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.
Elite selling – executive sponsorship programs
In a Fortune 500 company top customers bring in a disproportionate amount of the revenue and profit. And, if you can bring a...
Don’t lose sales you should win – connect the dots
Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the...
Medical device sales – sales managers play a pivotal role for sales productivity
The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the...
Sales force turnover matters – An STC Classic
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...
Pre-call planning – propose an advance or lose
Pre-call planning – most sales reps have heard the message. Some are good at it. Others do it but are no better then...
Sales simulations – they’re better than ever!
Sales simulations are more versatile, more effective, and more affordable than ever. So companies are increasingly embracing them. What are some innovative companies...
Has your sales team been trained to be futurists?
Today we are living and selling in a time of "compressed history." Changes driven by the global market and advances in manufacturing technologies...
Sales excellence – understanding the clutch player – An STC Classic
An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). The report was a summary...
Sales success: getting the comfort-risk mix right
Sales reps, like most of us, have a propensity to stay within their comfort zone. Some sales people think that's what sales management...
The sales prime directive
In major account selling what is worse then doing a good job chasing bad business? Not much. In major accounts there are two...
Sales leaders – how they unknowingly hinder innovation
In a wide variety of industries, companies are experiencing transformational changes. These changes are driven by global competition, technological changes, government regulations and...
Sales excellence begins at the beginning – identifying leads
In today's competitive markets, companies cannot rely on Marketing as the sole source of leads – Sales needs to be in the game. When Sales...
Motivating sales reps – what’s the role of money?
All sales managers face the challenge of motivating their sales teams. It's one of the keys to sales success. Yet, talk with 10 sales...
Sales coaching – What are you doing for your top performers?
One sales coaching question frequently asked is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately...
Extraordinary products deserve extraordinary product launches
New product launches and your sales force Companies in the B2B market develop a dazzling array of new products. Some are modifications or minor...
Training sales managers to coach – the good, the bad, and the ugly
We've written several blogs on sales coaching. Reviewing the comments, a couple of things pop out. First it is a topic of widespread...
Sales coaching – the use and abuse of modeling
Recently we have posted several blogs on sales coaching. The response has been great and folks have provided great insights. Since there is...
How much does it cost to win a sale – more than yesterday?
The economics of selling. Bain published a particularly interesting article noting that historically companies in the B2B market – "consistently grew their revenue faster...
Sales simulations – a blue ribbon training methodology – An STC Classic
Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The...
Sales coaching – critique vs. performance correction
Sales coaching – it's easy to mistake critique for correction. Sales coaching is all about helping sales people improve their performance skills. ...