Category Archives: Gerhard Gschwandtner

A Ten-Point Sales Leadership List for 2013

by Gerhard Gschwandtner As we near the end of 2012, I’m certain about one thing: your success in sales will be dictated by how well you anticipate your buyer’s needs and expectations. Here’s a list of questions that can help … Continue reading

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Adapting to Today’s Customer: Q&A with Gerhard Gschwandtner

In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a&nbsp… Continue reading

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Timeless Sales Messaging Tips to Win Today’s Customers

What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading

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Sales Leadership & Innovation Lessons from Steve Jobs

As the world memorializes Apple founder Steve Jobs this evening, we’re meditating on how the innovations of one man have pushed so many sales leaders to go above and beyond their highest aspirations for their companies and their teams. 
Selling P… Continue reading

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Sales Success in a Social & Mobile World

This post is an excerpt from “Sales Success Strategies for a Social & Mobile World,” by Gerhard Gschwandtner.

Since social media is accessible on most mobile devices, real time collaboration is the new rage. A VP of Sales shared the story of driving in a cab to visit a client. He posted a question on Chatter:

“Visiting XYZ in London, any thoughts that I could share to enhance our relationship?”

Within minutes the company’s CFO shared:

“Yes, they owe us $400,000 that’s 60 days overdue.”

The results, the VP was able to eliminate the bottleneck in the company’s payment process. Problem solved.  

The social media world is slowly moving in a new direction. Let’s say you are working in a company that employs 600 salespeople. Would you want to follow everybody? No.  You’d follow the top ten thought leaders and learn what’s important to them. The big shift: from quantity to quality connections. Social learning companies like Saba.com benefit from this new trend by continually refining social learning tools.

Someone recently told me: “I consider the iPhone as an extension cord to my brain.” Social media has become a second brain for everybody. Why not use it more effectively to serve the community and serve your business?

I’m looking forward to discussing these issues in depth during our next conference on November 14-15 in Santa Monica with plugged-in leaders like Anneke Seley and Jeff Hayzlett. Check out the agenda and reserve your spot now:

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Gerhard Gschwandtner

Gerhard Gschwandtner is founder and publisher of Selling Power magazine, and is host of the Sales 2.0 Conference series. Follow him on Twitter @gerhard20.

 

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