This is Gerhard Gschwandtner's Typepad Profile.
Join Typepad and start following Gerhard Gschwandtner's activity
Join Now!
Already a member? Sign In
Gerhard Gschwandtner
Recent Activity
Image
Would you like to know how to bring low performers up to top performers? Here are five tips that can help you effectively coach low sales performers. Continue reading
Posted 2 days ago at Selling Power Blog
Image
Today’s post is by Ben Noble, NewVoiceMedia communications manager of North America. He specializes in contact center technology and has a deep understanding of inside sales and customer service markets. A successful business is more than just delivering a great product. Whatever your company offers, chances are you aren’t the only one offering it – and, if you are, competition is surely hot on your trail. Globalization has opened the competitive landscape. In fact, shopping local is almost a misnomer now. The Internet has blurred borders, and virtually anyone can sell from anywhere. So what keeps your business afloat? How... Continue reading
Posted 3 days ago at Selling Power Blog
Image
Artificial Intelligence – AI – is the emerging tech that can make you (and is already making your competitors) fleeter and more flexible. So let’s go beyond your gut and look, with a practical eye, at some ways you can leverage AI today to improve your sales organization. Continue reading
Posted Sep 22, 2016 at Selling Power Blog
Image
Today’s B2B sales leaders are challenged with how to accelerate the performance of their sales teams. And, as sales productivity is on the decline, what support is in place to ensure salespeople aren’t spending their day on administrative tasks versus out selling? There are three essential building blocks required to build a high-performance sales team – beginning with regaining sales productivity. Continue reading
Posted Sep 20, 2016 at Selling Power Blog
Image
If you’re planning to enter new markets overseas, you’re likely looking to leverage market penetration strategies as a means of gaining a foothold. There are endless examples of brands that have tried to replicate their success in the U.S. in a new country only to fail – and as many reasons why that happened. However, there are a few clear steps you can take in the early planning stages to help tap into the potential of the new market and reduce the chances of your market penetration strategy falling flat. Continue reading
Posted Sep 14, 2016 at Selling Power Blog
Image
You can’t just export an entire sales strategy or team into a new country and expect to succeed just like you always have. Successfully transitioning your sales operation to an international location requires diligent research, help from the ground level, and a detail-oriented mindset. Continue reading
Posted Sep 13, 2016 at Selling Power Blog
Image
Lacking training on how to do their jobs well each day, most sales managers default to one of two management styles. Recognizing which style your managers use may help you better understand how training can make them more productive. Continue reading
Posted Sep 7, 2016 at Selling Power Blog
Image
All humans dealing with change go through four stages of transition: denial, resistance, exploration, and commitment. The length of time salespeople spend in each stage depends on their preferred communication style and their hardwired scripts for handling adversity. Let’s look briefly at each stage. Continue reading
Posted Sep 6, 2016 at Selling Power Blog
Image
To truly understand performance, you must measure it consistently and over time. But what do you measure? How do you interpret the results and make meaningful changes to improve them? More to come on that, but we believe using this 10- point checklist will get you started on the right path and provide some interesting learning along the way. Continue reading
Posted Aug 31, 2016 at Selling Power Blog
Image
Consulting firms, which a couple of years ago were grazing the lush pastures of cost-reduction advice, are now experiencing something of a famine. Because of that, many consulting firms have opened sales-effectiveness practices to help their clients boost revenue. Here’s how they’re doing it – and how you can, too. Continue reading
Posted Aug 30, 2016 at Selling Power Blog
Image
Sales and marketing typically work in parallel and rarely together. But, at today’s successful companies, these teams are forging a strong, collaborative alliance that enables them to know their audience better, grow sales, and boost loyalty. Continue reading
Posted Aug 23, 2016 at Selling Power Blog
Image
Do you get frustrated working with people who don’t have the same motivation, work ethic, or desire to succeed as you? Here are five tips that can help you easily identify whether you have a team of top performers. Continue reading
Posted Aug 17, 2016 at Selling Power Blog
Image
To implement an efficient sales plan throughout your organization, inside and outside sales strategies must complement one another. Here are six ways you can make sure they do. Continue reading
Posted Aug 16, 2016 at Selling Power Blog
Image
To be a successful sales leader, you must be adept at identifying dominant motivations and recognizing motivation signals. Salespeople tend to be driven by one or more of the following six motives: money, opportunity, teamwork, independence, visibility, and excellence. Continue reading
Posted Aug 10, 2016 at Selling Power Blog
Image
"Closing" has a negative connotation, mostly because some salespeople "closed" too soon, became argumentative, and bullied their way to a deal. There is another way, though. I’ve heard it called objection mining, objection avoidance, or the term I prefer - objection defusing. It’s also called good service. This is how you do it. Continue reading
Posted Aug 9, 2016 at Selling Power Blog
Image
All too often, what passes for a debriefing session after a sales call is little more than a casual, uninformative conversation between a salesperson and sales manager. Time has been wasted and little has been learned by either party. To be effective for you and your salespeople, debriefing sessions must occur regularly and be consistent. Here’s how to make it happen. Continue reading
Posted Aug 3, 2016 at Selling Power Blog
Image
In sales, ABC means “always be closing” – but what are the ABCs of creating and running a great sales force? The National Center for the Middle Market delved into best practices when hiring and managing sales forces in a recent study, titled “The Force Is with You: Building a Highly Effective Sales Organization.” It’s no surprise our findings indicate that middle market executives consider their sales forces to be integral parts of their respective companies. However, there are some surprising differences in how companies evaluate sales hires as well as how compensation for sales teams is handled. Continue reading
Posted Aug 2, 2016 at Selling Power Blog
Image
Training Industry, Inc., and Richardson teamed up to find out how organizations across industries are supporting sales coaching. Nearly three-quarters of the respondents – 74 percent – said their programs were “very” or “somewhat” effective, and 51 percent of those who rated sales coaching as “very” effective also said they “always” used sales coaching in the past year. Here are seven best practices based on top takeaways from the report. Continue reading
Posted Jul 28, 2016 at Selling Power Blog
Image
Every business needs a sales methodology that best represents its product, values, market and goals. Here are the top 10 sales methodologies to consider as you embark on this path. Continue reading
Posted Jul 27, 2016 at Selling Power Blog
Image
As a sales manager, one of the biggest sources of your stress is probably the performance of your sales team. You are accountable for everything that happens on your watch. That means you need to start by attracting and hiring the right candidates. Here are some specific steps you can take to hire sales reps who burn brighter than the sun. Continue reading
Posted Jul 14, 2016 at Selling Power Blog
Image
Managing the sales pipeline is a critical aspect of managing team performance. If you were promoted from the field, you probably already know the sales pipeline holds information about pending sales opportunities and consists of various stages relating to the advancement of those opportunities. However, the salesperson’s relationship to the pipeline is materially different from that of a manager. Continue reading
Posted Jul 13, 2016 at Selling Power Blog
Image
Great sales coaches know who to coach, when to coach, and to what to coach. If you want to have a world-class selling organization, you must coach, no excuses allowed. Coaching in sales effectiveness is like coaching in any field where greatness is expected: it is imperative. The following six characteristics will set you on the right path to becoming a great coach. Continue reading
Posted Jul 12, 2016 at Selling Power Blog
Image
If you want to be a positive role model as a sales manager, you must practice the key traits of consistency, fairness, empowerment, courage, vision, and motivation. To be the best possible role model for your people, you should commit to all six. Let’s look at each of these in detail. Continue reading
Posted Jul 7, 2016 at Selling Power Blog
Image
All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how it works. All too commonly, organizations apply technology in an effort to fix their pressing sales challenges but their expectations for it go unrealized. Why? Continue reading
Posted Jul 6, 2016 at Selling Power Blog
Image
Here are three keys that can help you keep your sales team motivated. Continue reading
Posted Jul 5, 2016 at Selling Power Blog