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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 success – a different take on winners and losers

Whether in sports, politics, business or sales, this question is always on the table – What is the difference between winners and losers?  Many people...

Sales managers and the story of the “super salesperson syndrome”

How can we diagnose someone with “super salesperson syndrome”(S3)? Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these...

Pipeline management – not all business is good business

Sales reps are always looking for that next big opportunity and justifiably so. But while all new big opportunities initially look great – be...

Sales managers – a new pathway to leadership

Herminia Ibaraan, an INSEAD professor, recently published a provocative book arguing that in today’s market if you desire to assume a leadership position you...

Sales rep’s nightmare – winning 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 be...

Sales management – 7 tips for coaching your top sales performers

One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has...

Sales coaching – too bad it doesn’t happen more often

People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be...

Beat your competition – focus on the customer

Beating your competition … today’s it’s likely that you are facing more and better competition than in times of yesteryear. So how do you increase...

Sales strategy coaching – maximize your investment

As the new year unfolds one of the challenges for suppliers is to better execute on their business strategy.  Today many companies are going...

Sales management – the power of culture

Consider this … “If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and...

Sales managers – are you ready for 2015?

According to Bain & Company, B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the...

Sales leadership programs – four common mistakes

McKinsey reported an interesting research study on leadership training.  If you are a Senior VP or a Training Director, the study is a must...

Sales management – coaching for the Lombardi trophy

We’re in the midst of the NFL playoffs as teams compete for the Lombardi trophy.  So we thought it would be a good time...

Sales management – balancing micromanaging and abandoning

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving...

Consultative selling and selling consultatively – don’t confuse them!

Every once in awhile in any field it is useful to get down into the weeds – explore language, word usage, and other things...

It’s bad selling to pursue bad business – An STC Classic

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done...

Sales training and learning styles – another popular myth

Each year lots of companies spend lots of money on sales training.  Given that developing and sustaining a superior sales team is more important...

Sales manager trust – everyday, all the time, everywhere

Sales managers must develop the trust of their sales team and help their team members to trust each other.  Trust takes time to create...

Sales training and national sales meetings – an odd couple

Over the years we have attended a number of our clients’ national sales meetings.  Great events!  Lots of good things usually happen.  Salespeople exchange...

Sales training – let’s look to the future and try something different

The Status-Quo … Each year U.S. companies spend millions of dollars on sales training for their salespeople.  And, by sales training we are talking about...

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