Richard Ruff

New business from existing business is smart business

Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received...

Listening – the forgotten twin of sales success

While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving...

Getting sales rep onboarding right – it matters more than ever

Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it...

Sales performance – average is over

Constant change has always characterized the business world.  Looking in the rear view mirror has never been a recommended strategy for determining future direction. ...

Artificial Intelligence – a last best hope for sales management coaching

Sales leadership talks about it all the time.  Sales consultants advocate it and sales managers say they would like to do more of it. ...

Sales memo – winning starts with thinking strategically

In B2B sales, one-size-does-not-fit-all is a cornerstone proposition.  There are no generic customers; hence there are no winning generic strategies – each customer is...

Selling at C-level and the too late-too little puzzle

In major accounts sales success at the C-level is a “do or die” proposition.  What makes it particularly challenging is “one strike and you’re...

Virtual reality – a new day for medical product launch presentations

Virtual Reality and Sales Presentations Each year medical companies develop a dazzling array of new products.  Some are minor upgrades.  While others are extraordinary new products...

A 2026 excursion to the future of sales training

As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the...

Transitioning to sales manager – a rubicon moment

Congratulations! You’ve done it! You have crossed over! You are now a sales manager.  So, what do you do now?  Even after some initial...

Sales Enablement – don’t put the cart before the horse!

Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales.  Although the...

The Etch a Sketch Sales Force

Etch A Sketch Sales Force The Etch A Sketch was introduced at the peak of the Baby Boom in 1960 and was one of the...

Sales coaches – and the teaching trap

When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying...

Sales excellence and the comfort zone freeze

Sometimes great short-term sales success can be a bad predictive of future sales excellence.  Let’s take a look at why that might be and...

Sales training for meeting buyers’ expectations in 2016

Recent years have seen a tremendous disruption in how customers buy. And if buyers change how they buy – salespeople need to change how they sell. Customers...

Getting sales process right

Whether or not you have put in place a sales process – it is happening everyday.  It is whatever your salespeople are doing Monday...

Sales excellence – put the horse before the cart

Major account selling is truly a highly skilled and information-intense profession. Just like any highly skilled profession one must not only master skills; you must also...

Becoming a sales detective

There is little doubt that salespeople in the B2B market are finding their buyers’ journeys more complex and more subject to change than ever...

Sales mastery 2015 – a horse of a different color

Sales Mastery 2015 According to Bain & Company, B2B sales executives have seen tremendous disruption   in how customers buy in recent years – and they...

Sales success in an age of disruptive change

Constant change has always characterized the business world.  Looking in the rear view mirror has never been a recommended strategy for determining future direction. ...

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