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Gerhard Gschwandtner
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If you’re a salesperson, you’re always trying to beat your quota. To do this, you need to answer several hard questions, such as: “Will my deal close?”; “Am I focusing my time on the right deals?”; and, “What else can I do to increase the likelihood to win this deal?” Answering these questions takes selling with data science. Here are some of the best ways salespeople are using data science to beat their competition. Continue reading
Posted 3 days ago at Selling Power Blog
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AI is already here, already a part of the sales function. And it’s here to make our jobs easier and us far more effective. Continue reading
Posted 4 days ago at Selling Power Blog
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Sales is a rollercoaster, continually forcing you to confront change head-on. Speaking as a millennial, I can tell you one of the most important skills you’ll need to stay on track is discipline. I’d like to share three tips I used to develop a disciplined mindset when transitioning to my first job out of college. Continue reading
Posted Nov 22, 2016 at Selling Power Blog
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Finding and closing a deal ain’t as easy as it used to be, for sure. B2B sales has changed dramatically in even just the past few years. Customer reviews and analyst opinions are just a tap away, and both sales and marketing are on the offensive to get ahead of competitors. And, when sales and marketing work together, their efforts become exponentially more powerful. Continue reading
Posted Nov 21, 2016 at Selling Power Blog
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How can you make sure you are presenting in ways that help others understand the true value of your product or service? What I’ve learned from nearly a decade of research for my upcoming book The Science of Selling is that, by utilizing the rules our brains follow when making judgments, we can help others better evaluate our products or services. Here’s a brief excerpt from the book that describes one of these heuristics, known as “Single-Option Aversion.” Continue reading
Posted Nov 16, 2016 at Selling Power Blog
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Having a great sales playbook, filled with the collective wisdom of your all-star reps, can be the difference between winning and losing in today’s highly competitive markets – as long as you can get your team to properly leverage it. Sales teams are not only accelerating top-line growth by using video content platforms to better train and coach; they are using those very same tools to massively save time and T&E expenses associated with onboarding new reps and certifying reps for new product rollouts. Continue reading
Posted Nov 15, 2016 at Selling Power Blog
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To aid in understanding sales leadership behaviors, we use the Five Practices of Exemplary Leaders® as found in The Leadership Challenge. Each practice groups six behaviors. For leaders, these have been validated in 600+ research studies with data collected in more than 5 million assessments over 30 years in 72 countries. Here are the five practices. Continue reading
Posted Nov 9, 2016 at Selling Power Blog
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For new sales managers who may be feeling disoriented or overwhelmed in their new position, it can be helpful to think about the role as a GPS system for reps. Just as a GPS guides drivers to a defined destination, a manager can guide his or her team to quota by employing some of the same characteristics of this indispensable technology. Here are three ways in which sales managers can be more effective in their roles by operating like a GPS. Continue reading
Posted Nov 8, 2016 at Selling Power Blog
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How do sales leaders in a multi-generational sales organization develop consistent skill sets when individual sellers have such unique perspectives and experiences? Here are three keys to getting there. Continue reading
Posted Nov 3, 2016 at Selling Power Blog
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Some managers attempt to “manage” all aspects of their salespeople’s activities. On these teams, whenever a salesperson gets the sensation that someone is looking over his shoulder, he or she is usually right – it’s the sales manager about to ask for a pipeline report, an opportunity update, a sales forecast, or something else that’s heavy on data points. Continue reading
Posted Nov 2, 2016 at Selling Power Blog
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People often ask me if I have any suggestions for how to really stand out with prospects during the holiday season. The answer is yes! All you have to do is put some extra spice into your efforts as you roll into that fourth quarter. Continue reading
Posted Nov 1, 2016 at Selling Power Blog
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Sales organizations of all sizes value predictability in their pipelines, as this ability to forecast future revenue impacts all strategic decisions surrounding the company – from hiring plans to reinvestment in the business. Making these predictions accurately requires the ability to control the sales process and assess the likelihood that the deals in progress will close. While that’s typically the role of the sales reps and their managers, there are ways the IT team can support that mission – allowing reps themselves to prioritize the deals they have in flight, better determine how to move them along to the next stage, or flag those that need more of their attention. Continue reading
Posted Oct 27, 2016 at Selling Power Blog
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While every customer is unique, there are several top predictors of strong B2B accounts, as identified by the 2016 AskForensics Sales Analysis, which features sales and account data from B2B executives of accounts totaling more than $2.3 billion in total contract value, with an average account size of $16.8 million. By concentrating efforts on these key factors, your sales team can position itself to not just meet, but exceed customer expectations. Continue reading
Posted Oct 26, 2016 at Selling Power Blog
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As the president of a mid-size sales training firm, I try to read all the sales literature and advice I can get my hands on. Unfortunately, I often find myself having a sense of déjà vu whenever I pick up a new book or article, since a lot of what is being published is just a warmed-up rehash of what’s gone before it. With so much of the recent advice about sales process steeped in buzzwords and repackaging, I find that coming across something truly unique is always refreshing. At the root of it, salespeople don’t just need new words to describe what they are already doing – they need a fundamentally new and different approach that enables them to successfully navigate the digital era. Continue reading
Posted Oct 19, 2016 at Selling Power Blog
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In the digital era, relationships still matter – and not just the “swipe right” ones. We still crave human interactions and they are just as important in the business world. Continue reading
Posted Oct 18, 2016 at Selling Power Blog
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Research shows that on-going sales coaching that follows sales training has 400 percent more impact on productivity than sales training delivered without coaching. For managers who haven’t established a habit of providing coaching, here are some steps to begin the process. Continue reading
Posted Oct 13, 2016 at Selling Power Blog
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Given that customer experience is the number one priority for many companies, all interactions must cater to the needs and wants of each individual customer. But it’s painfully obvious when a contact center agent is simply reading from a script. These interactions often feel awkward, stiff, or impersonal. By focusing on elevating the agent experience, providing the right training, and implementing the right technology, the contact center can empower agents to provide a personalized, contextualized customer experience – without relying on scripts. Continue reading
Posted Oct 12, 2016 at Selling Power Blog
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How can sales managers increase sales forecasting accuracy and spend their time more wisely? In today’s world, this process starts with the proper tools. Here are three steps you can take (with the help of the right technology) to make your forecasting life easier and get the best, most productive performance from all your sales reps. Continue reading
Posted Oct 5, 2016 at Selling Power Blog
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One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our customers tell us that roughly 20 to 30 percent of their sales teams change accounts annually –,largely because they are let go or reassigned due to underperformance. This type of turnover is typical, but it doesn’t have to be. Here are the top five reasons sales reps are fired or reassigned – and what you can do to help new reps succeed faster. Continue reading
Posted Oct 4, 2016 at Selling Power Blog
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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 Sep 28, 2016 at Selling Power Blog
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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 Sep 27, 2016 at Selling Power Blog
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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
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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
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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
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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