This is Gerhard Gschwandtner's Typepad Profile.
Join Typepad and start following Gerhard Gschwandtner's activity
Join Now!
Already a member? Sign In
Gerhard Gschwandtner
Recent Activity
Image
People knowledgeable about sales excellence know that coaching is worthwhile—it can make a difference; it needs to be a priority. Continue reading
Posted Jul 21, 2021 at Selling Power Blog
Image
Sales managers can engage their remote/hybrid sales teams, provide development that’s demanded by top performers, and drive sustainable results with customized and actionable sales training. Continue reading
Posted Jul 20, 2021 at Selling Power Blog
Image
If you are struggling to communicate and collaborate with your sales engineers, here are three things you can do to improve both the relationship and your results. Continue reading
Posted Jul 14, 2021 at Selling Power Blog
Image
If not done properly, attempts at motivating your sales team could fall flat, leaving you with less than desirable results and an unhappy workforce. Continue reading
Posted Jun 17, 2021 at Selling Power Blog
Image
A predictive revenue strategy can help sales organizations accelerate their revenue by incorporating more transparency and predictability into forecasting. Continue reading
Posted May 25, 2021 at Selling Power Blog
Image
Selling Power and ValueSelling Associates conducted a survey of more than 150 senior B2B sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. Continue reading
Posted Apr 27, 2021 at Selling Power Blog
Image
Sales performance management has five key pillars that enable sales organizations to achieve consistent, predictable revenue acceleration for the company.  Continue reading
Posted Apr 22, 2021 at Selling Power Blog
Image
If you’re trying to grow your business, why are so few of your metrics about the value you’re delivering to customers? A blind spot in your dashboards causes you to bleed growth and profits. Continue reading
Posted Apr 20, 2021 at Selling Power Blog
Image
Historically, change can be difficult, especially after people devised and developed systems that work. That's why many sales professionals were skeptical of selling virtually. As one of the oldest professions, selling has always been about meeting people, locking eyes, and shaking hands. It’s how buyers and sellers create trust, form relationships, and build partnerships. No doubt, you’ve heard the naysayers. “You can’t trust over the internet!” they say. “Virtual is impersonal.” Well, as change brings challenge, it also welcomes its troublemaking cousins, rumor and misinformation. Let’s examine and debunk several myths and misconceptions about selling virtually. Continue reading
Posted Apr 15, 2021 at Selling Power Blog
Image
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 Apr 7, 2021 at Selling Power Blog
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
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
Image
Customer conversations are the cornerstone of B2B selling. Read the Selling Power blog for insights on creating valuable conversations. Continue reading
Posted Dec 9, 2020 at Selling Power Blog
Image
Many reps were not prepared for the switch to virtual selling, there are some tips that can keep you winning in sales. Read more in the Selling Power blog. Continue reading
Posted Dec 3, 2020 at Selling Power Blog
Image
When it comes to virtual selling it is important to avoid mistakes that prevent two-way communication with your customers. Read more on the Selling Power blog. Continue reading
Posted Nov 23, 2020 at Selling Power Blog
Image
Engaging prospects is the key to having more successful executive conversations that create more sales. Read more on the Selling Power blog. Continue reading
Posted Nov 18, 2020 at Selling Power Blog