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.
Selling – An analysis of information deprivation
Selling andinformation deprivation CSO Insights published an interesting research report – Leveraging Sales Intelligence to Advance Relationships. One particularly telling finding was – 17%...
Sales paradox – sales reps don’t use stuff that works
Each year companies spend a lot of time, money, and effort implementing sales training and sales coaching efforts to help their sales team learn...
Sales management – it’s all about the time
Front-line sales managers are the "pivotal job" for improving sales productivity. That means – if companies want to improve sales revenue and optimize...
Selling value: easy to say – hard to do
If we could listen to all the internal sales conversations occurring during any 30-minute period and do a word count, "selling value" would be...
3 considerations for creating a sales training curriculum
Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead....
Sales managers need feedback too!
We have written a number of posts on sales coaching. The bottom line – today it is difficult to sustain a competitive advantage...
Sales coaching feedback – do it now and keep it simple
A couple of weeks ago we posted a blog entitled, Is coaching really necessary? We received more than the usual number of responses. ...
Training ABCs for sales force design
Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right....
Customer engagement – moving from rhetoric to action
If you have been in sales for any length of time, you will have encountered many people – talking a lot – in a...
Product innovation – sales needs to join the game
Competition continues to increase in today's global market. No industry is immune. Companies in the emerging economies are doing things quicker, cheaper, and...
Key account sales training
"Key Account" is a label used differently across companies, let's define the term. Here we are talking about very large accounts, like National...
Five best practices for networking in b2b sales – A STC Classic
Everyone knows it – some because of a leap of faith and some because of experience. A centerpiece for success in major B2B...
Improve your sales training: focus on the before and after – A STC Classic
Recently we have written a few blogs about the mindsets employees and leaders bring to the training, as well as, the environment they come...
Selling – beware of big bright shiny objects
Justifiably sales reps are always looking for that next new big opportunity. But while all new big opportunities initially look like "bright, shiny objects"...
7 sales rules of customer loyalty economics
The next 12 months should turnout to be an interesting time in the world of business. Most nonpartisan economists predict we will emerge...
Selling – go where the money is
There are several key considerations if companies are going to maximize revenue and optimize profit. Some receive a lot of attention, some not...
Sales odd couple – compensation and strategy
Sales compensation systems and sales strategy have long been established factors that impact sales performance. A significant amount has been written on both...
Sales failures – not uncommon and not that bad
Steve Jobs Steve Jobs? Thomas Edison? Dean Kamen? Three entrepreneurs who have many things in common including … they have all achieved extraordinary success yet...
Sales presentations – bridging the aspirational gap
If you're not in the business of selling, then good is probably good enough when it comes to sales presentations. Unfortunately in selling, a...
Sales training stickiness – doubling back
Sales training and "stickiness" – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The...