Podcast appearances and mentions of gerhard gschwandtner

Calling all current and aspiring C-Suite members, we welcome Gerhard Gschwandtner to the show. Mark and Gerhard explore the trend of the short tenure of CROs and dissect the elements necessary for success in this high-stakes role. Their conversation also discussed the balance the C-Suite must maintain as both a teacher and a learner, fostering unity and a shared vision that prioritizes the customer experience.   “A lot of great CEOs are optimizers, integrators and thinkers, not only about technology and efficiency, but also about humans. Because ultimately, it's not technology that helps you win, it's humanity.”   ◩ About the Guest ◩ Gerhard Gschwandtner is the Founder and CEO of Selling Power Magazine, the world's leading publication for sales managers and leaders. Gerhardis also the CEO of the Sales 3.0 Conference. ▣  Reduce the Sales 3.0 Conference fee from $795 to just $49 by clicking this link!

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studios. And - SPOLER ALERT - this Ep is COMPLETE with a first of its kind opportunity to meet our guest IRL and face-to-face! Along with some of the best-of-the-best who have made (and continue to make) Enablement and Digital Sales history. And with not one but two ISE Insider benefits to make it easy on the travel budget.Chris has a captivating Enablement past as the youngest SES Fore-founder in "the room where it happened" ...just up the street from his Florida home. He is also well known for standing up in that very room as the voice of the next generation. He shares his unique perspective on the past, while concurrently holding executive board roles with both the Revenue Enablement Society and Emblaze. Don't miss insights from this consistent practitioner, leader and volunteer on the Enablement front lines about the past, present and future of the function and profession. Highlights include: PAST: > Participating in the founding meeting of the Sales Enablement Society with people who came from as far away as the Netherlands like Thierry van Herwijnen and big names like Gerhard Gschwandtner and Jill Rowley invested their time, talent, and travel generously. Dr. Robert M. Peterson, who never lets Chris forget that he was the "youngster" there. PRESENT: > Chris' board role with Emblaze (fka AAISP) is informed by years of involvement including at the F2F events. > RES and Emblaze have partnered around the concept that your enablement person and your CRO/CSO are two sides of the same coin.FUTURE: > Developing the first standards-based Enablement Executive Education program. > The 2024 Emblaze #digitalnow Revenue Growth Summit in which the RES is cultivating the Enablement track, and Chris and RES President Gail Behun will be hosting a "How to speak CRO" session. We also announce an ISE Season Three exclusive. In affiliation with the 2024 digitalnow Revenue Growth Summit in Chicagoland April 2nd to 4th. THE must-attend event for digital-first revenue leaders. Hosted by Emblaze. Powered by Corporate Visions. (Check out the "mentioned in this episode" section

In this episode of Peak Performance Selling Podcast, Gerhard Gschwandtner, founder and CEO of Selling Power Inc, discusses valuable insights for individuals trying to break into tech or sales, especially those who are first-generation immigrants or Americans. Gerhard shares his perspective on leveraging cultural differences, embracing competition, and the importance of play and mental well-being in achieving peak performance.PEAK PERFORMANCE HIGHLIGHTS QUOTES"You bring the best of your culture to the United States that you can use, and then you learn a lot. You get a lot of rich data from the new culture where you can shift your belief.""You're not a human doing, you're a human being. A human being has needs... you need to feed your psyche.""I think what we need to do is increase the denomination of the coin, elevating our game and playing higher stakes.""My mission is to help other people become the best version of what they could be."You can connect with Gerhard through the link below.LinkedIn: https://www.linkedin.com/in/gerhard20/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, host Jordan Benjamin welcomes Gerhard Gschwandtner, founder and CEO of Selling Power Inc. Gerard explores the crucial elements of peak performance in sales. Gerhard shares insights on mindset, habits, and the power of belief systems in achieving success in the sales worldPEAK PERFORMANCE HIGHLIGHTS QUOTES"If you don't have a conscious definition of success, you're running on an unconscious definition of failure.""Every opportunity gives me an option to learn if I choose to.""Every moment is a surprise.""Your mind wants to be tickled by different bits of information—short bits, medium bits, insights, video—and everything has to be fast."You can connect with Gerhard through the link below.LinkedIn: https://www.linkedin.com/in/gerhard20/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, host Jordan Benjamin welcomes Gerhard Gschwandtner, founder and CEO of Selling Power Inc. Gerard discusses his extensive experience in the sales industry, including interviews with top leaders and influencers such as Mary Kay Ash, Oprah, and Maya Angelou. The conversation emphasizes the importance of women in leadership roles and the impact of diversity on sales. Gerard also delves into the concept of self-limiting beliefs and how they can hinder success in sales. He highlights the significance of believing in oneself and the power of positive self-talk.PEAK PERFORMANCE HIGHLIGHTS QUOTES"It's the thought that creates the feeling, not the other way around.""The mind is a powerful chemical factory, and those negative thoughts are like toxins, so you can detoxify by changing your language.""Number one, that the car can handle a lot more than your brain and your brain needs to catch up with the reality of what's possible.""Selling is a transfer of emotional energy, any of positive energy, people gravitate to you. If negative energy, people walk away from you.""People forget what you said, but they will never forget how you made them feel."You can connect with Gerhard through the link below.LinkedIn: https://www.linkedin.com/in/gerhard20/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, host Jordan Benjamin welcomes Gerhard Gschwandtner, founder and CEO of Selling Power Inc. Gerard discusses his extensive experience in the sales industry, including interviews with top leaders and influencers such as Mary Kay Ash, Oprah, and Maya Angelou. The conversation emphasizes the importance of women in leadership roles and the impact of diversity on sales. Gerard also delves into the concept of self-limiting beliefs and how they can hinder success in sales. He highlights the significance of believing in oneself and the power of positive self-talk.PEAK PERFORMANCE HIGHLIGHTS QUOTES"We are just the recipients of the kindness of other people.""Encourage people to believe in themselves and turn their ideas into reality.""Believing in ourselves is more important than listening to the trash talk.""Everything that's in our brain has been fed to us through the minds of other people.""Believing in ourselves is more important than listening to the trash talk."You can connect with Gerhard through the link below.LinkedIn: https://www.linkedin.com/in/gerhard20/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode, Gerhard Gschwandtner compares ChatGPT to a painter's palette with an infinite amount of colors, and salespeople are the artists who must decide how many colors to use and when the painting is finished. The hosts discuss the role of technology in sales and how salespeople can use ChatGPT to harness its intelligence to make more informed decisions. Chris describes a practical example of how he used ChatGPT for list creation for a company called Partner Tap. He was able to ask it about the specific job titles used in senior roles in companies and generate a table of titles for each company. Gerhard suggests that salespeople can tap into their internal ChatGPT to discover great ideas and pursue meaningful work. Chris mentions how they are exploring the use of ChatGPT in developing a new data product and using it to summarize the best conversations that set a meeting with different types of executives. Key points from this portion of the episode include the power of ChatGPT in harnessing technology to make more informed decisions in sales, the importance of pursuing meaningful work, and the potential for ChatGPT to be used in various aspects of sales, from list creation to conversation summaries. Corey reminds us, "You have to be willing to put in that work, do your research and know that it's going to take time. It's not going to happen overnight. It's really about understanding who your customer is and what they care about." Key points from this episode: ChatGPT can be used in various aspects of sales, such as list creation and conversation summaries. Salespeople can use ChatGPT to harness its intelligence and make more informed decisions. Pursuing meaningful work can lead to greater happiness and success in sales. The better the "why" behind what you are doing in sales, the easier the "how" will be. Prompt engineering is a method for developing ChatGPT responses that require careful consideration of the language and wording used in prompts.

Chris Beall and Corey Frank welcome Gerhard Gschwandtner, the CEO of Selling Power and an advocate for non-verbal sales communication. Gerhard emphasizes the importance of being aware of one's own energy, as sales is a transfer of energy. They talk about the challenge of losing cultural underpinnings when not being on-site with customers and how finding the right connections that can help you learn and grow is important in gathering energy. Chris, Corey, and Gerhard's experiences and insights provide valuable lessons for salespeople and individuals looking to improve their energy and become their authentic selves. They emphasize the importance of being aware of one's energy, using technology as a natural extension of oneself, finding the right connections to learn and grow, taking action and engaging with the world to build self-discovery, and accepting mortality to improve energy and focus in this episode of Market Dominance Guys, "Sales energy: The Importance of being an omnichannel salesperson."

These sales experts agree, that there is more than one approach to a successful sales campaign. We're sure Chris Beall has some dark childhood story about alternate ways of skinning a cat, although he's never done it, of course. These discussions include modifications and redirections in the buying cycle, even though the basics are still there: awareness, consideration and decision. Join Corey and Chris in this episode of snippets from episodes about the buying cycle. This features Oren Klaff, Jason Beck, Gerhard Gschwandtner, Susan Finch, Dan McClain, Brad Ferguson, and our own Chris Beall and Corey Frank. To hear the entire episodes features, visit this collection: https://marketdominanceguys.com/category/buying-cycle/  

This week we have Gerhard Gschwandtner, founder of the Selling Power magazine (www.sellingpower.com), which is the world's leading publication for sales managers and sales leaders. Gerhard is the author of 16 books on Selling, Sales Management, and Sales Psychology and 2 books on photography. In this episode, Gerhard talks about the importance of coaching your teams to take your sales to a whole new level. --- Send in a voice message: https://anchor.fm/driving-change-podcast/message Support this podcast: https://anchor.fm/driving-change-podcast/support

Success is the result of three factors: the right mindset, the right skillset, and the right toolset. Today's guest, Gerhard Gschwandtner, shares key mindset strategies for achieving both personal and sales-focused goals. If the mindset governs everything, what is yours telling you? Gerhard and Mark discuss the importance of accountability, as well as building up a tolerance for failure. Amidst all the uncertainty in the economy and the marketplace, how will you be a voice of reason for your customer?    Visit www.sellingpower.com for more info on Gerhard or the Sales 3.0 conference. Use code FREEPSP to get a free 1-year subscription to Selling Power.   Learn more about Mark Hunter, The Sales Hunter at https://www.thesaleshunter.com .    In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com   

Gerhard Gschwandtner is an author, sales coach, keynote speaker, and founder of Selling Power magazine. He first founded the magazine in 1982 and soon transformed it into the world's leading sales management magazine. He is also the creator of the Peak Performance Mindset workshop, which is designed to help salespeople achieve their full potential, exceed quota, and shift their mindset to achieve peak performance personally and professionally. He is also the author of 16 books which range from the topics of selling, sales management, and sales psychology as well as two books on photography. Join us as we hear how Gerhard began the now-famous Selling Power Magazine as well as some interesting stories he has to tell about his upbringing into the sales industry. Highlights The most important thing in sales. - 1:33 Gerhard Gschwandtner's journey in professional sales and how it led to the Selling Power Magazine. - 3:27 What happens when sales people are on the spot and do interactive videos and roleplays? - 15:22 Are we overconfident? Is it an issue today? - 20:47 The common traits of the mindset perspective of leaders. - 22:05 Learning from Josh Waitzkin's book, The Art of Learning: An Inner Journey to Optimal Performance. - 27:45 The positive sales talk of high performance. - 31:51 Does journaling help? - 36:05 Best place to go and connect with Gerhard. - 38:28 Episode Resources The Art of Learning: An Inner Journey to Optimal Performance Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel 

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate technologies into their organizations to improve sales effectiveness and create greater customer value. Over the course of four decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Bill Marriott, Michael Dell, Marc Cuban, George Foreman, Arnold Schwarzenegger, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied hundreds of peak performers and worked with world-leading coaches and psychologists to create the Peak Performance Mindset training program. He is the author of seventeen books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.    Show Notes: https://www.linkedin.com/in/gerhard20/ https://www.sellingpower.com/ https://www.youtube.com/user/gerhardpsp https://twitter.com/gerhard20 https://www.linkedin.com/company/sales-30-conference/ https://www.linkedin.com/company/selling-power/ https://www.sales30conf.com/ https://www.MindsetScience.com

When your prospect's response to your cold call is “Not now,” do you assume they mean they're too busy to talk at that moment? Or perhaps this is just their way of getting rid of you altogether. Our Market Dominance Guy, Chris Beall, talks with Gerhard Gschwandtner, CEO and founder of Selling Power, in this podcast about a more probable reason you're hearing “Not now.” It has to do with the replacement cycle and consideration cycle of businesses. In other words, where they are in the three-year buying cycle most businesses utilize for timing when they begin considering a new product or service — or replacing an existing one. Once you determine if “Not now” really means “We're not ready to purchase at this time,” what you do next is critical! Listen in as Chris and Gerhard divulge the intelligent way to deal with the 11/12ths of the market who aren't ready to buy at this time. Take my word for it: You won't want to miss the market-dominating advice you'll hear on this Market Dominance Guys' episode, “Who's Ready to Buy Right Now?” About Our Guest Host Gerhard Gschwandtner is founder and CEO of Selling Power magazine, as well as CEO of the Sales 3.0 Conference series. Gerhard's career has always been centered around helping sales leaders create peak performance in business and in life through video interviews, online events, and live workshops and retreats.

The only reliable way to see if your company's value statement resonates with your prospects is to have lots of conversations with them, and for that, of course, you need salespeople. But as our Market Dominance Guy, Chris Beall, tells our guest host, Gerhard Gschwandtner, founder and CEO of Selling Power magazine, that's not all you need. You first require an expert to craft the scripted message salespeople will use in their cold calls. And you need a coach to train your callers to deliver that message in the most effective way. Once cold-calling begins, you then need a coach to make sure your salespeople don't drift from your carefully crafted script and specified way of delivering it. “Under pressure,” Chris says, “we all begin to drift, to try something a little different, something unproven. So, somebody's got to keep the salespeople together, and that's the coach.” Join Gerhard and Chris as they provide coaching on the importance of sales-call coaching in this week's Market Dominance Guys' episode, “The Enemy of Your Message Is Drift.” About Our Guest Host Gerhard Gschwandtner is founder and CEO of Selling Power magazine, as well as CEO of the Sales 3.0 Conference series. Gerhard's career has always been centered around helping sales leaders create peak performance in business and in life through video interviews, online events, and live workshops and retreats.

Gerhard Gschwandtner, CEO of Sales 3.0 Conferences, publisher of Selling Power Magazine and creator of the Peak Performance Mindset workshop to help salespeople transform self-limiting beliefs into self-empowering beliefs discusses the powerful stories a positive mindset creates. Explore Park's free and premium story building tools including his new book, Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand: http://bit.ly/StorytellingTools Like what you hear? Park offers online or in-person workshops, consulting and keynotes. Visit businessofstory.com to get in touch.

Gerhard Gschwandtner Gerhard Gschwandtner's personal mantra is "excellence is a question of expanding awareness". He established his professional reputation as a sales guru by training over 10,000 salespeople in Europe and the US. He started Selling Power magazine and turned it into the world's leading sales management magazine. His mission is to contribute to the success of sales leaders with SellingPower.com, a sales intelligence platform that's visited by over 300,000 sales leaders every month. He runs four Sales 2.0 conferences a year (in Philadelphia, Boston, San Francisco and Las Vegas) that attract over 1,200 sales and marketing leaders. More than 100,000 sales executives watch his free, daily (5 min) video interviews with sales leaders. He is the author of 16 books on Selling, Sales Management and Sales Psychology and two books on photography. Ford Saeks Ford Saeks has redefined the formula for business success. His efforts have helped companies generate a total of over a billion dollars in sales worldwide. From start-ups to Fortune 500's, Saeks is widely recognized as a Business Growth Innovator. With over 20 years' experience (ranging from retail to wholesale), he has founded over ten companies, authored four books, awarded three U.S. patents, and received numerous industry awards. Tenacity and innovation are what fuels this revenue-generating powerhouse. From grassroots to Google, Ford provides his clients with fresh perspectives and doable tactics to resolve marketing, operations, and growth challenges. As President and CEO of Prime Concepts Group, Inc., an integrated marketing services firm, Ford specializes in helping businesses attract loyal and repeat customers, monetize social media, and ignite creativity.

In order to transcend the "Death of the B2B Sales Rep" trend, you have to elevate your sales game with a better mindset, skillset and toolset. To find out how, we interviewed Gerhard Gschwandtner, the founder of Selling Power magazine and websites, creator of the amazing Sales 3.0 conferences, founder of the Peak Performance Mindset workshops and the author of 16 books on Selling, Sales Management and Sales Psychology, and 2 books on photography. He outlines exactly how to evolve each of these survival elements to outperform regardless of what the next year throws at you. https://www.linkedin.com/in/gerhard20/ #sellingpower #salestransformation #growthmindset #valueselling #salesenablement #customerengagement #CEx #salesleadership

Gerhard Gschwandtner, the founder of Selling Power Magazine and creator of the Sales 3.0 Conference has been teaching and training sales professionals for 30+ years.On this episode, Gerhard shares his insights based upon his experiences interviewing hundreds of extremely successful business people including Mark Cuban, Bill McDermott (SAP + ServiceNow),  Keith Krach (DocuSign + Ariba) and training thousands of B2B Sales professionals.The B2B Sales profession has been changed dramatically by technology, including the customer/salesperson relationship.  Another change is how data impacts the profession, but an even bigger topic impacting sales success may be the "Mindset". Gerhard shared there are three key components of B2B sales success: 1) Skill Set; 2) Tool Kit; 3) Mindset.  The mindset is about how well one is functioning cognitively and emotionally.  A key question every B2B Sales professional should ask themselves, "are you Mind Full or mindful?".  Developing a positive mindset is an area that individual sales professionals and companies are not investing enough time, energy, or resources.Another topic we discussed is an emerging and disturbing trend in B2B SaaS/Cloud sales performance.  The latest research indicates that less than 60% of B2B Sales professionals achieved quota in 2020.  Gerhard highlighted the issue rests primarily on the shoulders of the SaaS company leaders who are not investing enough in on-boarding, training, and coaching of sales professionals. Gerhard shared an example highlighting the power of having a no-limit, positive mindset.  A sales professional attended a positive mindset training session, decided to apply the envisioning, no-limit thinking to his golf game, and in his very next round, hit his first hole in one!If you are a B2B sales professional or led and/or depend on B2B Sales professionals to drive your company performance, this is a great listen!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Why do some people succeed while others struggle? What's the secret sauce that makes the difference? Join the Gray Beards as they have an amazing conversation w/ Peak Performance Mindset expert, Gerhard Gschwandtner. Enjoy!!!

Peter Strohkorb is a B2B Sales Acceleration specialist advisor to business leaders in the USA, Asia-Pacific, UK and EU. He is a thought leader, author and speaker.  In his latest book “Smarketing - Sell Smarter, Not Harder” Peter answers one of the burning questions Sales and Business Leaders are asking: “How can we achieve more in 2021, without adding resources?” The book is a must-read for CEOs, Sales, Marketing and Business Leaders. “Peter Strohkorb’s new book offers a comprehensive guide to Sales and Marketing leaders on how to connect and collaborate to create a better customer experience and more customer advocates. A must-read to future-proof your company.” - Gerhard Gschwandtner, Sales Industry Legend, Founder and CEO at Selling Power Magazine and Sales 2.0 Conferences, USA Join Peter’s Virtual Book Launch Series: United States, Canada, Americas Launch
 Date: April 7th 2021
; Time: 1 pm PT, 4 pm ET UK, EU, EMEA Launch
 Date: April 7th 2021
; Time: 8 am GMT, 9 am CET

Gerhard Gschwandtner is Founder and CEO of Selling Power, Inc., a multi-channel media company that produces Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981. Growing up in Salzburg, Austria, he always wanted to explore the world. He got a job with a French construction equipment company, where he eventually became the liaison between Salzburg and Paris. He helped with the sales team, and 2 years later, was transferred to the international headquarters in Paris, where he was in charge of sales training, overseeing 1600 international sales members.He created interactive sales training videos. Sales went up by 38%, so he was invited to the company's American subsidiary. There he was in charge of sales training and marketing. He then started what became the #1 successful sales publication in the nation.He also ran the Sales 2.0 Conference. When all conferences were shut down due to COVID, he was able to turn the situation around to his advantage, when his Virtual Sales 3.0 Conference took attendance from 300 to up to 1200 people from 44 countries.What are Gerhard's top sales tips? Automate your prospecting efforts. Approach pitching like a research paper. Understand your prospect before you speak to them. Use your heart and your mind. Use connections that you have in common to get a meeting. Ask yourself, “What are my limits in terms of thinking? Where is my ceiling?” To see more about Selling Power, go to:https://www.sellingpower.comTo find all of Gerhard's books on Amazon, go here:https://amzn.to/3oiYr0SFind out more and join the Continuous Sales Improvement Movement by visiting here:https://continuoussalesimprovement.com/homeYou can also get the first chapter of my book for free by signing up!If you got value out of this episode, please subscribe and share! Thank you!

Gerhard Gschwandtner is the publisher of Selling Power magazine, and the CEO of Sales 3.0 conferences. He's been completely plugged in to the sales performance scene for decades, He and I talked about the state of sales, and how technology and tools are not improving sales performance by themselves. He is adamant that the secret to success is the right mindset, and we had a lively discussion on the topic. He also gave a coupon code for a free subscription to Selling Power magazine. Listen for that! Learn more about your ad choices. Visit megaphone.fm/adchoices

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a video interview series on sales success.     He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, Marc Cuban, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.    Contact Gerhard: Website LinkedIn Facebook YouTube twitter

Gerhard Gschwandtner, CEO and Founder of Selling Power, discusses the importance of masterful storytelling, the evolution of B2B sales over the past 40 years, and how virtual conferences should be an essential element of your strategy. --- B2B Sales Trends podcast is brought to you by Global Performance Group. Transform your sales, leadership, and procurement teams through a customized behavioral change process built just for you. Challenge the status quo and engage with the world's premier sales training company that gets results. Learn more at globalperformancegroup.com or follow us on LinkedIn.

Change is the obvious hallmark of the current pandemic. And, as most of us know, change rewards innovation and punishes those who stand pat on tradition. This is especially true in the winner-takes-all world of sales. Most people believe that true innovation springs from the use of technology. But is innovation mostly about taking a technological product or service and then marketing and promoting it to the stage called “user adoption” — or even to the more desirable stage that we’ll call “user embrace”? Or should innovation be more cultural than technical?Join Chris as he makes the case for pursuing innovation during the pandemic and talks about the difference between strategy and tactics during this pursuit. Chris is joined by his friend, Gerhard Gschwandtner, founder and CEO of Selling Power, Inc., as they discuss the role of empathy in sales and its importance as a leadership tool.About Our GuestGerhard Gschwandtner is founder and CEO of Selling Power, Inc., a multi-channel media company that produces Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, and conducts Sales 3.0 conferences, which provide sales leaders with strategic insight and best practices for improving sales performance and revenue growth.

Gerhard Gschwandtner is founder and publisher of Selling Power magazine, he owns the Sales 3.0 conference and he is the creator of the Peak Performance Mindset training program. In this episode, Audrey, Lee and Gerhard discuss: How he got meetings with Malcom Forbes and Donald TrumpWhat's the #1 problem/mistake managers and leaders makeThe Top 2 things you need to be successful in sales and negotiations3 Levels of Sales Mindset you MUST have to reach your A-Game  "What talent do we need in order to become a world class company? I think that customers have something all in common, they hate to buy. They don’t like to buy and make the wrong decision, so we really need to look at four sets of skills. Are they good with transactions? Relationships? Creating value? Trusted Advisor?" – Gerhard Gschwandtner Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.   Connect with Gerhard Gschwandtner:  ·         Twitter:  https://twitter.com/Gerhard20·         Facebook:  https://www.facebook.com/Selling-Power-188651577817129/·         Website: Www.sellingpower.com·         YouTube: Gerhard Gschwandtner·         LinkedIn: https://www.linkedin.com/in/gerhard20/  Connect with the hosts of Manage Smarter: ·         Website: ManageSmarter.com ·         Twitter: @ManageSmartPod ·         LinkedIn: Audrey Strong ·         LinkedIn: C. Lee Smith   Connect with SalesFuel: ·         Website: http://salesfuel.com/ ·         Twitter: @SalesFuel ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode Overview In this episode, Gerhard talks about how to listen more and sell more. It's a fun episode that offers guidance on how to show up with a listening mindset and be present for the customer and ready to discuss the customer problem.   Episode Timestamps [0:28] Gerhard Introduction Salespeople talk too much: Anxiety as a cause. The first rule for having a good conversation is to prepare yourself: Come in with a clean slate. Mindset of being there for the other person. Use the formula that Dr. Lyman K. Steil developed for listening. Many reps will come in and fake listening and wait for the other person to say a trigger word that will then get them into their storyline. Salespeople go in and hear the customer say something about having a thought and wanting to explore a different solution, and then instantly launch into a pitch into the solution without really knowing what the problem is.   [3:36] Story About Preacher in Midwestern Town Do not immediately dump your entire pitch on your customer when they first walk in.   [5:43] Listening Model – How Do You Get Yourself Into the Listening Mindset? You are talking to a human being, not a human doing. Be present for that human being. Practice mindfulness technique: Breathe in – I am aware of my body. Breathe out – I am letting go of all my tensions. SIER Formula: Step 1– Sensing. Step 2– Interpret those senses. Step 3– Evaluate what you have heard. Step 4– Respond. By following this formula you go through 3 steps before responding to your client. Gives you a better chance of hitting your target. Stop and ask questions if the other person is giving you a warning signal.   [10:41] Flow of Conversation The state of flow is a magical state leads to the creation of something new: Can forget where you are. Can lose sense of time. Everything is pushed back to the periphery. You can go into the conversation with the customer intending to co-create something new and with the intention of being in the flow with them.   [12:28] Constructivism in Education Point of view around the student/teacher relationship. Dialogue and assimilation. Both start to co-create this new way of being. We, as salespeople, need to be “merchants of hope”. If you find yourself being critical about the customer, it's probably because you are being critical of yourself.   [18:23] Storyteller vs. Storyseller Storyteller is when you do it for your own amusement. Storyseller is strategic. Have a number of stories that you can weave into your customer conversation at the most appropriate time. Selling is a process of co-creation: You create the questions, and the customer creates the responses. If you are too far ahead of the customer, then you lose the customer. If you are too far behind the customer, then the customer is going to lose you. You want to be in step with the customer and be in the flow.   Additional Resources Gerhard Gschwandtner on LinkedIn SIER Hierarchy of Active Listening Dr. Albert Mehrabian Communication Studies Dr. Mihaly and what flow means in the brain     For More Great Content I would appreciate it if you would subscribe, rate, and review this show at Apple Podcasts. Here's a cool very short video that shows you how to do this. Your feedback is greatly appreciated and will help me promote the show to others who will benefit.   Credits Sound editing and show notes produced by – ChirpSound

Tap into the knowledge that only comes with decades of sales experience. In this episode of the BombCast, we talked to Gerhard Gschwandtner, Founder and CEO of Sales Power Magazine!

Tap into the knowledge that only comes with decades of sales experience. In this episode of the BombCast, we talked to Gerhard Gschwandtner, Founder and CEO of Sales Power Magazine!

Gerhard Gschwandtner is the Founder and CEO of ‘Selling Power Magazine’, the world’s leading sales management magazine. He is well known for his ‘Peak Performance Mindset’ workshop, which is designed to help salespeople achieve their highest level of performance and reach their goals. Gerhard shares valuable insights and exercises that will help you overcome any challenges, grow professionally and personally and ultimately be more successful.   Here are some of the topics covered in this episode: Actionable tips and exercises to develop a winning mindset The importance of self-encouragement in sales What holds you back from reaching peak performance A simple meditation exercise How to make the most out of a sales conference: Dos and Don'ts   Having a morning routine that helps you be more productive, focus on what’s important and set your goals is crucial to reach peak performance. Try this simple routine made especially for outside salespeople and start your day right! You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.   Special offers for Outside Sales Talk listeners: Get 12 months of Selling Power magazine for FREE (save $29)! Go to www.SellingPower.com, click on magazine and use the special code badger18   Workshop: www.MindsetScience.com - Test the online mindset program for one month for free! Sales conference: www.Sales30conf.com/Vegas2018 - Attend at 50% off using code ggvip50 LinkedIn: www.linkedin.com/in/gerhard20/ Twitter: @gerhard20   Listen to more episodes of the Outside Sales Talk here and watch the video here!  

Gerhard Gshwandtner is the Founder and CEO of Selling Power Magazine, the leading media platform for senior sales managers across industries. Today on the show, we're going to learn sales mastery from the sales master. We talked about how you can successfully navigate today's changing sales landscape and the power of mind science and how it can help you accomplish anything you desire. FREE "7.5 Steps to Achieving Extraordinary Goals" eBook: http://michaelaltshuler.com/download-e-book/ Facebook:http://facebook.com/MichaelAltshulerBiz Twitter: http://twitter.com/maltshulerbiz Please SUBSCRIBE and leave a review!

Success starts from within. Educating ourselves with fresh perspectives and doable tactics can help us resolve marketing, operations, and growth challenges. Gerhard Gschwandtner who operates a leading sales management magazine shares his insights on transforming our limiting beliefs into empowering beliefs so we can go out and do it. His sales intelligence platform has been used by success of leaders in the sales industry. Ford Saeks specializes in helping businesses attract loyal and repeat customers, monetize social media, and ignite creativity by optimizing time in developing and online authority and positioning. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Success starts from within. Educating ourselves with fresh perspectives and doable tactics can help us resolve marketing, operations, and growth challenges. Gerhard Gschwandtner who operates a leading sales management magazine shares his insights on transforming our limiting beliefs into empowering beliefs so we can go out and do it. His sales intelligence platform has been used by success of leaders in the sales industry. Ford Saeks specializes in helping businesses attract loyal and repeat customers, monetize social media, and ignite creativity by optimizing time in developing and online authority and positioning. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Success starts from within. Educating ourselves with fresh perspectives and doable tactics can help us resolve marketing, operations, and growth challenges. Gerhard Gschwandtner who operates a leading sales management magazine shares his insights on transforming our limiting beliefs into empowering beliefs so we can go out and do it. His sales intelligence platform has been […]

Gerhardt Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode. The personal mindset is one of the most crucial weapons or enemies of a sales rep. In this show, we uncover the keys to success.

The buzz about artificial intelligence is growing every day, and for good reason. The changes happening on a technological level are astounding and will change the landscape we live in for the long term. But very little that is helpful has been said so far about artificial intelligence in sales and how it will impact the people who make their living selling things. That’s why I invited my friend Gerhard Gschwandtner In The Arena today. He’s renamed his popular sales conference to reflect the changes he sees coming - It’s now The Sales 3.0 Conference (previously 2.0). We talk A.I., emotional intelligence, machine learning, and a whole lot more on this episode of In The Arena. Artificial Intelligence in Sales - The Sales 3.0 Revolution, with Gerhard SchwanderClick To Tweet Sales is about to undergo the most monumental shift in our lifetimes. Gerhard Gschwandtner believes that the sales community is about to experience the most monumental shift any of us have seen in our lifetimes. He believes this because of what he’s already seen in terms of how technology has changed the way we live and because of the rapid rate of change that continues to happen because of technology. The advent of artificial intelligence ups the stakes even more. The sales world will change and those of us who make our living by selling will have to adapt or be left behind. You can hear what Gerhard believes is coming and how it will impact you and your organization on this episode, so be sure you listen. You want to be one of those who is prepared for what is coming. Is it true that 80% of transactions in the future are going to happen between machines? As we consider the advent of artificial intelligence in sales it’s been suggested that at least 80% of transactions between companies in the future will be made machine to machine. Can you imagine it? But more importantly, can you imagine the impact that sort of change will have on you as a sales professional? Gerhard Gschwandtner is my guest on this episode of In The Arena to talk about the way we need to think about the coming changes to the sales community and the preparation required if we are going to not only keep up but thrive in the new sales environment. Be sure you listen. Is it true that 80% of transactions in the future are going to happen between machines?Click To Tweet What role will artificial intelligence play in sales? We have to decide now. When it comes to the governance of artificial intelligence many helpful steps are already being taken. Mercedes and Microsoft are examples of companies that have established clear policies regarding the way their use of A.I. will be implemented for the good of their end users. It’s a wise and much-needed aspect of the A.I. revolution that has to be applied to the sales community as well. On this episode of the show, Gerhard Gschwandtner and I chat about how artificial intelligence in sales is going to change the way we transact business and the way we make a living, and what safeguards and safety nets are going to be needed to ensure that the people being served by the software remain the primary concern. It’s an intriguing conversation you won’t want to miss. At what point will human beings say, “I prefer to work with a human being, not a machine?” There will always be a need for human to human interaction. It’s wired into the way we work as human beings. But exactly what form that sort of interaction will take in a future that is saturated with artificial intelligence is anyone’s guess. But some people are better equipped to make those guesses than others because they’ve proven to be wise observers of the trends and movement that create the future. My friend, Gerhard Gschwandtner is one of those people. On this episode, we discuss the way artificial intelligence in sales is going to impact human to human interactions and transactions and how we might come to relate with each other in business relationships in that A.I. future.

Today’s guest, Gerhard Gschwandtner, is on a mindset mission. He wants to rid you of the parts of your thinking that hold you back. Gerhard has been through trials in life, including overcoming cancer twice. He viewed these battles as opportunities to grow and recover. Gerhard wants to do better at life, all the time and not let anything get him down. He believes growth and success begin with your mind. After interviewing countless successful people, he found that the one thing they all had in common was a positive mindset. The average person’s mindset is in automatic mode. When faced with adversity or pressure, their operating system does not work very well. This creates a frozen, or fixed, state. Is your mindset stuck? Tune in today to learn how to think without limits, talk back to your negative thoughts and become better at creating a more positive disposition. Thinking is a choice, as explained on this episode of In the Arena. Learn how to think without limits ~ Gerhard GschwandtnerClick To Tweet Stop watering the weeds Gerhard pictures mindset as a pyramid made up of three parts. The implanted part of the mindset represents all the things you learned from your parents and habits you developed. Not all of that mindset is useful to you as you grow up. Gerhard thinks of your experiences like a garden: water the flowers and stop watering the weeds. Better yet, uproot them. The imprinted part of the mindset comes from people or ideas that left an impression on you. You’ve absorbed and integrated their ideas into your way of thinking. These can be welcomed in or maybe guarded against. Gerhard’s last part of the mindset is the inspired piece. This is the inner voice, telling you what you are good at and speaking about your giftedness. Listen in as Gerhard helps identify your pyramid and find ways to move from a frozen or negative mindset to one of positivity and growth. Not so simple Today we hear about the power of positive thinking, but Gerhard Gschwandtner warns that creating real change is not so simple. The brain is a very complex organism and belief systems built up over years are not quick to adjust. Your performance could be blocked by a tough situation that connects to something such as disapproval from your parents when you were young. This can cause a paralyzing vulnerability leaving you stuck. Listen in to Gerhard to build behavioral strengths and prime yourself for performance. Find out how to eliminate negative thinking and your critical self. Visualize success position yourself for victory. Gerhard has examples of negative thinking avalanches that people have taken control of and enhanced their performance, both on sports fields, in a relationships, and in business. Can you imagine your own success? Start today with the power of your own mind. We need to become better in creating a more positive disposition ~ Gerhard GschwandtnerClick To Tweet Overcoming Obstacles Adversity is a guaranteed daily encounter. Are you prepared to master your thoughts and reactions to adversity? If you want to be successful, Gerhard has a mindset model of commitments for you. Commit to success with a clear goal, leeway with the frustrations, and a focus on your dreams of accomplishing the extraordinary. Commit to others. Are you collaborating and finding the support of others? Commit to yourself. Create a positive outlook in everything you do and use all the creativity you have to overcome obstacles. It is a real challenge to change your thought process, especially if you grew up in a negative environment. Learn how to understand how your belief system is shaped. The way you talk to yourself creates feelings that lead to behaviors. Are you allowing somebody else’s voice to take over your operating system? Challenge your past experiences with positive self talk. Commit today to being the one who determine what you think. Make the choice. Grace under pressure in sales Are you ready to explode your confidence in sale...

SellingPower.com's Founder/CEO teaches you the profession of selling and the Customer Experience Economy. People, Process and Technology. Master