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Gerhard Gschwandtner
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In our recent B2B buyer trend research at PeopleMetrics, we discovered that once a buyer begins to communicate with a company, the quantity and quality of that communication influences the purchase decision more than anything else. By listening to the voice of the customer, companies can strengthen relationships, find opportunities to coach employees, fix issues, and seek referrals. Continue reading
Posted 4 hours ago at Selling Power Blog
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Salespeople today often confuse a voicemail, email, or one-way texting with productive progression in a customer relationship. Here are three tips to help you rethink your approach and deepen customer relationships. Continue reading
Posted 5 days ago at Selling Power Blog
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These three behaviors based on scientific research are easy to execute and will improve sales effectiveness. Continue reading
Posted 6 days ago at Selling Power Blog
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If you want to cut through the noise and get more from your inbound and outbound leads, follow these four expert tips. Continue reading
Posted Jun 25, 2015 at Selling Power Blog
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Today's guest post is by Jason Jordan, partner of Vantage Point Performance and coauthor of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Excerpt: Why is your sales methodology failing? It could be because of your front-line sales managers. Here’s how to fix the situation, fast. Here’s the situation. Several years ago, your sales force deployed a particular sales methodology. Since then, though, sales results have not improved the way you expected. You decide to conduct refresher training for the sales reps. One year has gone by … still no results. What do you do... Continue reading
Posted Jun 24, 2015 at Selling Power Blog
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Here are four insights every B2B seller and marketer needs to know about data and predictive analytics. Continue reading
Posted Jun 23, 2015 at Selling Power Blog
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SiriusDecisions reports a recent 24 percent increase in the average sales cycle - from 6.4 months in 2012 to 8 months in 2014. Here are three reasons sales deals often get stuck, as well as insight into how to unstick them. Continue reading
Posted Jun 17, 2015 at Selling Power Blog
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In sales, storytelling skills are critical to success. Good stories help us sell our ideas, communicate a vision, and inspire commitment. Here are three ways salespeople can use stories to connect with customers and make their message more vivid, enjoyable, and memorable. Continue reading
Posted Jun 16, 2015 at Selling Power Blog
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Proper sales training is essential - not only as a way to ensure you're getting the best out of your team, but also to make sure processes are uniform across the company. Here are five tactics for effectively training your sales team - from beginners to experienced sellers. Continue reading
Posted Jun 9, 2015 at Selling Power Blog
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Research indicates that sales coaching is a highly effective tool to raise sales performance. Despite that, most managers spend the bulk of their time on other activities (e.g., selling, preparing forecasts, attending meetings). Here are four responses we at Sales Readiness Group would give to sales managers who question the value and ROI of sales coaching. Continue reading
Posted Jun 3, 2015 at Selling Power Blog
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Here are two things I learned at the April Sales 2.0 Conference in San Francisco about the current state of the sales profession. Continue reading
Posted May 29, 2015 at Selling Power Blog
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It's time to sell based on the value of your offering. Don’t use low price as a crutch in your sales process. Continue reading
Posted May 28, 2015 at Selling Power Blog
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You’ve heard all about the buyer’s journey. Now get ready for the next level of awareness about your customer and your sales process: buying scenarios. Continue reading
Posted May 27, 2015 at Selling Power Blog
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Most executives aren’t interested in golf games, idle chatter, or a 100-plus-slide presentation. Nor do they want to train you on their company and issues so you can turn around and try to sell them something. Ditch those old approaches and try these four ideas to build great rapport with prospects and customers. Continue reading
Posted May 20, 2015 at Selling Power Blog
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Today's post is by Duane Sparks, founder and chairman of The Sales Board, the authoritative source for leading-edge information about the art and science of sales training. Duane is the author of Action Selling. Download his free white paper here: The New Role that Drives Sales Leader Value. Do you, as a sales leader, ever feel as if your competitors are trying to copy your every move? If so, your experience mirrors what I’ve observed during decades of training and certifying thousands of salespeople. I’ve guided hundreds of companies through every phase of business development, and what I’ve noticed is... Continue reading
Posted May 18, 2015 at Selling Power Blog
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Does call quantity hurt win rates? Inside-sales experts at Accuvit examined data from two different sales organizations, both aiming for 100-plus dials a day. Both organizations saw diminishing returns after 65 dials and a sweet spot of 40 to 60 dials a day. Reps who "failed" to meet the quantity target actually closed the most deals and brought in the most revenue. Continue reading
Posted May 14, 2015 at Selling Power Blog
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What do you do in a mature market where there seems to be little to hunt and no new fertile ground? The key is finding pockets of profitable, micro growth opportunities. It takes some effort and analytics, but it’s worth it. Companies whose sales forces routinely excel at finding latent demand, among other strategies for sales growth, tend to grow revenue almost 50 percent more than their peers. Continue reading
Posted May 13, 2015 at Selling Power Blog
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There’s a new myth being circulated in the sales community. According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to sellers. Yes, there are certain things we’d rather do for ourselves online, but at the end of the day, we also want to do business with people. Continue reading
Posted May 12, 2015 at Selling Power Blog
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Today’s guest post is by Chad Bronstein, founder and CEO of Time to Hire, a company that uses proprietary keyword algorithms to comb through more than 100 million resumes on CareerBuilder, Monster, and other job search sites to find and match qualified commission-based sales reps for major companies, including Time Warner, Home Depot, Comcast, Verizon, Sears, and more. Sales-commission structures can make or break business growth, yet many companies don’t give them the attention they deserve. The key is to design, create, and implement a plan that continually evolves alongside the business. Organizations must have a clear understanding of the... Continue reading
Posted May 6, 2015 at Selling Power Blog
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It might surprise you to learn that many top executives and decision makers aren't active online or on social networks. With so much information being shared online—and only online—how do salespeople connect to the huge population of decision makers who aren’t online to read and absorb all that is being shared? Continue reading
Posted Apr 30, 2015 at Selling Power Blog
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Most sales opportunities are won or lost at the beginning of the sales campaign, not the end. It is only at the end when we find out which sins of commission (things done wrong) or sins of omission (things left undone) will determine the final outcome. Continue reading
Posted Apr 29, 2015 at Selling Power Blog
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It is time to consider that we have become overly dependent on technology and perhaps unrealistic in our expectations of its role in our sales performance. The result is an overly complicated, multitasking sales environment with a higher focus on technology and less on customer diagnostics, engagement, and experience. Neglecting the customer relationship undermines the influence and collaboration essential to a productive sales process. Continue reading
Posted Apr 28, 2015 at Selling Power Blog
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Today’s guest post is by Bill Butler, CEO of Journey Sales. In sports and sales, it pays to start the game strong. That’s why we practice and build game plans – so we can command an early lead and build momentum to an eventual win. When the salesperson starts a sales cycle strong, the probability of winning is greater than 50 percent. Customer engagement early in the sales cycle defines the top performers and separates them from average salespeople. Most salespeople can effectively manage the later stages in the sale and close in a reasonable amount of time. The top... Continue reading
Posted Apr 22, 2015 at Selling Power Blog
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Today’s guest post is by Lee B. Salz, a results-driven sales management consultant and author of Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force. Contact him at lsalz@salesarchitects.com or 763/416-4321. In most organizations, if a new idea is proposed that costs $25,000 to implement, blue-ribbon panels are commissioned, meetings are held, and a decision is ultimately made. After all, the company is considering a significant investment. When a company is hiring a salesperson at a salary of $25,000, however, there isn’t nearly the same level of due diligence performed, yet the cost is the same.... Continue reading
Posted Apr 21, 2015 at Selling Power Blog
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This month I talked to a number of speakers who will deliver presentations at the Sales 2.0 Conference on April 27 and 28 in San Francisco. What did I learn? Here are the five takeaways you need to know if want to create a successful sales future for yourself. Continue reading
Posted Apr 15, 2015 at Selling Power Blog