• New business from existing business is smart business March 21, 2017
    6 best practices to grow existing business Continue reading →
    Richard Ruff
  • New sales managers – starting off on the right foot March 1, 2017
    New sales managers - best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading →
    Richard Ruff
  • Listening – the forgotten twin of sales success February 22, 2017
    Active listening is key to sales call success - best practices to help salespeople do a better job listening. Continue reading →
    Richard Ruff
  • Getting sales rep onboarding right – it matters more than ever February 15, 2017
    A world-class sales team is more important than ever ... but building one is more difficult than ever because of the increased complexity of the
 sales environment. An effective onboarding process is part of the answer but historically and presently the onboarding process has not been a priority at the leadership level and, adding to the mix, the folks being […]
    Richard Ruff
  • Sales performance – average is over January 31, 2017
    What customers buy, how they buy, and what they are willing to pay for it is changing. This means that how companies train salespeople, how sales managers coach their sales teams, and the role that self-motivation plays in developing salespeople is more important than ever. Continue reading →
    Richard Ruff
  • Artificial Intelligence – a last best hope for sales management coaching January 10, 2017
    When sales managers spend more time with their sales teams, good things happen. Yet, sales managers often run out of time to coach their sales team. Sales managers in best-in-class companies actively coach their sales teams - and - they leverage trends, like AI, to ensure that their sales managers have the time to coach. Continue reading →
    Richard Ruff
  • Sales memo – winning starts with thinking strategically January 4, 2017
    In B2B sales one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. When thinking about what it takes to formulate a winning sales strategy, a good starting point is remember […]
    Richard Ruff
  • Happy New Year! December 31, 2016
    Wishing you a successful sales year.  Keep an eye on the Sales Training Connection for new ideas that may help you improve your sales performance. To a smashing 2017, Janet and Richard
  • Making it all connect: the power of sales enablement December 20, 2016
    Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. Continue reading →
    A Guest Author
  • Selling at C-level and the too late-too little puzzle December 14, 2016
    When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead - have a business conversation! Continue reading →
    Richard Ruff

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