Look to emerging trends

the-truth-about-best-practicesIf you have gaps in your sales strategy when compared to best practices, don’t bother fixing them. Instead, look to emerging best practices, and “leap frog” over your competitors.


It takes just as much effort to implement today’s best practices as it does tomorrow’s best practices. As Wayne Gretzsky once said, “Don’t skate to where the puck is now; skate to where the puck is going to be.”


What’s the advantage?

Leap frog-style leaders achieve the multiplier effect of the first mover advantage while the competition is stuck in the “me too” game.


Emerging best practices help you win more often with higher prices. Leaders deploying today’s best practices, which are similar to the market standards, are caught in a competitive blood bath with lower win rates, prices, and margins.


How do you know which camp you fit into?

Leaders attempting to catch up are doing things such as installing out-of-the-box sales processes. They take the easy path. Those deploying emerging best practices are designing customized processes for tomorrow’s buyer. They were capitalizing on mobile and social three years ago. These leaders listen to the market and get ahead of the next growth trend.


Scott Gruher

Orchestrates and designs the perfect project strategy, one engagement at a time, to ensure that every SBI client makes their number.

Scott joined SBI in 2010 with years of hands-on experience in sales leadership and enterprise selling. Since his arrival, he has helped dozens of organizations dramatically accelerate growth, from Fortune 10 organizations like Phillips 66 to fast-growing cloud service organizations like InfusionSoft. Scott specializes in cross-functional alignment. He helps leaders align around the growth goal and design the right processes to bring the strategy to life. His unique combination of real world experience and a pragmatic approach to problem solving have made him one of SBI’s most demanded resources.

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