Richard Ruff
Richard Ruff
For more than 30 years Richard Ruff has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Dick has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Dick is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers, and the Sales Training Connection.
Sales presentations – the art of presenting engaging PowerPoint presentations
Over the millenniums the day of May 22 has been the host to many events that have been real game changers – on May...
Sales coaching and the high potential sales rep
From time to time, either by thoughtful action or good fortune, every manager gets some – they wish they had more – and they're...
Sales performance – leveraging the potential of disruptive trends
If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. Fortunately most of the changes...
Sales rep’s nightmare – selling the solution and losing the sale
The last couple of years have produced a number of challenges for those engaged in the B2B market. Some of the problems will...
Great sales strategy – requires a game plan from the top
In sales we spend a lot of time and effort in helping sales people do a better job thinking and acting strategically in their...
Sales training – it is not just about fixing things that are broken
Let's tune in on a conversation that a VP of Sales is having with her front-line sales managers. "Last year was not a great year...
Hunter and farmers – it’s time to change sales strategy – A STC Classic
The Hunter-Farmer framework has been used for a very long time to configure their sales force. The idea is to designate a group...
New sales strategy process being implemented – caution ahead!
When senior executives are asked what differentiates top and average performers, a consistent response is: "The best sales people think and act strategically." There...
Sales performance – average is kaput
We all have a favorite author or two whose new works we wait for with some anticipation. One who has been on our...
Selling in the new normal marketplace
In most markets customers are instituting significant changes in how they do business. In some cases, such as the health care industry, these changes...
Sales coaching – who to and not to coach
Most VPs of Sales tend to agree that coaching is an important piece of the puzzle for developing a world-class sales team. And,...
Developing new business – 6 best practices
In today's B2B market a sales person needs an array of skills to be a top performer – they need to know more and...
Sales training: know the past – win the future
In the last several years the world of sales has under gone significant changes. Competition is keener – buying processes are more complex –...
Selling and the power of familiarity
Most buyers find comfort in familiarity. And, many companies count on it – enticing customers to purchase by creating a familiar buying environment. That's...
Developing future sales leaders – lessons from IBM
Being in a sales leadership position is demanding in any organization – at any time. The last two to three years have made...
Features and benefit selling – a new look at an old friend
Most large companies in the B2B market space have a substantial range of capabilities. Because of the breadth and depth of the capabilities and...
Combating dirty tricks in sales negotiations
In most B2B sales both the account executive and the customer are interested in achieving a win/win result because the relationship is one that...
How to get more great sales managers – start early
If you talk with Sales VPs there is a consensus around the notion that the front-line Sales Manager is the pivotal job for building a...
Pipeline management – make sure what you’re chasing is worth catching
In a 2011 survey by the Sales Executive Council, the researchers report this interesting trend – "Across the board sales people are getting decreased...
Lead identification – exploring where success beings
Over the years we've heard some sales people note –"I like selling and I'm pretty good at it – except for that lead identification...