Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.

In episode 39, Gerhard Gschwandtner, founder and CEO of Selling Power, shares his journey as a sales guru and entrepreneur, his insights into sales psychology, the importance of improvisation, and the power of dealing with disappointment.

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Sales leaders must adopt a digital mindset because we are living in a data-driven world that is going to be ruled by AI. And if you don’t keep up, you cannot play. — Gerhard Gschwandtner

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 also developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate technologies into their organizations to create improved sales effectiveness and greater customer value.

Listen as Gerhard shares his insights into sales psychology and discusses the skills sales leaders and sales reps need to succeed in today’s virtual world.

Episode 39: Adopting a Performance Mindset | Gerhard Gschwandtner

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From This Episode

Host Mark Magnacca: “What do sales leaders and managers need to start doing as we enter the post-pandemic era?”

Gerhard Gschwandtner: “There are two poles around which the world revolves. On one pole, you have technology; on the other, you have psychology. Both are pivotal.

“With the first, you want to improve the technology, aggressively exploit what is available, and always be on the hunt. What is the best technology that you can use to be digitally transformed and digitally agile? So, [sales leaders must] adopt a digital mindset because we are living in a data-driven world that is going to be ruled by AI. And if you don’t keep up, you cannot play.

“The second is psychology because we are all human beings, and we need to understand that there is resistance to anything new. So, we need to help people adapt and make it easier for them to adapt. But I think at the heart of all of this is the mindset for innovation. Set some time aside, and even schedule on your calendar, at least an hour a week to focus on reinventing yourself.”

About The Adapter’s Advantage

Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last twenty years.

The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.

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