THE SALES INTELLIGENCE BLOG

BLOG POSTS FOR SALES LEADERS

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Gryphon Q&A with David Meerman Scott

Gryphon Q&A with David Meerman Scott

At Gryphon we have always asserted the importance of the telephone to the sales process.  Even in the face of email marketing, social media, and AI, nothing of importance gets sold without the effective use of the telephone. Not yesterday, not today, nor tomorrow. Our...

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Mastering Sales Jiu-Jitsu

Mastering Sales Jiu-Jitsu

In the US, 34% of salespeople say closing deals is getting harder, and only 58% of reps reach their revenue goal. So, if current trends hold, half of your sales team will not make quota this year. There are many contributing factors to the decline in sales...

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3 Ways Analytics Improve Sales Coaching

3 Ways Analytics Improve Sales Coaching

Coaching is the most important factor impacting sales performance. Using analytics, sales leaders can improve sales coaching and gain transparent visibility into the performance of their reps. It is the most accurate way to identify the behaviors of top performers and...

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Closing the Sales Performance Gap

Closing the Sales Performance Gap

What would you do if you were told almost half of your sales team would not reach quota this year? In the U.S., only 58.4% of sales reps reach quota – not what sales leaders want to hear about their teams. In fact, sales leaders are feeling the pressure; the average...

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Boston’s Top B2B Tech of 2018

Boston’s Top B2B Tech of 2018

As a modern-day hub for tech innovation, Boston hosts countless web, information, and mobile giants. In particular, it is home to a highly competitive B2B tech market. One of the highest venture capital invested-per-capita cities, Boston is known for its elite...

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Build vs. Buy

Build vs. Buy

When you’ve been playing in the Enterprise space for nearly 20 years, you begin to identify certain trends and behavior patterns. Companies that reside in this world have certain advantages and other disadvantages compared to the SMB marketplace. Some are positive and...

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