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Gerhard Gschwandtner
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Imagine you were a master prospector. How many more sales could you make per month? In this blog post, I will share with you how I became one of the best prospectors in the world and how you can do it too. Continue reading
Posted 5 days ago at Selling Power Blog
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In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter. Continue reading
Posted Mar 30, 2021 at Selling Power Blog
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According to the Sales Executive Council, sales managers that were rated as highly effective coaches outperformed sales managers who were rated as ineffective coaches by 19% in revenue production. This means spectacular coaching is a crucial sales management responsibility and strategy if we want to build and sustain a top-performing sales organization that can yield exponential sales growth. Here are three strategies to improve your coaching program as part of your sales management cadence today. Continue reading
Posted Mar 24, 2021 at Selling Power Blog
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We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few. Below are five reasons many companies fail to hire top salespeople. Continue reading
Posted Mar 11, 2021 at Selling Power Blog
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Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales situations where it’s difficult to differentiate your solution from the competition’s, you often win by offering your buyer extra services, or value-added benefits. These are extra services beyond what you provide with your primary product or service at additional cost to the buyer. Chances are you're already providing your buyers value-added benefits, but you're likely not getting credit for them. Continue reading
Posted Mar 4, 2021 at Selling Power Blog
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Today's blog post is by Evan Sanchez. He is Sales Excellence Practice Lead of Think-X. The changes to our working environment as a result of COVID-19 have been dramatic, to say the least. To find success in 2021, smart leaders are turning to neuroscience to identify performance gaps, make better hiring decisions, improve team performance, and reduce stress in a matter of weeks, not years. Using neuroscience allows us to uncover thinking patterns that contribute to a high-performance mindset with a fast and scalable process. At first, you may think this is another assessment, but neuroscience diagnostics such as the... Continue reading
Posted Feb 25, 2021 at Selling Power Blog
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The inherent problem is that the economic model of most sales training providers is at odds with your desire to truly improve sales performance. You need modern, innovative, quality, and research-based content, customized for your unique business situation. This content creation process takes money, time, knowledge, and experience in selling. It is easier and more profitable for most sales training providers to continue to promote their decades-old approach and innovate lucrative services. Continue reading
Posted Feb 18, 2021 at Selling Power Blog
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The dreaded elevator pitch! Yes, you need a succinct and confident way to tell people what you do, but some methods of creating this short message can come across and cheesy, vague, or worse—confusing. Because clarity is critical, I favor a straightforward approach. Don’t let your creativity or cleverness get in the way of clarity. Continue reading
Posted Feb 10, 2021 at Selling Power Blog
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I’ve interviewed hundreds of salespeople in my career, and it’s a difficult task. To add to the gravity of this decision is the fact that making a bad hiring decision costs thousands of dollars and invaluable, unrecoverable time. In order to find the ideal salesperson, there are several central attributes that I look for, and I’ve found three that are the most important to me. I call them the Three Cs: character, chemistry, and competence. These three characteristics can be assessed in an interview by asking the right questions and actually listening (to improve your listening read this) to the responses the candidate gives. Continue reading
Posted Feb 4, 2021 at Selling Power Blog
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Outbound selling can be intimidating even to the most senior rep who hasn’t had to make a cold call in a long time. However, with the right skills, processes, and strategy, leaders can help transform their teams into confident outbound sellers. Continue reading
Posted Jan 28, 2021 at Selling Power Blog
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The term pipeline management is commonly cited by sales leaders as an area of concern. However, like “trusted advisor” – another frequently used term – pipeline management doesn’t seem to have a common definition. So, let’s give it some structure. Pipeline management is a continuous process of decisions that influences how a salesperson works and sells each day. There are three components to successfully and effectively managing a pipeline: Evaluating, working, and filling. Continue reading
Posted Jan 21, 2021 at Selling Power Blog
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Over my career, I’ve worked with such brands as FedEx, SiriusXM, and Honda, helping generate new revenue and grow existing revenues. Small brands or large, I always ask what value I can add to a clients’ process. While skill sets vary, we all have the power to contribute one precious thing to each of our clients: calm. Consider it a commodity. Though priceless, it has intrinsic value and is often exchanged for currency. Those who offer calm to customers will earn a spot as confidant and counselor when clients might perceive other salespeople as pests. Here are a few ways to do this successfully. Continue reading
Posted Jan 14, 2021 at Selling Power Blog
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Perhaps you’ve heard the old saying, “This product sells itself.” Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation! At a foundational level, salespeople create value when they share insights that cause buyers to rethink their approach to key business challenges. Doing this goes a long way toward earning the right to influence your buyer’s decision-making process. Continue reading
Posted Dec 9, 2020 at Selling Power Blog
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The foundations of sales – engaging clients, understanding needs, providing solutions, and building relationships – are the same whether selling face-to-face or virtually. However, sales pros should be mindful of some key differences. Here are several traits sales pros can utilize to get the most from selling virtually. Continue reading
Posted Dec 3, 2020 at Selling Power Blog
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In a virtual environment it is easy to succumb to one-way communication in which the customer’s gaze is repeatedly turned to slides and data. It is more effective to use the opportunity to learn more about the customer and their needs. Simply, success lies in avoiding the missteps that prevent two-way communication. Here we look at the three most common mistakes and how to overcome each. Continue reading
Posted Nov 23, 2020 at Selling Power Blog
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B2B sales reps have all heard the refrain from their managers: You’re not calling high enough. Companies usually cite examples where executive relationships generated huge contracts, so they encourage salespeople to aim high in their enterprise selling efforts. But getting a bigshot on the phone is not enough to guarantee success. How do you engage executives successfully? Prepare, understand, anticipate. If you think about your executive conversations the same way and follow the six steps described below, you’ll do better too. Continue reading
Posted Nov 18, 2020 at Selling Power Blog
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Rejection and adversity are commonplace in sales. We get knocked down, and we get up again and again. Most salespeople will hear “no” more than “yes.” You will be stood up and ignored, but behind each closed door is a priceless lesson—the sales greats are those that take the time to pause, reflect, and absorb and apply those lessons. To perfect the art of sales is to channel the art of resilience. Here are four strategies to embrace failure and learn from it. Continue reading
Posted Nov 10, 2020 at Selling Power Blog
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You’ve seen the research: companies engage with B2B salespeople later and later, and involve more stakeholders than ever. Add in the challenges of remote sellers and tightening budgets, and it’s easy to see why enterprise selling is tougher these days. To succeed, companies need customized sales effectiveness approaches that directly improve sales performance. Yet most traditional sales effectiveness solutions and sales methodologies are one-size-fits-all affairs that ignore the fact that every company has different values, needs, and problems. To get the best results from your enterprise selling efforts, look for a modern sales effectiveness solution with the following three attributes. Continue reading
Posted Oct 27, 2020 at Selling Power Blog
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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 Oct 19, 2020 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
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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
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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
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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
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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
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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