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Gerhard Gschwandtner
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You can sell your products and services to your customers, but, if you don’t know how to connect and collaborate with them, they won’t come back. Keep in mind that it’s not just what you sell ‒ it’s how you sell. And that has two major components. Continue reading
Posted 5 hours ago at Selling Power Blog
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How can sales leaders empower reps to engage in a way that helps everyone win? The secret lies in mindset transformation. Here are five core steps you can take to initiate a transformation within your team. Continue reading
Posted 5 days ago at Selling Power Blog
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If you want your organization to make more sales, you concentrate your training on your frontline sellers, right? Well, maybe. Or maybe we’ve been concentrating on training the wrong people. Check out this contrarian advice that’s also seeing real-world success. Continue reading
Posted 6 days ago at Selling Power Blog
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Today’s post is by Praful Saklani, co-founder and CEO of Pramata. Relationships make life richer and better. They’re also the foundation of good business, because we all prefer to work with people we know, believe in, and trust. This doesn’t seem like an especially radical notion until you stop and think about all the barriers that hamstring a company’s ability to engage with customers with whom they already have a relationship. This is not by design, of course, but it’s true nonetheless. I talk with prospective customers who struggle to answer basic questions about their current customer relationships. They can’t... Continue reading
Posted Aug 20, 2015 at Selling Power Blog
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Sales professionals are often frustrated after their organization’s sales training events. They feel as though they have been dipped in the new sales philosophy and left on their own to make something of it. But there are things everyone can do to facilitate success. Here are five tips I recommend. Continue reading
Posted Aug 19, 2015 at Selling Power Blog
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Can you make a lot of money selling something you don’t believe in? Of course! People do it every day. Can you experience long-term career happiness and success without a belief in what you’re selling? Maybe for a little while - but I can tell you, from experience, it’s a huge struggle to make the sale when even you aren’t buying what you’re selling. Continue reading
Posted Aug 18, 2015 at Selling Power Blog
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Leaving effective voicemails can spark engagement and boost promotions. This article gives seven expert tips for making sure your voicemails not only get heard, but listened to and acted on. Continue reading
Posted Aug 13, 2015 at Selling Power Blog
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Closing the sale today involves a highly evolved operational process. Here are four keys to closing sales in an era where demands for service and convenience are at an all-time high – and target audiences’ attention spans are at an all-time low. Continue reading
Posted Aug 12, 2015 at Selling Power Blog
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Decisions are the building blocks of the sale. Structuring choices in a way consistent with how the brain formulates those decisions is known as "choice architecture." This article gives three practical ways salespeople can leverage choice architecture to prepare prospects to make decisions - increasing both sales effectiveness and productivity. Continue reading
Posted Aug 11, 2015 at Selling Power Blog
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Einstein famously said that the definition of insanity is doing the same thing over and over again while expecting a different outcome. So why do we keep coaching salespeople the same ways and expecting a different result? Here’s how to change your coaching mindset to get the behaviors you want. Continue reading
Posted Aug 5, 2015 at Selling Power Blog
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Organizations today will get the results they want with a collaborative mindset. However, many business leaders still follow old management theories. They entrench group-think and create entrenched silo mindsets. Here are three steps to help create a mindset allowing us to operationalize interdepartmental collaboration. Continue reading
Posted Aug 4, 2015 at Selling Power Blog
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By using new sales engagement analytics and automation tools in the following ways, you can make sure your sales organization doesn’t miss any upselling opportunities. Continue reading
Posted Jul 29, 2015 at Selling Power Blog
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Why is "new accounts" always the funnel-filling go-to, when study after study have shown that cultivating business from existing accounts is more profitable and efficient? What I find is there’s a lot of excitement and activity focused on how to go after new business. Unfortunately, this flurry of activity most often comes at the expense of ignoring the gold mine of untapped potential within existing accounts. Continue reading
Posted Jul 28, 2015 at Selling Power Blog
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A sales leader's job is not to create sales; it is to create salespeople. Coaching skills are critical to success. To teach salespeople well, sales leaders and managers need a simplified, actionable approach to coaching. Here are some tips from Fusion Learning’s coaching model. Continue reading
Posted Jul 27, 2015 at Selling Power Blog
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Sales playbooks – a marriage between the sales process and content aligned to the buyer’s journey – have generated buzz in the past few years as popular ways to document winning sales practices. In theory, the more plays we run, the more often we score! The digital sales playbook is the best marriage of the science and art of selling. Sales can run exciting plays that not only advance the process but also build rapport and trust and help our teams win more deals. Continue reading
Posted Jul 22, 2015 at Selling Power Blog
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Can sales coaching solve all problems? Of course not. Used in the right situation, however, sales coaching is undeniably a valuable asset. Here’s a matrix to help you figure out when to coach and when to explore other options to help your sales team succeed. Continue reading
Posted Jul 21, 2015 at Selling Power Blog
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Value selling is a process of drawing out experiences from your prospects until they feel the emotion related to their business problem. The value you provide lies in your ability to coax the consequences and emotions - the entire story - and provide the solution that not only makes the problem disappear, but the emotions too. Continue reading
Posted Jul 16, 2015 at Selling Power Blog
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Today’s guest post is by public speaking coach and vocal professional Lauren Leonard. Contact her at Lauren@CorpSpeechCoaching.com or visit Corporate Speech Coaching to learn more. The relationship between listener and speaker can apply to any sort of communication – one-on-one chat, phone call, meeting, or sales presentation. Mere talking is a world away from communicating effectively in sharing ideas and thoughts, conveying emotions, and offering persuasive arguments. Our communication skills differ for a number of reasons, including our childhood exposure as people interacted around us. Yet, regardless of circumstances, anyone can learn effective communication skills. I often train corporate clients... Continue reading
Posted Jul 15, 2015 at Selling Power Blog
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According to the International Monetary Fund, the economy is only going to be growing around 4% this coming year. Yet most organizations have growth targets of 7-10%. So how are you going to make up that difference, beat your hungry competitors, and hit your numbers? Don’t capture demand; create it. Here are three changes you should make to switch from a demand capture to a demand creation culture. Continue reading
Posted Jul 14, 2015 at Selling Power Blog
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The resignation of a top sales performer is inevitable. While this can be especially damaging at smaller companies and startups, it’s also a chance to assess talent needs and invest in existing team members. Here are eight actionable responses you can use to turn talent loss into company gain. Continue reading
Posted Jul 8, 2015 at Selling Power Blog
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Helping salespeople spend more time selling is the number-one key performance indicator of revenue growth. If this is a problem for you, don't just wait for it to get better. Here's some advice on how you can take action now. Continue reading
Posted Jul 7, 2015 at Selling Power Blog
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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 Jul 6, 2015 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 Jul 1, 2015 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 Jun 30, 2015 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