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Gerhard Gschwandtner
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To transcend the daily grind, sales managers need to learn to focus on five key factors that drive success in a sales organization. Managers who learn the systems, processes, skills, and techniques associated with these five key factors are what we refer to as high-impact sales managers. Continue reading
Posted 6 days ago at Selling Power Blog
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When the economy weakens, delighting customers needs to be the main focus of your business. Cultivating customer happiness requires structural changes in the entire organization, not just cheerleading – your business needs to be built in such a way that sales and support teams have the tools they need at hand to boost customer success. Here’s my take on the steps needed to sharpen focus on customer success. Continue reading
Posted 7 days ago at Selling Power Blog
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Is it always easy to tell when a negotiation is happening? Maybe not. It’s the same way with sales coaching. It can’t be a spontaneous conversation – it seems to only work when both the sales manager and salesperson make specific time for the conversation and each get in the right mindset. Continue reading
Posted May 11, 2016 at Selling Power Blog
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We recently published the Richardson 2016 Selling Challenges Study, based on responses from over 400 sales professionals. Here are three major highlights from the study. Continue reading
Posted May 10, 2016 at Selling Power Blog
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When your sales team is falling behind on certain selling skills, be sure your sales training efforts are designed with the right reasons and goals in mind. Continue reading
Posted May 5, 2016 at Selling Power Blog
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The prospecting mindset is an attitude that leads top sales professionals to always look for their next opportunity. You might expect them to do this naturally. But, in reality, many don’t prospect in a way that builds a healthy pipeline. To do that, you have to ask each member of your team these five questions. Continue reading
Posted May 3, 2016 at Selling Power Blog
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Is it better to have a small niche of raving fans or a large group of people who have mixed feelings about you, your products and services, and your company? Continue reading
Posted Apr 28, 2016 at Selling Power Blog
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Salespeople are no longer simply order takers, as they are required to provide detailed knowledge and insight about a product or service as it relates to the customer’s business. But how can salespeople get, keep, and pass on this knowledge? Continue reading
Posted Apr 27, 2016 at Selling Power Blog
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Today's guest post is by Bill Butler, CEO of Journey Sales. According to The Sales Benchmark Index, 58 percent of deals in the sales pipeline end in “no decision,” which translates into, “The salesperson just did not show enough value or create enough urgency to break the status quo.” However, the reason those 58 percent of deals don’t close goes much deeper than that since, on average, only 5-7 percent of prospects at the top of the sales funnel are ready to buy from you. Why? Largely due to misalignment between actual buyer behavior and what we, in Sales, expect.... Continue reading
Posted Apr 21, 2016 at Selling Power Blog
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Top-performing sales teams have a negotiating mindset, and are able to shape deals without depending on unreasonable concessions on price or other matters. Continue reading
Posted Apr 20, 2016 at Selling Power Blog
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To reach optimal success, we need to set goals. But setting goals is easy – especially if they’re the wrong ones. To become a sales superstar, we have to not only set the right goals, but also define them, keep working toward them, and keep ourselves accountable. Here is some guidance on how to do that. Continue reading
Posted Apr 19, 2016 at Selling Power Blog
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To get new hires to reach the heights of your top performers, there’s a long list of things to do. Here are three tips to help you get started. Continue reading
Posted Apr 14, 2016 at Selling Power Blog
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You know how challenging job hunting can be - and social media has dramatically changed the landscape of employees and employers. In fact, it’s proven to be a game changer. Continue reading
Posted Apr 13, 2016 at Selling Power Blog
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When properly executed, sales coaching delivers a positive ripple effect that leads to performance turnarounds for both salespeople and their teams. So how can you best help them increase both their effectiveness and efficiency? Continue reading
Posted Apr 12, 2016 at Selling Power Blog
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As in U.S. presidential elections, price wars tend to be filled with empty words about value – and ultimately leave many listeners disappointed. How can you communicate value to your customers without making it all about who has the lowest price? Continue reading
Posted Apr 6, 2016 at Selling Power Blog
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One of the best ways to improve your hiring, assessment, and development of A-Players is the use of simulations, but fewer than 2 percent of all businesses use them. Here are the six reasons simulations should be an integral part of any hiring, promotion, and training processes. Continue reading
Posted Apr 5, 2016 at Selling Power Blog
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When sales is able to sort out the facts about where and what to sell - and can ensure the right data-backed decisions are being made - the entire company benefits. Here are five steps to make your sales team data driven. Continue reading
Posted Mar 29, 2016 at Selling Power Blog
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If you're one of the 50 percent of small businesses who see their biggest challenge as improving the sales process, then it's time to invest in one of the many options of sales management software. Here we walk you through some of the questions that can help you better understand how to choose the best sales management software. Continue reading
Posted Mar 23, 2016 at Selling Power Blog
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If you want a sustainable competitive advantage, it may be time to radically rethink the traditional approach to sales training. We are finding an increasing number of companies living on the front lines of a sales learning revolution and achieving lower turnover, faster ramp times, higher participation rates, and better overall performance. These spectacular results are being achieved by making learning a continuous part of the sales cadence and integrating learning, coaching, and selling tools into their CRM. Continue reading
Posted Mar 16, 2016 at Selling Power Blog
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If you don't make finding the best available sales talent a priority, you may find yourself with a lackluster sales team - and significantly limited revenue. Here are four ways to help build a superstar sales team and keep your talent funnel filled. Continue reading
Posted Mar 15, 2016 at Selling Power Blog
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A good sales management process - just like a good sales process - creates consistency and predictability for ongoing sales execution. Specifically, an effective sales management process accomplishes these three things. Continue reading
Posted Mar 9, 2016 at Selling Power Blog
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The Selling Power President's Club contest is underway, with more than 1,500 top salespeople vying for $10,000 in prizes. What do we know about some of the leaders so far? Continue reading
Posted Mar 8, 2016 at Selling Power Blog
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Today’s post is by Gerhard Gschwandtner, founder of Selling Power and host of the Sales 2.0 Conference. Yesterday, I had a long conversation with a sales professional I haven’t spoken with in a few months. The last time we talked, he was at the top of his game. He was crushing his monthly numbers and had just received a glowing review from his sales manager. His outlook for the coming months was bright as can be. As I discovered during our chat yesterday, though, his fortunes have changed dramatically. His company has been sold, his manager has accepted another job... Continue reading
Posted Mar 2, 2016 at Selling Power Blog
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The other day I agreed to hear a presentation from two selling professionals. They represent a bank we’ve done business with for years (we work with four banks so, no, it’s not the one you’re thinking about); we’ll call them the Acme Bank of St. Louis. The account executive asked if he and an associate could come out and tell me why I should consider moving my 401(k) investments from their current location with a competitive bank to them. I like these guys, and they do a great job for us in the other areas of our business relationship. So, of course I agreed. Continue reading
Posted Mar 1, 2016 at Selling Power Blog
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Today’s guest post is by Jennifer Stanley, expert partner (Marketing and Sales Practice) at McKinsey & Company. Hear her speak about this topic at the Sales 2.0 Conference on May 2 in Boston. Today, salespeople have more ways than ever to find and connect with prospects. In fact, they’re drowning in data and interaction opportunities across the customer’s many digital touchpoints. But these many insights and channels often overwhelm the typical B2B rep. This has created an interesting paradox for sales professionals. In organizations with well-resourced presales teams that sift through customer data and digital footprints, reps’ pipeline conversion rates... Continue reading
Posted Feb 24, 2016 at Selling Power Blog