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Gerhard Gschwandtner
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We all have a constant inner monologue happening inside our heads. Most people pay little to no attention to this monologue. However, it is often a key factor that is sabotaging your ability to achieve success. Continue reading
Posted 2 days ago at Selling Power Blog
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Why is a successful transition from seller to sales manager so elusive for nearly every first-time manager? Unfortunately, organizations themselves are to blame. They exert pressure on the manager from every direction. Demands on sales managers come from the following areas. Continue reading
Posted 7 days ago at Selling Power Blog
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In a world where reducing customer defection by just 5 percent can increase profit from 25 to 80 percent (Salesforce State of Sales Report, 2016), anticipating your customers’ need is not only good business, it is essential to your bottom line. Geo-productivity software, which is available on mobile devices and online, combines predictive analytics, data, and map-based route planning to help you do just that. Continue reading
Posted Sep 11, 2017 at Selling Power Blog
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What does Uber or Amazon have to do with B2B sales? Well, everything, because technology and innovation can eliminate dead space in a hurry. This is where sales professionals and leaders must look forward, assess the playing field, and pro-act (vs. re-act) to avoid being “Amazoned” out of a career. The key is understanding your unique value proposition as well as those customer needs that simply cannot be met by technology or a substitute process. Continue reading
Posted Sep 6, 2017 at Selling Power Blog
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In the 20 years I have been working with salespeople, my research indicates well over 85 percent know of SMART goals, originally defined by Zig Ziglar about 50 years ago. My guess, based on listening to his presentations and reading his books, is that Ziglar probably had at least seven important but unstated criteria for SMART sales goals. Continue reading
Posted Sep 4, 2017 at Selling Power Blog
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Personalization grabs attention and can be very useful when your mission is to make contact with an account or prospect. Personalization can be a powerful tool, but it can also backfire terribly if not used correctly. When I first started using it in direct response letters, the challenge was to make it read naturally, as though it had been written to a friend. Continue reading
Posted Aug 30, 2017 at Selling Power Blog
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Today’s post is by Sherri Sklar, CEO of GrowthTera, a consulting firm that helps organizations accelerate growth by elevating their performance to WOW. Hear her present “Sales Planning: Strategies that Leave Your Competition in the Dust” live at the Sales 3.0 Conference in Las Vegas on September 18 and 19. Recently a sales leader asked me for some advice about selling business outcomes versus solutions: Dear Sherri: A customer is angry because she says her company is not receiving the perceived benefits of the solution we sold them. She said that, although we were very good at showing them how... Continue reading
Posted Aug 28, 2017 at Selling Power Blog
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Demanding careers and ever-shifting needs in our professional lives can create figurative skirmishes that can be quite daunting and get in the way of success. From insane turnaround times to sales meetings and paperwork blizzards, distractions and dilemmas can seriously derail your focus – clogging the wheels of your mental machine. Successful people know that strong mental habits can make all the difference. Here are some tips to help you go farther and fly higher. Continue reading
Posted Aug 23, 2017 at Selling Power Blog
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Here’s the story of a company that wasted $90 million on a CRM system that they never successfully deployed. Plus, you’ll learn two critical takeaways from this epic failure. Continue reading
Posted Aug 21, 2017 at Selling Power Blog
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Social selling is required to remain competitive in a vastly-changing world where people, processes, places, and things are – in some way – connected digitally. These changes have led to a significant shift in B2B buying behavior, where customers no longer need to speak to a vendor to solve a problem. Continue reading
Posted Aug 16, 2017 at Selling Power Blog
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Creating new sales opportunities within accounts can be daunting. The fact is, it is relatively simple: it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. Simple to state, perhaps, but the execution can be a challenge. The good news is that there is a simple way of doing this: the “hotlist.” Continue reading
Posted Aug 14, 2017 at Selling Power Blog
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We’ve heard for decades that coffee is for closers, right? Not anymore. That’s old school. Today, you make 20 outbound dials before you even get someone on the phone. That guy who filled out the lead form is never the actual decision maker, and it’s a 50-50 shot if the contact info is right. Are you feeling me, here? Continue reading
Posted Aug 9, 2017 at Selling Power Blog
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Writing RFPs and proposals has long been considered a tedious and manual process. Thanks to advances in technology, though, this is changing. Businesses are embracing proposal automation software due to its proven ability to speed up the RFP and proposal process – by at least 50 percent, according to a recent Qvidian-commissioned, independent survey. Continue reading
Posted Aug 7, 2017 at Selling Power Blog
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Salespeople in recent times have been under a mandate to always be challenging the customer. And that’s a fine piece of advice when you’re trying to acquire new business – a disruptive perspective is essential to overcoming buyer inertia. But it’s very bad advice when you’re trying to keep your customers and get them to pay more. Continue reading
Posted Aug 2, 2017 at Selling Power Blog
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No sales process can be considered a one-size-fits-all solution. Yes, you want to provide a consistent and repeatable process for your salespeople, but it should never override the buying signals of your buyer – nor should your rep ever abdicate good ol’ common sense. Continue reading
Posted Jul 31, 2017 at Selling Power Blog
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Many people climb into their cars every day to commute to a job they hate, just so they can afford a beautiful home they never actually enjoy because they are so busy paying for it. While a balanced life might seem difficult to manage, it is not impossible. It does, however, mean making life choices that fit your needs and goals. Continue reading
Posted Jul 26, 2017 at Selling Power Blog
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If the credo of social selling is to add value, to volunteer your help, and to wait for others to talk about what you do, I wonder if social selling was actually wasting a lot of people’s time – when they should be out selling. And what’s wrong with talking about what we do? Continue reading
Posted Jul 24, 2017 at Selling Power Blog
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When trying to read and respond to emails while scrolling through your Twitter feed and listening to Adele on your AirPods at the same time, it’s impossible for your mind to focus and catch up. The shifts in information are incompatible with your brain structure; thus, you become ineffective. But, more importantly, it harms your cognitive abilities – even with a simple activity like talking on a cell phone while driving. Continue reading
Posted Jul 19, 2017 at Selling Power Blog
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Today’s post is by Andrea Grodnitzky, chief marketing officer at Richardson. We asked and sellers responded. We wanted to know the biggest challenges they face in each stage of the selling process. More than 350 field reps, senior sales professionals, and sales leaders across industries weighed in. The Number-One Concern for Sales Leaders: Sales Productivity Far and away, the question on productivity received the largest response. Nearly half – 49 percent – identified “spending too much time on administrative or non-selling activities” as their biggest challenge. It’s a common trap for sellers. They find themselves consumed with administrative or operational... Continue reading
Posted Jul 17, 2017 at Selling Power Blog
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Often salespeople are quick to accept that everything told to us by prospects and customers is good and true. Of course! We are optimists by trade and respect a good pitch; it’s in our nature to believe what we hear, especially when it supports our plan. Well, I’m here to interject a little reality and provide a test to see if you have heard any of these great lies of selling before. Continue reading
Posted Jul 12, 2017 at Selling Power Blog
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Studies find that fewer than six in 10 reps are making their targets, while our own comprehensive study of sales management practices found 75 percent of managers had less than half their reps at quota. Yet companies keep raising the sales bar. And, in their effort to clear that higher bar, sales leaders mostly turn to two common approaches for improving sales performance: Continue reading
Posted Jul 10, 2017 at Selling Power Blog
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Today’s post is by Danny Wong, who is a marketing consultant, sales strategist, and writer. He leads marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190. The vast majority of B2B leaders understand pipeline management is an important part of building a successful sales process, yet 44 percent of executives surveyed reported their organization did not engage in effective sales pipeline management. Filling your pipeline with the right buyers – and nurturing them through the sales cycle at an appropriate pace – will help ensure you are consistently engaging with enough leads... Continue reading
Posted Jul 3, 2017 at Selling Power Blog
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Top sellers understand almost instinctively how to leverage political opportunities to gain a competitive advantage with customers and prospects. Often, this starts with finding the right moment to gain a point of entry. Let’s look at four political opportunities that can open the door to winning deals. Continue reading
Posted Jun 28, 2017 at Selling Power Blog
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On any given day, you can face a bewildering array of choices. Some choices are obviously weightier than others. How do you keep up with the changes, make educated guesses, and make meaningful, high-impact decisions on a daily basis? To answer that, we need to talk about using your “inner GPS.” Continue reading
Posted Jun 26, 2017 at Selling Power Blog
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In the past several years, I’ve seen an industry in transition to a modern selling approach. It requires a shift in skills and mindset for sellers and their leaders. With that transition come some selling myths that need to be put to rest. Let’s take a look at four of them. Continue reading
Posted Jun 21, 2017 at Selling Power Blog