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Gerhard Gschwandtner
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I often write about the sales core competencies in which the best salespeople excel. Now let’s look at the sales core competencies in which the weakest salespeople are the worst. Continue reading
Posted 1 hour ago at Selling Power Blog
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Here are some of the most innovative ways organizations are evolving in their use of data-driven sales. Continue reading
Posted 5 days ago at Selling Power Blog
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While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer. Continue reading
Posted Jul 2, 2018 at Selling Power Blog
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While sales metrics can be tracked better than ever, it’s the relationship with your buyer that will always be the key ingredient in winning sales. Continue reading
Posted Jun 27, 2018 at Selling Power Blog
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Here are a few ways to create the often-elusive connection with audiences that is so essential for every successful sales presentation. Continue reading
Posted Jun 25, 2018 at Selling Power Blog
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Today’s post is by Coreen Menezes, an avid writer who likes to explore new fields and research interesting subjects. She is a versatile content developer who plays with words to express her thoughts. “Calm,” “carefree,” and “creative” are the words that describe her the best. Currently, she is associated with Salesmate CRM as an experienced content crafter. Follow her on LinkedIn. Sales professionals are critical for growing the revenue of a company, but hiring the wrong personnel can lead to financial losses. A recent CareerBuilder survey stated that companies lost an average of $14,900 on every bad hire in the... Continue reading
Posted Jun 20, 2018 at Selling Power Blog
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If you can simply get everyone on your sales team to become just 10 percent better, it will lead to an increase in revenue of 33 percent. Continue reading
Posted Jun 18, 2018 at Selling Power Blog
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For strategic accounts, the last-mile analysis is what demonstrates the value in all your customer and market intelligence investments. Continue reading
Posted Jun 13, 2018 at Selling Power Blog
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I’ve been around sales forces my entire career, and I must shamefully admit that certain complaints about CRM are so common they fail to concern me any longer. Continue reading
Posted Jun 11, 2018 at Selling Power Blog
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Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate customers (CIOs) also say they are looking for more from their vendors than transactional relationships. They want and expect more. Continue reading
Posted Jun 6, 2018 at Selling Power Blog
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Here's advice from a sales enablement expert on how B2B sales professionals can manage their data about prospects and customers without a GDPR misstep. Continue reading
Posted Jun 4, 2018 at Selling Power Blog
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All (impactful) keynotes seem to follow the same principles: Continue reading
Posted May 30, 2018 at Selling Power Blog
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By applying sales enablement, I’ve seen companies achieve 1,900 percent improvements in key sales enablement metrics in less than two quarters, and increase product sales from as low as 207 percent to as high as 647 percent. Continue reading
Posted May 28, 2018 at Selling Power Blog
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When I work with B2B companies around the world to grow their revenue, one of the first things we do is a trust audit. Continue reading
Posted May 23, 2018 at Selling Power Blog
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Businesses need to have key measures in place to prevent their sales teams burning out. Continue reading
Posted May 21, 2018 at Selling Power Blog
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Buyer behaviors are always evolving, and sales teams need to keep up with them. Technology plays a key role here. Software development is getting faster every day, and so is the way consumers adopt this technology. Here are some of the most recent examples. Continue reading
Posted May 16, 2018 at Selling Power Blog
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Seventy-six percent of sales managers say sales coaching is strategically important. Yet most also admit that they don’t do it. Continue reading
Posted May 14, 2018 at Selling Power Blog
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Here are some tips to find out if your sales and marketing teams have easy access to updated, relevant content that will help them close deals. Continue reading
Posted May 9, 2018 at Selling Power Blog
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I never really imagined sales would be my career until I closed my first cloud deal as an inside sales rep at Microsoft in 2016 and crushed my sales quota. Continue reading
Posted May 7, 2018 at Selling Power Blog
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Once you have a well-considered incentive structure and peak performance mindset in place, you need one more factor to keep the sales machine humming. One that, if thoughtfully implemented alongside targeted incentives, can increase the likelihood of achieving sales goals (or any goals for that matter), by as much as 95 percent. Continue reading
Posted May 2, 2018 at Selling Power Blog
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You worked hard and had a strategy; yet you still fell short of success. What happened? Continue reading
Posted Apr 30, 2018 at Selling Power Blog
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We all know that people communicate differently. Some are chatty, others more analytical, still others are brief and to the point. But how can you know what type of person you’re dealing with in any particular sales opportunity to close the deal with success? Continue reading
Posted Apr 25, 2018 at Selling Power Blog
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Customers today have more choices than ever, and loyalty is a moving target. Product and service satisfaction are no longer enough to guarantee sales growth – brands need to engage on a far deeper, emotional level. Continue reading
Posted Apr 23, 2018 at Selling Power Blog
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I joined Televerde in 1995 when the company only had a part-time supervisor and five callers set in a trailer in the middle of the Phoenix desert. To say it was a small operation is an understatement, but I could see the vision of success. Continue reading
Posted Apr 18, 2018 at Selling Power Blog
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In any sales process, the ability to recognize the buyer’s readiness to buy is the most critical principle of all. You need to watch for when the buyer changes his or her point of view and decides to go with you and your offering. You can do this by monitoring body language. Continue reading
Posted Apr 16, 2018 at Selling Power Blog