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 force turnover matters
We've recently had the opportunity to work with a sales force in the oil and gas industry. Today the U.S. oil and gas industry...
Selling – The power of potential
When it comes to weaving a persuasive sales narrative, there is no shortage of advice. One of the most common snippets of wisdom...
Easiest way to sell more is to focus on existing customers
The selling investment required to make a sale is lower when selling to existing customers versus new customers. There is a relationship in...
Beware of the seduction of jargon – a sales tip
"Leave the jargon at home" is something that sales people are told over and over again. But from time to time even the best...
A sales story – the emerging importance of positive deviants
In today's business environment a number of markets are going through transformational changes. The organizations that comprise such a market are changing what...
Sales – the importance of internal champions
There are lots of things that are important for becoming successful at selling in the B2B market. Some seem to be discussed all...
David and Goliath – the sales story
Long ago in the Valley of Elah a small boy met a great giant in an epic battle of one-on-one combat. Much to...
Why colleges ought to get serious about sales – the story continues
Recently we posted a blog discussing that historically universities have neglected the field of Sales. We went on to explore why the...
Sales – the winner is often determined by half time
Winning a B2B sale requires not only a lot of skill but also a substantial commitment of time. Sales cycles are long, multiple...
Etch a sketch sales force – implications for sales training
The Etch A Sketch Sales Force The Etch A Sketch was introduced at the peak of the Baby Boom 1960 and was one of the...
Sales training reinforcement – it’s time to face the truth
Let's round up two representatives of everyone engaged in sales training – sales training vendors, training managers, VP's of Sales, front-line sales managers, sales...
Changing sales performance: practice doesn’t make perfect – A STC Classic
Some sayings are right on the money; some are just plain misleading; and some are partial truths. When it comes to changing sales...
Get serious about sales – start at the top
Over the years we've worked with some outstanding companies who had great sales teams. The VP of Sales provided vision and commitment. ...
New hire sales training – analyzing four poor substitutes
Leading edge companies realize that prospering requires not only great products and services but also a sales team that can sell and be a...
Understanding the impact of pricing on profit
In a recent Harvard Business Review post Rafi Mohammed reported on an interesting McKinsey study on the relationship between price increases and profits. ...
Sales simulations – a blue ribbon training methodology
Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The...
Handling objections and tough questions – it’s useful to distinguish
Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard...
It’s time to academically legitimatize Sales
It's time for an informal poll of all those 2011 college graduates out there. "Would all those who took jobs in sales please...
Top gun sales training
Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training. They realize that...
Stop selling products – start selling impact
Due to global competition and advanced manufacturing technologies it is becoming harder and harder to sustain a competitive advantage by product alone. If...