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.
Customers no longer only learn about you from your sales reps
Changing sales process because of online information Whether it’s checking a review on Amazon, Yelp, CNET or Zagat or posting a question on Facebook or...
Networking – a critical skill for winning deals – An STC Classic
Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having...
Sales management – the power of autonomy and recognition
Motivating sales reps is a key responsibility of every sales manager. How can they motivate their sales teams effectively? Newton and Davis recently shared several factors...
Successful sales managers – question success more than failure
Last month Kat Cole – President of Cinnabon – shared in an interview: “I’ve learned to question success a lot more than failure. I’ll ask...
Sales – don’t just close a deal win a customer for life
What an interesting thought – win customers for life. According to Ed Boyle and John Fleming (Gallup), “While other businesses rely on price cuts...
Sales productivity – the era of the absence of change is over
In most markets, customers are significantly changing how they do business. In some cases, such as the health care industry, these changes certainly can...
New hire sales training – an investment worth making
A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two...
Sales fundamentals – remember fundamental and simple are not synonymous
There are sales fundamentals required for winning in today’s highly competitive market, ranging from basic lessons like: “Do what you say you are going...
Coaching sales strategy – 4 tips for sales managers
Ask sales managers and salespeople what makes them successful. The answer we hear most often is: The best salespeople sell strategically and the best...
Achieving sales excellence – a story about sweet spots
Sweet spot on gathering information Achieving sales excellence is not a business as usual challenge. Industries are going through transformational changes that are impacting what...
Getting sales coaching right – a picture is work a thousand words
Sales coaching is an important topic among sales leaders. However, ask any sales managers about how they spend their time and you’ll hear about...
Isolating the swing factors for making big-ticket sales training investments
While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making...
Sales role plays – do them right then they work
From time to time we hear disparaging words about the use of role-plays in sales training programs. The particular complaints vary from salesperson to...
5 challenges to achieving sales excellence – it’s more important than ever yet harder to achieve
Success in major B2B accounts is based on a salesperson’s ability to get on the customer’s side of the table and do a great...
Big data supports the importance of front-line sales managers
When companies get it right managers thrive, staff is more engaged, and companies gain a competitive edge. In fact, according to Gallup, when companies...
A sales leadership red flag – sales turnover matters
Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. The issues can vary from travel...
Sales managers – 6 tips when transitioning to a new sales team
As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps...
MedTech sales: when customers change – so must you
In times of transformational market change there are new winners and losers. If you are a Medtech company, a piece of the puzzle for...
Team selling – more prevalent, more important and as difficult as ever
In major accounts there are a number of different strategic situations where a team sale is preferred. The salesperson might want to bring along...
Sales coaching above and beyond the sales comfort zone
Salespeople sometimes have a propensity to stay in their comfort zone – doing more of what they are doing well. There are many reasons and...