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Gerhard Gschwandtner
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If you could only do one thing to improve your sales revenue and profits, what would it be? In this post I will share how capturing and leveraging the current voice of your customers is that “one thing.” Continue reading
Posted 2 days ago at Selling Power Blog
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In a world filled with examples of corporate scandal and selling out, standing up for ethical conduct can seem laughably naïve. But here is the deal – not only does having a moral compass matter, it really is critical to our long-term success. Continue reading
Posted 7 days ago at Selling Power Blog
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There is one movement I’ll bet you didn’t know you were part of. That’s the “contact marketing” movement. The term is probably not familiar to you, because this movement has had no name for years. Still, marketers have been quietly using it to produce results that nearly defy reality. Continue reading
Posted Mar 20, 2017 at Selling Power Blog
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Most problems with sales quotas are not about the number, necessarily. They’re about the process: how executives arrive at the overall revenue goal and how that number is allocated down through the sales organization. From the results of a recent survey of sales leaders conducted by SalesGlobe, below are the six biggest quota-setting challenges companies face today. Continue reading
Posted Mar 15, 2017 at Selling Power Blog
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The decision on whether to subscribe to sales intelligence data – and which provider to use – is not so simple. Once the decision is made to engage a sales data provider, however, the following 10 attributes are what sales leaders should evaluate. Continue reading
Posted Mar 13, 2017 at Selling Power Blog
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Today's blog is by Lisa Wicklman. She is the senior vice president of Global Accounts at Vantage Point Performance, a global sales management training and development firm. Lisa has more than 20 years of experience in sales leadership and management, sales coaching, sales training, customer experience, sales consulting, and sales culture transformation. Sign up or Vantage Point’s newsletter to stay up to date with the latest sales manager research and best practices. When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out... Continue reading
Posted Mar 8, 2017 at Selling Power Blog
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When I say that sales training, sales enablement, or sales performance improvement work in general is really change management, I can usually feel the tension in the air. It’s a known fact that many change initiatives don’t produce the intended results. If you truly want to move the needle with performance initiatives, though, you have to treat them like a change project and manage them well. Continue reading
Posted Mar 6, 2017 at Selling Power Blog
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Using big data for business intelligence (BI) applications is a common practice for companies of all sizes. Tech Pro Research reports that approximately one out of five small businesses now use big data solutions for optimizing either their marketing effectiveness or their operational efficiency. Continue reading
Posted Mar 1, 2017 at Selling Power Blog
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As any top sales performer can tell you, stress is a make-or-break mental game of football. While biology may have written the playbook, you can still score if you know how to quarterback the calls in your head. Continue reading
Posted Feb 27, 2017 at Selling Power Blog
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Is asking for help a sign of weakness or is it a strength? What’s your belief? If you struggle with asking for help on the job, chances are your belief system is saying one of the following things. Continue reading
Posted Feb 22, 2017 at Selling Power Blog
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The year starts out with you hoping to reach the quota by the end of the year, but, given the state of your sales pipeline, you aren’t sure if you’ll make it. To increase your chances, you take several steps. Continue reading
Posted Feb 20, 2017 at Selling Power Blog
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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 Feb 15, 2017 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 Feb 13, 2017 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