This is Gerhard Gschwandtner's Typepad Profile.
Join Typepad and start following Gerhard Gschwandtner's activity
Join Now!
Already a member? Sign In
Gerhard Gschwandtner
Recent Activity
Here are the top five reasons curiosity leads to sales success. Continue reading
Posted yesterday at Selling Power Blog
Here's how an inside sales team at Park Place Technologies learned to Leverage LinkedIn's Sales Navigator with great revenue results. Continue reading
Posted 3 days ago at Selling Power Blog
Here are five ways businesses can integrate sales organizations after a merger or acquisition. Continue reading
Posted 6 days ago at Selling Power Blog
The Introvert’s Edge by Matthew Pollard provides a seven-step process for creating a sales system expressly for you and your team. Continue reading
Posted Mar 14, 2018 at Selling Power Blog
By creating a two-way dialogue with your customers, you can build long-term trusting relationships. It sounds good, but how do you make it happen? Continue reading
Posted Mar 12, 2018 at Selling Power Blog
A great onboarding program can shrink your sales rep attrition. Here’s how to keep them longer and ramp them up faster. Continue reading
Posted Mar 7, 2018 at Selling Power Blog
Here are the key indicators your salespeople are maximizing the value of their customer conversations. Continue reading
Posted Mar 5, 2018 at Selling Power Blog
Our latest research finds it is not adherence to a sales methodology but agility that produces superior results. Although sales leaders have long pushed their people to master one method of selling, it turns out that well-considered and purposeful deviation from a single methodology to accommodate different buying situations is the key to success. Continue reading
Posted Feb 28, 2018 at Selling Power Blog
Here’s how artificial intelligence (AI) and machine learning for revenue-generating sales processes can transform your sales forecast for the better. Continue reading
Posted Feb 26, 2018 at Selling Power Blog
Companies that take steps to get more women in sales will be inevitable winners. Continue reading
Posted Feb 21, 2018 at Selling Power Blog
Sales leaders need to empower their teams to build credibility in prospect and client relationships. You can do this by creating a culture of trust within the sales team. Continue reading
Posted Feb 19, 2018 at Selling Power Blog
Cultivate a peak performance mindset and manage the technology curve using these four steps to improve culture and people alignment. Continue reading
Posted Feb 13, 2018 at Selling Power Blog
Here are four things sales managers can do to improve the attitude of their sales teams. Continue reading
Posted Feb 7, 2018 at Selling Power Blog
At Richardson, we’ve determined eight core metrics are the most critical for revealing sales effectiveness. Here’s how each one works and why they matter. Continue reading
Posted Feb 5, 2018 at Selling Power Blog
You can drastically improve ramp-up time by arming your new hires with the stories they need to win. Stories are how we put events in perspective and understand why things are the way they are. Continue reading
Posted Jan 31, 2018 at Selling Power Blog
As a sales leader, wouldn’t it be useful for you to know if a rep, product line, or business segment is forecasted to miss the number? Wouldn’t you also be interested in knowing by how much – and what you could do about it? All while driving smart pipeline management and deal reviews? Continue reading
Posted Jan 29, 2018 at Selling Power Blog
Here are some of the most common phrases sales professionals use on their voicemail greeting message; and the missteps you need to avoid. Continue reading
Posted Jan 24, 2018 at Selling Power Blog
Sales enablement makes new hires productive more quickly, provides sellers with the differentiators they need to win more business, and contributes to the drive to reduce sale cycle length.In my view there are nine key factors causing the so-called sales effectiveness gap – all of which can be resolved. Continue reading
Posted Jan 22, 2018 at Selling Power Blog
A success mantra is exactly what helped Elay Cohen create and execute all of Salesforce’s sales training programs back when he was the company’s Senior Vice President of Sales Productivity. His efforts accelerated growth from a $500 million to a more than $3 billion enterprise. Continue reading
Posted Jan 17, 2018 at Selling Power Blog
Goals are wonderful. You cannot hit a target you cannot see. But most of the things that will make a difference in your life are not goals; they are something more than that. Continue reading
Posted Jan 15, 2018 at Selling Power Blog
A sales leader cannot possibly manage well without the ability to get everyone on the team to row in the same direction, with the same level of intensity. This requires a multiplier mindset, not a diminisher mindset. Continue reading
Posted Jan 10, 2018 at Selling Power Blog
Unfortunately, most companies don’t recognize that selling does not fully prepare you for the role of sales manager. While your bosses don’t acknowledge that this is a job change, you will still be held accountable for performance. And they won’t wait long to get it! Continue reading
Posted Jan 8, 2018 at Selling Power Blog
Body type, culture, and context all affect a customer’s body language. Even so, it is possible to make some general observations about what constitutes the body language of yes or no. Continue reading
Posted Jan 3, 2018 at Selling Power Blog
Sales leaders delay decisions until they have a chance to consult their advisors. They wait for new technology, data, or buy-in from C-level executives. As a result, they don’t think about what they can successfully do today. Continue reading
Posted Jan 1, 2018 at Selling Power Blog
Salespeople love the rush that comes from closing a deal. However, evolved sales professionals know that, when we are at our best, we are not just chasing deals and dollars. Continue reading
Posted Dec 27, 2017 at Selling Power Blog