Dr. Ruff has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. Richard spent the first part of his sales career at Huthwaite. Richard co-founded two companies Sales Momentum and Sales Horizons to design and implement a new generation of sales simulation programs that focuses on helping Fortune 1000 companies achieve high impact business results.
Richard has authored numerous articles on sales effectiveness and co-authored “Managing Major Sales”, a book about sales management and “Getting Partnering Right” – a research-based work on strategic selling alliances. He also co-authors the popular sales effectiveness blog – The Sales Training Connection.
Recent Posts by Richard Ruff:
- Objections – No, They’re Not Great Buying SignalsNo matter how good you are at selling, objections will arise. Some occur because the customer needs something that you cannot provide. It is also true that some objections occur not because of what you are selling but because of how you are selling. Have you heard that objections are good because they indicate buyer interest? This is an untruth floating around in the Sales world - objections are not buying signals. They are barriers, concerns, and problems that need to be prevented and/or handled skillfully.
- Improve Sales Training – Flip ItSalespeople today have to know more and know it better. This requires innovative approaches to training that are effective, efficient, and affordable. With modern e-learning and coaching software options, "Flipping" training to minimize classroom time is now possible.
- Sales Paradox – Sales Reps Don’t Use Stuff That WorksEd. – Dr. Richard Ruff holds a Ph.D. in Organizational Psychology and has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. He is the co-author of three books and developed a new generation of sales training programs called Sales Momentum. In 2011 he launched a new company ...