Scott Gruher
Scott Gruher
Scott has extensive experience helping B2B Sales and Marketing Leaders Make the Number. Gruher has helped companies such as Yahoo, GXS, Ryder Systems, Conoco Phillips, Expeditors International, Genesys Telocommunications and Caliber Collision Centers accelerate their growth by leveraging the benchmarking method.
Linking Your Marketing Strategy to Revenue Growth
Is your marketing strategy working? This is a question marketing leaders must constantly ask themselves. The first step to answering this question is defining what...
Start Here to Create a Strong Marketing Operations Plan for 2016
Marketing is getting more complex as the number of channels increases. Advancements in marketing technology produce a huge amount of data. And many marketing...
Why Big Data is a Big Deal in Your 2016 Sales Strategy
Big data is a big deal. Companies that place it at the center of their sales strategies see tremendous results. Most notably, a 5-6%...
Why Existing Clients Are Key to Meeting Your Quota in 2016
Ever heard these pearls of wisdom? It takes a certain level of maturity to nurture and sustain a relationship. The rewards of a lasting relationship…
Why Internal Strategic Alignment Isn’t Enough to Make Your Number in 2016
SBI spent 12 months conducting exhaustive research for the 9th annual SBI research report. We monitored emerging B2B marketing and sales revenue trends. Then we...
Make Your Number One Sales Call at a Time
Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They...
How to Conduct an Effective Sales Win/Loss Analysis
A win/loss analysis is a powerful tool – when it’s employed correctly. It can help everyone in the sales organization understand what’s working and...
The Power of Mobile Sales Content
In the dark ages of sales, relationships began with a face to face interaction. Buyer and seller met and exchanged business cards. The sales...
6 Ways to Bounce Back from a Tough Q1
It feels like last year just ended. The holidays, SKO, president’s club and then back to reality. Now you find yourself behind the Q1...
How to Uncover Qualified Leads With Smart Social Selling
In short, social selling means using social media to interact with prospects. It can be a powerful prospecting methodology for sales teams. Social selling...
8 Activities Outstanding Sales Managers Prioritize
Being a front-line sales manager is chaotic. You, the head of sales, seem to change every couple of years. This leads to a new...
3 Secrets to Get Average Sales Managers to Produce Outstanding Results in Q1
Front Line Sales Managers act as gatekeepers for the sales strategy. They reinforce daily rep behavior. If they do not, performance will be inconsistent...
Win More Big Deals One Sales Call at a Time
Chances are a few big deals will make or break your year. If you could just win more of them, life would be so much...
How to Build a Talent Management Machine
It is shocking Sales Leaders depend on others to find and develop their people. Sourcing, hiring, training and developing talent is hard work. Nothing...
The 1st Step to Win the War for Sales Talent
To compete in the war for sales talent, you have to answer this question. How good is my sales team? There isn't a more important question...
5 Indicators of Sales Training Success
Every year there are new areas of focus. New initiatives are rolled out at Sales Kickoff. Training takes place. There is lots of excitement...
Are You Ready for the Annual Sales Planning Process?
The Annual planning process begins soon for many Sales Leaders. In preparation, it is a best practice to refine your sales strategy. Doing so...
4 Steps to Sniff Out a Sales Leadership Hiring Mistake
Hiring leadership talent is incredibly difficult. Sales has become more scientific, yet many Executives still leave hiring leadership to feel. Or even worse, 3rd...
5 Secrets to Great Sales Coaching
Your Sales Leaders talk to their people on a regular basis. They hold forecasting calls every other week. Pipeline reviews. One-on-ones. But something’s missing. Why...
How your Peers are Getting Results from Social Prospecting
This is a true story of how Social Prospecting is helping one Sales Leader. The Situation This post is about how one Sales Leader has…