SHOWCASING LEADING AND CONTROVERSIAL PERSPECTIVES ON THE SALES DISCIPLINE

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 terrific Q & A with David Meerman Scott challenges the importance of the phone for today’s sales organizations. The author goes so far to assert that reliance on the phone and traditional sales metrics are the results of “legacy” sales leaders who learned the trade before the internet. This type of information exchange is exactly what our Gryphon Knows series is all about: showcasing leading and controversial perspectives on the sales discipline in the 21st century. Whether you agree or disagree with Mr. Scott’s ideas, they are nonetheless fascinating to consider for any thoughtful sales leader committed to building effective teams.

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