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.
Understanding the competitive threat – taking a broader view
In major B2B sales, the competition is always lurking about. So, it is a good idea to pause and review some ideas for...
Team selling – it’s more than two people in the same room
Here's a typical team selling situation: one sales person has the relationship with the customer and the other person has the subject matter or...
Sales executives – success is tougher than ever
Today it is more important than ever to have a sales team that is a competitive advantage. That goal cannot be accomplished without great...
Sales performance: average is kaput – A STC Classic
We all have a favorite author or two whose new works we wait for with some anticipation. One who has been on our...
Post Consultative Selling
Depending upon who is counting – if you look back over the last hundred years or so, there have been three or four major...
Asking questions – four traps to avoid
The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Because...
Seven fundamentals for selling to physicians
Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it....
Sales tip – open and closed questions
Research consistently shows that in successful calls buyers talk more than the sellers and the sellers ask more questions. So, no other...
Sales force turnover – a problem worth addressing
Most people would agree that the last couple of years have been pretty tough times. Lots of bad things have happen to companies...
Why isn’t great sales training great?
The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has...
Traps in developing internal champions
In major B2B sales where the sales cycle is long, competition is keen and multiple players are engaged in the decision, developing internal...
A sales leadership lesson from IBM’s Executive School
Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley...
Selling value – the power of a personal value proposition
Winning in B2B sales means doing a better job helping customers arrive at a more comprehensive view of their needs and more compelling views...
Coaching sales reps to shelve their poor practices
Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered...
Sales tip – closing
Sales Tips Sales Tips are a new type of post you will be seeing on the Sales Training Connection. You can recognize a Sales Tip...
Sales transformation: sometimes necessary – never easy
If you look back over the last decade, a number of industries have gone through dramatic change. As a result, the organizations in...
Selling value – everybody is doing it!
When I started in the sales training industry about 25 years ago, I had the good fortune to start with a great company and...
Increasing sales productivity – 7 steps to improving lead qualification
Let's assume you're a sales manager and the VP of Sales has just suggested that something needs to be done about improving the effectiveness...
Selling in 2025 – gadgets, gizmos, and great toys
As H.G. Wells once said "we all have our time machines, don't we. Those that take us back are our memories … and...
Maximize profitability – sell value and manage price expectations
To maximize profitablity, your sales force needs to do more than sell product – it must create value and manage price expectations. That's...