Author Archives: Richard Ruff

About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.

More people in the game equals more sales

Technical and service people can play a key role in identifying sales opportunities in major accounts Continue reading

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How can new sales reps build their credibility?

New salespeople are challenged to build to build credibility – here are two best practices. Continue reading

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The lost art of call planning

Pre-call planning is key to sales success. Underpinning this is planning not only the questions to be asked and thinking about the objections that might be raised. Salespeople also need to think about the advances – what are the possible outcomes of the call if it goes better than planned, okay, and not particularly well – so you have an opportunity to move the sales cycle forward. Continue reading

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Trials and tribulations of new sales managers

New sales managers often fall into three traps that hinder their success: “forcing” their sales team to sell as they do, holding the reigns a bit too tight, and not funneling information to their sales team – thereby overwhelming them. Continue reading

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Account friend or internal champion – it matters

Internal champions – the right ones are critical to sales success. This blog contains best practices for developing internal champions. Continue reading

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New business from existing business is smart business

6 best practices to grow existing business Continue reading

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New sales managers – starting off on the right foot

New sales managers – best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading

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Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Getting sales rep onboarding right – it matters more than ever

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 hired and promoted are bringing a new and very different set of expectations and preferences. Continue reading

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Sales performance – average is over

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

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