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Gerhard Gschwandtner
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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 4 days ago 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 6 days ago 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
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One of the keys to sales growth and a peak performance mindset is to identify (and continually implement) high-impact behaviors; and it is not just for the management team. Continue reading
Posted Apr 11, 2018 at Selling Power Blog
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Even if you’ve hired and retained the best people, you may find there are areas in which they need improvement. Let’s examine the following issues – they are usually the reasons reps fail to make quota. Continue reading
Posted Apr 9, 2018 at Selling Power Blog
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Sales methodologies all include the need to fundamentally understand the customer’s business. Continue reading
Posted Apr 4, 2018 at Selling Power Blog
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How many times have you told yourself sales is too hard or that you must be doing something wrong because you’re struggling to make sales? Continue reading
Posted Mar 29, 2018 at Selling Power Blog
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Here are a number of key benefits you’ll get when you practice sales opportunity assessment. Continue reading
Posted Mar 28, 2018 at Selling Power Blog
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Here are the facts when it comes to sales prospecting. Continue reading
Posted Mar 26, 2018 at Selling Power Blog
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Here are the top five reasons curiosity leads to sales success. Continue reading
Posted Mar 21, 2018 at Selling Power Blog
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Here's how an inside sales team at Park Place Technologies learned to Leverage LinkedIn's Sales Navigator with great revenue results. Continue reading
Posted Mar 19, 2018 at Selling Power Blog
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Here are five ways businesses can integrate sales organizations after a merger or acquisition. Continue reading
Posted Mar 16, 2018 at Selling Power Blog
The Introvert’s Edge by Matthew Pollard provides a seven-step process for creating a sales system expressly for you and your team. Continue reading
Posted Mar 14, 2018 at Selling Power Blog
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By creating a two-way dialogue with your customers, you can build long-term trusting relationships. It sounds good, but how do you make it happen? Continue reading
Posted Mar 12, 2018 at Selling Power Blog
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A great onboarding program can shrink your sales rep attrition. Here’s how to keep them longer and ramp them up faster. Continue reading
Posted Mar 7, 2018 at Selling Power Blog
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Here are the key indicators your salespeople are maximizing the value of their customer conversations. Continue reading
Posted Mar 5, 2018 at Selling Power Blog
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Our latest research finds it is not adherence to a sales methodology but agility that produces superior results. Although sales leaders have long pushed their people to master one method of selling, it turns out that well-considered and purposeful deviation from a single methodology to accommodate different buying situations is the key to success. Continue reading
Posted Feb 28, 2018 at Selling Power Blog
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Here’s how artificial intelligence (AI) and machine learning for revenue-generating sales processes can transform your sales forecast for the better. Continue reading
Posted Feb 26, 2018 at Selling Power Blog