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Gerhard Gschwandtner
Recent Activity
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If you want your salespeople to have conversations prospects find valuable, then your team needs to learn the Selling to Value approach. Continue reading
Posted 12 hours ago at Selling Power Blog
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How can you find the right sales training company? Here are five insider tips. Continue reading
Posted 5 days ago at Selling Power Blog
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Every sales rep has struggled to answer a curveball question from prospects at least once. Here’s how to develop your ability to think on your feet. Continue reading
Posted 7 days ago at Selling Power Blog
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To fill your sales pipeline, the phone should still be your primary means of connecting with prospects. The problem you’re probably having is that it takes many attempts to reach one prospect. Continue reading
Posted Mar 6, 2019 at Selling Power Blog
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Here's how sales managers can coach stuck salespeople to success. Continue reading
Posted Feb 25, 2019 at Selling Power Blog
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Shifting from acquiring new business to expanding and extending the customer life cycle is not only worthwhile, but also a potential game changer for your revenue potential. Continue reading
Posted Feb 20, 2019 at Selling Power Blog
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Here are three key actions every sales leader can take to accelerate and maintain strong sales performance in a tough sales environment. Continue reading
Posted Feb 18, 2019 at Selling Power Blog
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Despite all the technology tools and advances in selling, sales results still stink at most companies. Here’s why, and how the right approach to sales training can reverse this trend at your company. Continue reading
Posted Feb 13, 2019 at Selling Power Blog
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Why does it make sense for salespeople to develop new selling skills? To start, consider these three facts about the current state of buying and selling. Continue reading
Posted Feb 11, 2019 at Selling Power Blog
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Get great sales coaching outcomes with these expert tips. Continue reading
Posted Feb 6, 2019 at Selling Power Blog
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Here's why sales managers should be concerned about turnover and its potential impact on productivity and morale. Continue reading
Posted Jan 30, 2019 at Selling Power Blog
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If you can reduce the time it takes for a new hire to start producing, you can significantly reduce your exposure and even make the case for bringing on more salespeople to accelerate growth. Continue reading
Posted Jan 28, 2019 at Selling Power Blog
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Based on our data, here are five common mistakes sales reps make when delivering product demos. Continue reading
Posted Jan 23, 2019 at Selling Power Blog
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Seventy-one percent of companies don’t believe their remote sellers manage their time and days effectively. Here’s how to increase their productivity. Continue reading
Posted Jan 16, 2019 at Selling Power Blog
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As sales teams across the country ring in 2019 at their national sales kickoffs, here are a few predictions we think will become more noticeable in the year ahead. Continue reading
Posted Jan 9, 2019 at Selling Power Blog
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To truly excel as sales professionals (and separate themselves from their competition) every person in the sales profession needs an equal measure of inspiration, selling skills, and coaching. Continue reading
Posted Jan 7, 2019 at Selling Power Blog
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Here are four key life and leadership principles I learned from my grandmother and still use to this day. Continue reading
Posted Dec 19, 2018 at Selling Power Blog
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How do you make life better for customers who buy from you? Continue reading
Posted Dec 10, 2018 at Selling Power Blog
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Let’s unpack the biggest barriers that keep your sales enablement efforts from hitting pay dirt. Continue reading
Posted Dec 5, 2018 at Selling Power Blog
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Selling Power interviews Tiffani Bova about her new book, Growth IQ. Continue reading
Posted Nov 28, 2018 at Selling Power Blog
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When sellers give prospects the guidance and support they need to get to their destination, it’s a journey modern buyers won’t forget. Continue reading
Posted Nov 19, 2018 at Selling Power Blog
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These eight intrinsic motivators can help you maximize your sales results. Continue reading
Posted Nov 14, 2018 at Selling Power Blog
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One of the biggest mistakes I see in sales talent management is placing a good sales hire into the wrong sales role. Continue reading
Posted Nov 8, 2018 at Selling Power Blog
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Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance. Every year, the Florida State University (FSU) Sales Institute conducts a benchmarking survey to identify top priorities for their consortium of sales leaders. In 2018, replicating the performance of high performers was the number one focus area. Why? Because, in a world where quota requirements are... Continue reading
Posted Nov 7, 2018 at Selling Power Blog
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Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Continue reading
Posted Nov 6, 2018 at Selling Power Blog