Richard Ruff Articles by: Richard Ruff

4 Tips To Raise Sales Networking Up A Notch In 2015

4 Tips To Raise Sales Networking Up A Notch In 2015
By January 9, 2015 Sales, Social Business, Social Selling

As 2015 starts and the need for new business opportunities emerge, sales reps will be finding themselves at industry conferences and other meetings where they can  and should  be on their networking game. To optimize these opportunities, let’s look at some networking tips, so sales reps don’t end up spending their time in line to share a moment with a keynote speaker or attending yet another breakout session which is all about nothing. Read more ›

Consultative selling and selling consultatively – do not confuse them

Consultative selling and selling consultatively – do not confuse them
By January 1, 2015 Sales, Social Selling

Every once in awhile in any field it is useful to get down into the weeds – explore language, word usage, and other things that go bump in the night. Read more ›

The Sales Training Programs of the Future

The Sales Training Programs of the Future
By October 30, 2014 Sales

The Status-Quo … Each year U.S. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well.

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Let’s Face It. Your Sales Reps Enter Later in the Game

Let’s Face It. Your Sales Reps Enter Later in the Game

Whether it’s checking a review on Amazon, Yelp, CNET or Zagat or posting a question on Facebook or Twitter – consumers can do comparative shopping as long as they have a keyboard within reach. They can learn about a product’s functionality, quality, and pricing before they even go to your web site, let alone talk to a salesperson. Read more ›

Sales Teams – Lessons From the US Open Doubles Partners

Sales Teams – Lessons From the US Open Doubles Partners
By September 22, 2014 Sales, Small Business, Social Business

Did you watch the US Open doubles tennis matches? Do you begin to wonder what the players were saying to each other between points? We did and others must have too since the NY Times printed a front-page article about just that question. Read more ›

Ask more questions – meet expectations, win more sales

Ask more questions – meet expectations, win more sales
By August 22, 2014 Customer Focus, Sales, Strategies 101

What customers expect from salespeople today is different than yesterday. Simply being good at developing relationships and having a commanding knowledge of your product are necessary but not sufficient. Read more ›