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Gerhard Gschwandtner
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Research from Florida State University found that high-performing salespeople are typically more alert in customer interactions, but that level of situational awareness often diminishes in reps who have recently been top performers – because they tend to become overly confident. Continue reading
Posted 11 hours ago at Selling Power Blog
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Salespeople often get caught in a trap of reactivity around objections. When this happens, they start throwing better deals at the buyer without truly understanding what the objection is about. Continue reading
Posted 7 days ago at Selling Power Blog
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If you want to improve sales performance, there is nothing more effective than focusing on your frontline sales leaders. Continue reading
Posted Jun 26, 2019 at Selling Power Blog
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Insight from this recent study shows what you can do to get better traction with your business proposals. Continue reading
Posted Jun 24, 2019 at Selling Power Blog
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I talked with a few sales leaders to get their take on three common assumptions about being a successful salesperson. Here’s what they said. Continue reading
Posted Jun 12, 2019 at Selling Power Blog
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Sales leaders must leverage EQ to become better communicators and leaders. Continue reading
Posted Jun 5, 2019 at Selling Power Blog
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The burden on sales managers grows as executive leaders push for higher revenue gains. The solution managers have discovered? Implementing sales AI to automate inefficient processes that prevent sales reps from selling. Continue reading
Posted May 29, 2019 at Selling Power Blog
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Today’s post is by Ilan Kasan, co-founder and CEO of Exceed.ai, the leader in AI and automation for sales and marketing. Ilan is a thought leader and blogger and a strong proponent that the best sales teams will join forces with AI to exceed their goals. To succeed in the 1950s, salespeople needed a handful of critical skills: connecting with potential customers, listening to their needs, and forming a strong relationship based on trust. Then came the 1980s and 1990s, and things changed. Suddenly, salespeople needed to learn how to crunch numbers and work with CRM systems. Administrative skills became... Continue reading
Posted May 22, 2019 at Selling Power Blog
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B2B subscription-based models are having a big impact on sales teams; here’s what that means for your organization, and how you can adapt. Continue reading
Posted May 15, 2019 at Selling Power Blog
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Managing sales in a rapid growth environment require a sales management training program that introduces the knowledge, skills, and tools new frontline managers need to be successful. Continue reading
Posted May 8, 2019 at Selling Power Blog
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If we can truly put buyers first and make their journey as seamless and valuable as possible, then we can manage the true intent of frictionless selling. Here’s how. Continue reading
Posted May 6, 2019 at Selling Power Blog
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Here are the ways salespeople must interact with buyers to achieve the right solution and gain a competitive edge. Continue reading
Posted May 1, 2019 at Selling Power Blog
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If sales leaders want to build a quality sales pipeline, stop asking marketing for leads. Instead, start asking for opportunities. Continue reading
Posted Apr 29, 2019 at Selling Power Blog
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Sales leaders need to stop seeking the “best” sales methodology for their company and instead ask, “What three to five methodologies are right for the three to five situations our sales teams face on a regular basis?” Continue reading
Posted Apr 22, 2019 at Selling Power Blog
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To create a great sales culture, you need to put the right people and processes in place to produce enough revenue and profit margin. Continue reading
Posted Apr 17, 2019 at Selling Power Blog
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Here’s how sales leaders can find the fastest, surest route to improved sales performance. Continue reading
Posted Apr 10, 2019 at Selling Power Blog
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Be sure you’re maximizing the benefits of happy customers by aligning your sales and customer service departments with these six tips. Continue reading
Posted Apr 8, 2019 at Selling Power Blog
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Here’s how to improve and adapt your sales coaching style to suit the needs and expectations of your millennial sales reps. Continue reading
Posted Apr 3, 2019 at Selling Power Blog
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Do your salespeople take the right sales approach when trying to win deals? Let’s identify which approach is the best among these three options. Continue reading
Posted Mar 27, 2019 at Selling Power Blog
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There are four interrelated elements to the away-game selling process. Here’s how you can use them to succeed with customers. Continue reading
Posted Mar 25, 2019 at Selling Power Blog
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You can learn to be more likable and close more deals if you know the right behaviors and practice them daily. Continue reading
Posted Mar 20, 2019 at Selling Power Blog
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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 Mar 18, 2019 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 Mar 13, 2019 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 Mar 11, 2019 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