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Gerhard Gschwandtner
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At ASLAN, we’ve spent over 20 years training reps to sell remotely. Salespeople who take the right steps can absolutely learn to influence, engage customers, and close sales virtually. Continue reading
Posted 4 days ago at Selling Power Blog
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Here are the three assumptions that kill sales deals and impede sales enablement, according to George Bronten, author of Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence. Continue reading
Posted 6 days ago at Selling Power Blog
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One of the ways artificial intelligence (AI) solutions are reshaping the sales industry is with tools that can boost sellers’ productivity and give them more time with prospects. Continue reading
Posted May 20, 2020 at Selling Power Blog
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Sales coaching can help B2B salespeople find their footing and yield the best performance even during a pandemic. Continue reading
Posted May 13, 2020 at Selling Power Blog
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Today's blog post is by Ben Taylor. He is the content marketing manager at Richardson. He has an MBA in finance from LaSalle University and over a decade of business and writing experience. He has covered content for brands such as Nasdaq, Barclaycard, and Business Insider. Virtual selling requires more than a camera. Sales teams are discovering that virtual selling is different from executing normal sales conversations in front of a screen. They are learning that being effective over video requires more than simply transferring in-person selling skills to a video interface. Understanding these new skills is critical because virtual... Continue reading
Posted May 12, 2020 at Selling Power Blog
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During the coronavirus pandemic, courage and creativity will lead to transformative ideas among sales teams. And your ideas will give you the cutting edge you need to win when the economy bounces back. Continue reading
Posted May 8, 2020 at Selling Power Blog
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Here's how B2B sales teams will serve customers, lead teams, and collaborate with each other following the COVID-19 pandemic. Continue reading
Posted May 6, 2020 at Selling Power Blog
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Here’s how artificial intelligence (AI) can take sales to the next level. Continue reading
Posted May 4, 2020 at Selling Power Blog
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Focusing on your sales culture is the best way to help your team remain strong through adversity. This time of crisis will pass and, when it does, your sales team – and culture – will be more resilient than ever. Continue reading
Posted Apr 29, 2020 at Selling Power Blog
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Our research shows the average closing (conversion) percentage today, across all industries, is approximately 25 percent. This means three out of four of the sales pursuits that make their way through your sales process will result in a loss, no decision, or an unknown conclusion. Here’s how a simple sales checklist can help you increase conversions and win more deals. Continue reading
Posted Apr 27, 2020 at Selling Power Blog
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During the COVID-19 pandemic, it’s urgent for sellers to change our communication habits and embrace the digital world to stay connected with colleagues and customers. Here’s exactly why you should embrace your digital sales transformation now. Continue reading
Posted Apr 22, 2020 at Selling Power Blog
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Multi-threading is insurance for salespeople working toward the close. Multi-threading means building relationships with multiple stakeholders within your deal. It’s also your ticket to winning influence in an account. Continue reading
Posted Apr 15, 2020 at Selling Power Blog
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An agile selling model focuses on customer collaboration and responsiveness to change rather than adhering to a single, unchanging plan. Put simply, agility in selling means being flexible and using different skills when and where you need them. Continue reading
Posted Apr 1, 2020 at Selling Power Blog
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What’s the trick to getting your best reps to stick around? It’s all about managing with a sales coaching mentality. Here are three ways you can use sales coaching to ensure your top (or up-and-coming) talent sticks with you. Continue reading
Posted Mar 30, 2020 at Selling Power Blog
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Focus on the right sales opportunity by asking these key questions. Continue reading
Posted Mar 25, 2020 at Selling Power Blog
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So, you’re a new sales manager. Here’s some key advice on how to do this job well. Continue reading
Posted Mar 18, 2020 at Selling Power Blog
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Answer these questions to find out if your perceptions about sales enablement are fact or fiction. Continue reading
Posted Mar 11, 2020 at Selling Power Blog
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At BTS, we have a sales methodology that will help you create the buyer-specific value propositions you need, and accelerate your sales. Continue reading
Posted Mar 4, 2020 at Selling Power Blog
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Complex sales cycles mean salespeople must become sense makers for buyers. Here’s how. Continue reading
Posted Mar 2, 2020 at Selling Power Blog
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Selling with transparency and integrity is about behavior. You can talk about it all you want; what matters is how it manifests itself in the everyday actions of your salespeople. Continue reading
Posted Feb 26, 2020 at Selling Power Blog
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Most sales teams want to know how to speed up the sales cycle so they can close deals faster. Here are three steps you can take. Continue reading
Posted Feb 5, 2020 at Selling Power Blog
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Here’s why your passion for selling leads to superior results in sales and account management roles. Continue reading
Posted Jan 22, 2020 at Selling Power Blog
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Planning sales training initiatives? Here are four straightforward ways to get amazing results from your sales training investment. Continue reading
Posted Jan 15, 2020 at Selling Power Blog
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Here are three ways to identify value during the sales discovery process. Continue reading
Posted Dec 11, 2019 at Selling Power Blog
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Here’s how to optimize your trade show efforts and measure ROI on your investment. Continue reading
Posted Dec 2, 2019 at Selling Power Blog