The Godfather of Sales Mindset: "Who Are You?" w/ Gerhard Gschwandtner
Episode SummaryIn this special episode of Thoughts on Selling, Lee Levitt sits down with Gerhard Gschwandtner, founder of Selling Power Magazine.
Gerhard’s story is extraordinary—from growing up in Austria to creating one of the most influential media platforms in sales history. We discuss how Curiosity, Creativity, and Courage shape every career, and why the most important question isn't "What do you want to buy?" but "Who are you?"
Gerhard shares lessons from giants like Zig Ziglar and Marc Benioff, breaking down his framework for the Three Mindsets. We even touch on his imaginative "time-travel" interviews with historical icons like Abraham Lincoln and Aristotle. This is a masterclass in the "Inner Game" of selling.
Memorable Quotes:
"The bigger the why, the bigger the try — and the easier the how." — Gerhard Gschwandtner
"Who are you? You can’t sell authentically until you know the answer to that question."
"Authenticity builds trust faster than persuasion."
3 Actionable Takeaways for Leaders:
Audit Your "3 Mindsets": Gerhard outlines three lenses: Implanted (given by parents), Imprinted (learned through experience), and Inspired (created through purpose and self-actualization). Great leaders help teams move to "Inspired" possibilities.
The "Pre-SaaS" Enablement Lesson: Long before CRMs, Gerhard invented enablement by taking prospects on physical tours. The takeaway? Enablement is about Experience, not software.
AI as a "Thinking Partner": Gerhard warns that AI is a trap if it replaces thinking. Use it to elevate preparation, but never let it script your soul. Authenticity is the only moat left in an age of synthetic content.
Key Topics & Timestamps:
(00:00) – Introduction: Meeting a Sales Industry Pioneer.
(05:15) – From Austria to America: The origin of Selling Power.
(11:30) – The "Who Are You?" Question: Self-knowledge as a precursor to success.
(18:45) – The 3 Mindsets: Deconstructing Implanted, Imprinted, and Inspired thinking.
(26:20) – Inventing Enablement: Creating "User Groups" before the internet.
(34:00) – Interviews with Legends: Lessons from Zig Ziglar, Mary Kay, and Aristotle.
(42:10) – The Future of AI: Why technology should amplify humanity.
About Our Guest:
Gerhard Gschwandtner is the Founder of Selling Power, the leading digital magazine for sales leaders since 1981, and creator of the Sales 3.0 Conference. A globally recognized thought leader, he has dedicated his life to elevating the sales profession.
About the Host:
Lee Levitt is a seasoned sales performance consultant, sales coach and the Principal of The Acelera Group. With decades of experience in Sales, Sales Leadership, Sales Enablement, Revenue Operations, and Sales Performance Management, Lee helps enterprise organizations build disciplined, replicable sales operating systems.
He is the voice behind the Thoughts on Selling™ brand, covering the intersection of deal mechanics and the "Inner Game" of selling.
Related Episodes:
Ep [Prev]: The Human Side of Sales w/ Lester Sidney
Ep 43: The Inner Game of Selling w/ Jeff Lipsius
Ep 76: Who Are You? w/ Gerhard Gschwandtner
Resources & Links:
Magazine: Selling Power.
Event: Sales 3.0 Conference.
Connect: Find Gerhard Gschwandtner on LinkedIn.
Subscribe: thoughtsonselling.com.
Keywords:Sales Mindset, Selling Power, Gerhard Gschwandtner, Sales Enablement History, Authenticity, Sales Leadership, Zig Ziglar, Inner Game, Sales 3.0, AI in Sales, Personal Development, Sales Psychology, Growth Mindset.
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