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Gerhard Gschwandtner
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As a result of the coronavirus pandemic, many sales teams quickly adapted new skills to sell in the virtual environment. At the same time, however, many were ill prepared for the challenges of coaching remotely, such as the time required to coach a dispersed team. In an office, coaching opportunities present themselves organically. Managers sit at a rep’s computer or teams gather in conference rooms and even cater lunch. However, it’s different in a virtual world. Coaching practices geared toward in-person interaction did not readily translate, and for virtual coaching to be effective, managers had to find ways to sufficiently engage their reps. Here are a few ways sales managers can meet the challenges of remote coaching. Continue reading
Posted 3 days ago at Selling Power Blog
What happens when everything sales leaders know about the industry dramatically changes in a matter of months? There’s been uncertainty around every corner in 2020, and the organizations that are still standing strong and successful today must prepare to adapt their approach on a strategic level in 2021. While we can’t predict the future, we can use what we’ve learned to inform our strategies and maximize prospecting potential in the year ahead. Continue reading
Posted Oct 8, 2020 at Selling Power Blog
Imagine a deal where every step has been confirmed by the customer. A deal where the close date is the same date forecast in Salesforce, and where there are no surprises from a new stakeholder at the last minute. That’s the promise of a Mutual Action Plan (MAP), a document shared between the seller and the buyers detailing everything that each side must do to make the deal happen. We surveyed hundreds of MAP users and identified four key actions the best teams take to make their MAPs irresistible to their buyers. Continue reading
Posted Sep 23, 2020 at Selling Power Blog
The sales professional’s virtual discovery call is more challenging than ever because customers’ needs are constantly changing as they respond to the pandemic. Moreover, uncovering these needs from a screen only adds to the difficulty. As a result, the virtual discovery call must become a precise instrument that sales professionals use to identify and uncover these challenges and determine if their product or service is a fit and can deliver value for customers. Here we examine what sales professionals need to do during the discovery call to understand these evolving needs, fully grasp the customer’s challenges, and allocate their time to value-creating opportunities. Continue reading
Posted Sep 15, 2020 at Selling Power Blog
Sales managers lead and guide a sales team to success, just as a coach does for a sports team. One lesson the business world can learn from sports is the value of effectively coaching a team. Since a coach helps someone achieve their personal best, a sales manager who is equipped with a coaching mindset can connect with and develop their sales reps to help them realize their full potential. When managers coach their reps instead of simply providing directive feedback, they maximize sales effectiveness. Continue reading
Posted Sep 2, 2020 at Selling Power Blog
Today's post is by Brian Trautschold, co-founder and COO at Ambition, the leading sales coaching and gamification software used by in-house and remote sales teams across the globe. You’ve heard it time and time again: Sales coaching is the number one thing sales managers can do to improve the performance of their reps. But not all sales coaching programs are created equal – which is why we wanted to understand what’s happening in the real world, right now. What does sales coaching look like for a typical sales team, and, most importantly, is it actually making a difference? We surveyed... Continue reading
Posted Aug 25, 2020 at Selling Power Blog
Analysts have long sounded the alarm about the inevitable market transformations and crises that all businesses will face. Enterprises that survive transform into organizations that innovate quickly during times of disruption. A global pandemic and economic fallout may not have been the crisis they expected, but in 2020 nothing is business as usual. The impact has been especially acute for salespeople who have had to pivot their approach now that trade shows, customer visits, and in-person meetings are no longer an option. Survival depends on making adjustments and embracing new ways of caring for customers, through listening and sharing feedback. Continue reading
Posted Aug 20, 2020 at Selling Power Blog
Mid-year is an ideal time to reflect, recalibrate, and re-energize. As a sales professional, your livelihood anchors on achieving quota, so now is the time to refocus. With the right approach and mindset, you can put yourself on track to meet – and even exceed – quota by the year’s end. Selling Power and ValueSelling Associates partnered to survey more than 300 B2B sales professionals about their quotas. Specifically, we wanted to learn about the key elements that contribute to a salesperson’s ability to consistently achieve sales quota. This post highlights what we learned and how you can leverage this information for your benefit. Continue reading
Posted Aug 5, 2020 at Selling Power Blog
Today’s post is by Brett Keirstead, CRO of GlobalVetLink and author of We Are All Sales, People. His book is written to celebrate what makes salespeople great throughout their lives at home, work, school, and in the community. Connect with Brett on LinkedIn and follow him on his blog, We’re All Sales People. The headlines are everywhere: “How to sell in a pandemic” “Selling will never be the same” “What lies ahead for sales?” “Is traditional selling dead?” Throughout my 30 years in sales, one thing has remained constant: The more complex the situation, the more important it is to... Continue reading
Posted Aug 3, 2020 at Selling Power Blog
Here’s how to keep up with sales training in the middle of a global pandemic so you can set up your salespeople to win. Continue reading
Posted Jul 15, 2020 at Selling Power Blog
Today’s post is by Justin Zappulla, managing partner at Janek Performance Group. While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. All of this has created a business environment where sales can be achieved, but through a different process than we are used to. However, it’s important to remember that, regardless of the state of the world, your industry, or business in general, there is a path forward to sales success. 1. Adapt your... Continue reading
Posted Jun 29, 2020 at Selling Power Blog
Today’s post is by Amit Pande, CMO and head of Strategy at Aviso AI. Connect with him on LinkedIn. The year 2020 has already been a year of tumultuous twists and turns unlike anything we’ve seen in recent decades. It has brought concepts like “Black Swans” – unpredictable or unforeseen events, typically with extreme consequences – into the mainstream. Experts even say what we’ve just seen in the first half of 2020 may be the new norm for the decade: unpredictability. Here’s the truth: Surviving novel problems requires novel solutions. From a revenue perspective, old approaches, technologies, and biases won’t... Continue reading
Posted Jun 24, 2020 at Selling Power Blog
Today’s post is by Jeff Seeley, CEO of sales and leadership training company Carew International. He is a frequent keynote speaker, columnist, and blogger. Find him online or connect with him on LinkedIn. Conventional wisdom tells us that, with a positive attitude, we can accomplish anything we set our minds to. But what if we’ve been misled? What if ignoring the bad and focusing only on the good is actually preventing us from reaching our full potential? Sales Leadership Lessons from the “Stockdale Paradox” This concept was presented as a primary lesson in the famous business book Good to Great... Continue reading
Posted Jun 3, 2020 at Selling Power Blog
Today’s post is by Ed Calnan, Co-founder and CRO of Seismic. Teams looking to remain effective and successful while working remotely need to be sure they share the same goals. Without the ability to stay in touch on the ground – and hold in-person check-ins and meetings – having a team that rolls up to the same goals is critical to keeping your go-to-market engine running smoothly with a distributed workforce. And enablement is one of the best ways to ensure your sellers are focused on the right things. But what are you tracking to make sure your teams stay... Continue reading
Posted Jun 1, 2020 at Selling Power Blog
At ASLAN, we’ve spent over 20 years training reps to sell remotely. Salespeople who take the right steps can absolutely learn to influence, engage customers, and close sales virtually. Continue reading
Posted May 27, 2020 at Selling Power Blog
Here are the three assumptions that kill sales deals and impede sales enablement, according to George Bronten, author of Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence. Continue reading
Posted May 25, 2020 at Selling Power Blog
One of the ways artificial intelligence (AI) solutions are reshaping the sales industry is with tools that can boost sellers’ productivity and give them more time with prospects. Continue reading
Posted May 20, 2020 at Selling Power Blog
Sales coaching can help B2B salespeople find their footing and yield the best performance even during a pandemic. Continue reading
Posted May 13, 2020 at Selling Power Blog
Today's blog post is by Ben Taylor. He is the content marketing manager at Richardson. He has an MBA in finance from LaSalle University and over a decade of business and writing experience. He has covered content for brands such as Nasdaq, Barclaycard, and Business Insider. Virtual selling requires more than a camera. Sales teams are discovering that virtual selling is different from executing normal sales conversations in front of a screen. They are learning that being effective over video requires more than simply transferring in-person selling skills to a video interface. Understanding these new skills is critical because virtual... Continue reading
Posted May 12, 2020 at Selling Power Blog
During the coronavirus pandemic, courage and creativity will lead to transformative ideas among sales teams. And your ideas will give you the cutting edge you need to win when the economy bounces back. Continue reading
Posted May 8, 2020 at Selling Power Blog
Here's how B2B sales teams will serve customers, lead teams, and collaborate with each other following the COVID-19 pandemic. Continue reading
Posted May 6, 2020 at Selling Power Blog
Here’s how artificial intelligence (AI) can take sales to the next level. Continue reading
Posted May 4, 2020 at Selling Power Blog
Focusing on your sales culture is the best way to help your team remain strong through adversity. This time of crisis will pass and, when it does, your sales team – and culture – will be more resilient than ever. Continue reading
Posted Apr 29, 2020 at Selling Power Blog
Our research shows the average closing (conversion) percentage today, across all industries, is approximately 25 percent. This means three out of four of the sales pursuits that make their way through your sales process will result in a loss, no decision, or an unknown conclusion. Here’s how a simple sales checklist can help you increase conversions and win more deals. Continue reading
Posted Apr 27, 2020 at Selling Power Blog
During the COVID-19 pandemic, it’s urgent for sellers to change our communication habits and embrace the digital world to stay connected with colleagues and customers. Here’s exactly why you should embrace your digital sales transformation now. Continue reading
Posted Apr 22, 2020 at Selling Power Blog