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Gerhard Gschwandtner
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Here are four expert ideas to help you recruit and keep great sales partnerships. Continue reading
Posted Oct 30, 2019 at Selling Power Blog
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When you understand what motivates salespeople, you can more effectively manage their performance. You can think of motivation in terms of six main categories. Continue reading
Posted Oct 23, 2019 at Selling Power Blog
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Here are some of the sales compensation trends we’ve seen in recent years, and some best practices for building a high-performing compensation plan. Continue reading
Posted Oct 14, 2019 at Selling Power Blog
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To produce permanent behavior change among salespeople and get ROI from your sales training dollars, incorporate these five steps into your reinforcement program. Continue reading
Posted Oct 9, 2019 at Selling Power Blog
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Today’s post is by Troy Korsgaden, president of Korsgaden International in Visalia, CA. He is an international insurance carrier consultant, industry main-platform speaker, representative trainer, and agency consultant, as well as the author of six books. He can be reached at troy@korsgaden.com. To be successful in the future, you must be willing to adapt quickly. The way companies are doing business is rapidly changing. It’s no longer “business as usual.” We not only need to navigate the tsunami of change for our own businesses; we also must lead our clients through the same tsunami. This means staying informed and up... Continue reading
Posted Oct 2, 2019 at Selling Power Blog
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Here’s how to make a great first impression with customers and advance the sale to the next stage. Continue reading
Posted Sep 11, 2019 at Selling Power Blog
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Closing business doesn’t require special skills; just the right approach. Here are six ways to close your next deal. Continue reading
Posted Sep 9, 2019 at Selling Power Blog
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At the end of 2018, Gartner identified five critical priorities the majority of sales leaders wanted to address and invest in for 2019. Let’s revisit them and see how you’re stacking up so far. Continue reading
Posted Aug 14, 2019 at Selling Power Blog
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The VIP Peak Performance Mindset Retreat reminded me there is no obstacle that can’t be overcome. Continue reading
Posted Aug 8, 2019 at Selling Power Blog
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Here’s how leading companies align their organization with a sales focus to achieve exceptional revenue growth. Continue reading
Posted Aug 7, 2019 at Selling Power Blog
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Today’s post is by Haley Katsman, vice president of account development & growth at Highspot, the highest user-rated sales enablement solution. Connect with her on Twitter and LinkedIn. Today, most sales organizations are still enabling salespeople with classroom onboarding, certifications, and assessments. These methods are outdated and don’t reflect the dynamic, responsive way modern sellers engage with buyers. And they’re hurting your bottom line. Salespeople are hungry for an immersive, interactive learning experience – one that delivers the right content and guidance at the right time through the channels where they live. And reps have every reason to have this... Continue reading
Posted Jul 22, 2019 at Selling Power Blog
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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 Jul 15, 2019 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 Jul 8, 2019 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