. This is where sales professionals and leaders must look forward, assess the playing field, and pro-act (vs. re-act) to avoid being “Amazoned” out of a career. The key is understanding your unique value proposition as well as those customer needs that simply cannot be met by technology or a substitute process. Continue reading
Posted Sep 6, 2017 at Selling Power Blog
In the 20 years I have been working with salespeople, my research indicates well over 85 percent know of SMART goals, originally defined by Zig Ziglar about 50 years ago. My guess, based on listening to his presentations and reading his books, is that Ziglar probably had at least seven important but unstated criteria for SMART sales goals. Continue reading
Posted Sep 4, 2017 at Selling Power Blog
Personalization grabs attention and can be very useful when your mission is to make contact with an account or prospect. Personalization can be a powerful tool, but it can also backfire terribly if not used correctly. When I first started using it in direct response letters, the challenge was to make it read naturally, as though it had been written to a friend. Continue reading
Posted Aug 30, 2017 at Selling Power Blog
Today’s post is by Sherri Sklar, CEO of GrowthTera, a consulting firm that helps organizations accelerate growth by elevating their performance to WOW. Hear her present “Sales Planning: Strategies that Leave Your Competition in the Dust” live at the Sales 3.0 Conference in Las Vegas on September 18 and 19. Recently a sales leader asked me for some advice about selling business outcomes versus solutions: Dear Sherri: A customer is angry because she says her company is not receiving the perceived benefits of the solution we sold them. She said that, although we were very good at showing them how... Continue reading
Posted Aug 28, 2017 at Selling Power Blog