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.
Don’t Let a Change in Strategy Disrupt Q1 Sales
The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team...
Retain & Enable the Sales Magic Middle
Sales people quit when they lose confidence. The top 20% of reps are confident because they consistently hit quota. You don’t make the number...
Top 10 Sales & Marketing Innovations of the Past 10 Years
Sales Leaders have experienced a lot change in the past 10 years. Some have embraced it and some are still in denial. ...
5 December Quick Hits to Sell More Next Year
You are trying to determine if next year's number is reasonable. To get the results you want, something has to change. But...
The Sales Call Preparation Technique your Team Needs to Know
Soon you will receive your quota for next year. As a Sales Leader you'll ask, "How can I make this number?" This...
3 Steps to Avoid Death by RFP
Why are RFPs wearing you out? Because your offering is becoming more commoditized every day. Customers want to level the playing field. ...
Why the Deal Went Dark
In this post we will discuss why sales opportunities go dark. Nothing is more frustrating for a sales person. You can't get access to the...
Unleash the Power of a Great Referral Program
The goal of prospecting - gain access to a high quality potential buyer A lot has changed in sales over the past 50 years. ...
Are your Customers Outpacing your Sales Team?
In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months...
“When is This Deal Going to Close?”
"When is this deal going to close?" The worst question a sales leader can ask a rep. This question adds no value. It...
How to Reach Today’s Buyers with Modern Prospecting
Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders. 5 years ago they were right. Nothing was more...
An Embarrassing Pipeline Review
Executives are more focused on leading success indicators. One of the best indicators of future sales success is pipeline health. This helps them stay ahead...
10 Mistakes that Kill Sales Calls
Sales Leaders miss or make the number one sales call at a time. Yet they typically don't pay enough attention to each call....