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Gerhard Gschwandtner
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I'm excited to announce the launch of the Selling Power President's Club, powered by Spiro. Our mission is to find out which salesperson has what it takes to be named the best in the country. Enter to win and you could walk away with $5,000! Continue reading
Posted 3 days ago at Selling Power Blog
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Sales managers having difficulty scheduling coaching time with their reps may instead be able to rely on another source for training - the other reps on the team. But how can managers implement this peer-to-peer coaching while still being sure the training fits their needs? Continue reading
Posted 4 days ago at Selling Power Blog
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Sales organizations typically have access to a lot of information, but not all of that information gets shared with the sales force effectively. How can your organization inform your sales force without overloading it - and without causing chaos? Continue reading
Posted Jan 27, 2016 at Selling Power Blog
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Companies looking for a seamless, unified view of their customer are making that vision a reality - unifying teams, metrics, and focus around the customer. Here are four key concepts that help make it happen. Continue reading
Posted Jan 20, 2016 at Selling Power Blog
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It’s been another year of twists and turns for sales professionals. In early 2015, Forrester predicted 1 million U.S. B2B sales jobs would be lost by 2020. Six months later, the wave of panic died down when a subsequent Forrester report stated it wasn’t that sales reps would be laid off by the masses, but rather the type of sales skills required to best service modern B2B buyers would shift. How you prepare your sales force for the future is now more important than ever. Here are our predictions on the five trends that will shape sales in 2016. Continue reading
Posted Jan 13, 2016 at Selling Power Blog
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For most organizations, face-to-face selling is becoming a thing of the past – replaced by an inside endeavor that is supported by field activities. How should that affect our approach to closing deals? Continue reading
Posted Jan 12, 2016 at Selling Power Blog
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Delivering a winning presentation or demo in today's changing selling environment - with more risk-averse prospects and easily-distracted prospects with declining attention spans - requires new strategies and skills. Here's how you can address these issues. Continue reading
Posted Jan 6, 2016 at Selling Power Blog
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Selling is not what you think it is - selling is what your customer thinks it is. Continue reading
Posted Dec 29, 2015 at Selling Power Blog
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My good friend Dr. Wayne Dyer once told me we have all we need to succeed - the problem is that most of us look in the wrong place. Think about these five steps from Dr. Dyer to guide you toward making success happen for yourself. Continue reading
Posted Dec 22, 2015 at Selling Power Blog
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No matter how the profession of selling develops in the 21st century, a salesperson's role will always be to provide some unique value for their customer - and communicating that value as well. Continue reading
Posted Dec 16, 2015 at Selling Power Blog
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BYOD (bring your own device) often gets serious considerations as a cheap and fast alternative to laying out a lot of cash for yet another piece of hardware. But are the results worth it? Continue reading
Posted Dec 15, 2015 at Selling Power Blog
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Companies are using AI virtual sales "assistants" to slog through mountains of leads to find the hot ones and pass them over to a "real person" to do what they do best: sell and close. Here are five reasons you should look into this. Continue reading
Posted Dec 9, 2015 at Selling Power Blog
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To find, hire, and retain the best salespeople for your organization, ask a group of candidates to compete for the job. Continue reading
Posted Dec 2, 2015 at Selling Power Blog
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Gerhard Gschwandtner is founder and publisher of Selling Power magazine and host of the Sales 2.0 Conference. One thing I love to do is conduct video interviews with a wide range of authors, experts, and industry practitioners. My friend Jim Cathcart, bestselling author and top industry speaker, shared with me that he recently created an extensive sales training library that's available at http://thrive15.com. Call Preparation In particular, I love one interview (which Jim allowed me to add to my YouTube channel) in which he discusses call preparation. Before calling on any customer, make a list. The list should include what... Continue reading
Posted Dec 1, 2015 at Selling Power Blog
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CRM and the use of technology in sales are increasingly the difference between just so-so quarters and great quarters. A recent survey by Salesforce Research of more than 2,300 global sales leaders highlights three best practices from high performing salespeople who are using technology to improve the bottom line. Continue reading
Posted Nov 24, 2015 at Selling Power Blog
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Gamification can keep a sales team focused on doing the right things -, especially those who sell a product with a long sales cycle. But the key to success isn’t in buying a gamification system but rather making the commitment to the culture that defines your sales organization. Continue reading
Posted Nov 17, 2015 at Selling Power Blog
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Sales forecasting is critical to ensure a credible and confident roadmap to making the quarterly number – but that process itself is broken. Here’s how data science is changing the game at the best companies. Continue reading
Posted Nov 16, 2015 at Selling Power Blog
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In the U.S. presidential campaign, the voters need to know if the candidate can be entrusted with their country and their future. What is so interesting about identifying a candidate’s motives to ascertain their viability is that it is identical to what takes place in every sales cycle in the marketplace. Motives matter – especially in those early moments of the sales cycle where the customer is qualifying you, not your product. Continue reading
Posted Nov 10, 2015 at Selling Power Blog
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Managing only with lagging indicators means that you, too, are going to be lagging. Why? By the time lagging indicators become clear, it is too late to change anything. To look into the future, we need to be able to tell how our current activities are impacting final figures. Continue reading
Posted Nov 5, 2015 at Selling Power Blog
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Today’s post is by Michelle Vazzana, a partner at Vantage Point Performance, a global sales management training and development firm. Vazzana has more than 28 years of successful sales and management experience, and is also co-author of Cracking the Sales Management Code. Conducting research for our book Cracking the Sales Management Code, we learned that sales managers can manage only the activities of their salespeople. They can’t manage their sellers’ revenue and they can’t manage whether or not customers buy from their salespeople. This should be a valuable insight for sales managers and enable them to focus their efforts on... Continue reading
Posted Nov 5, 2015 at Selling Power Blog
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Getting reps to achieve quota isn’t as simple as just handing them a target. Here’s why sales leaders need to involve reps in the process of setting quota. Continue reading
Posted Nov 4, 2015 at Selling Power Blog
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Hearing "no" is often a good signal to look at your value proposition and how you deliver it. Here are a few considerations that may sharpen your selling skills and, ultimately, your results. Continue reading
Posted Nov 3, 2015 at Selling Power Blog
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Selling requires empathy to build trust. Are you simply demonstrating your product, or are you helping customers believe in you? Continue reading
Posted Oct 28, 2015 at Selling Power Blog
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"My salespeople aren't motivated," is one of the most common statements I hear during my conversations with CEOs, presidents and sales vice presidents. They talk about complacency, an inability to get to the next level, being stuck, not looking for new business, not having enough urgency, and a host of other symptoms. While the symptoms they observe do exist, their conclusions as to the cause are nearly always wrong - motivation is rarely the problem. Continue reading
Posted Oct 27, 2015 at Selling Power Blog
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No matter what you are selling, chances are competition is high. Your targets are likely being pitched products left and right. And here’s the thing – no one ever really wins in a features war. Details, data and an endless list of bells and whistles can become overwhelming, and, at the end of the day, these don’t create an emotional connection. People respond to (and create personal connections with) stories – not features. Continue reading
Posted Oct 21, 2015 at Selling Power Blog