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  • 12 tips for storytelling during sales calls September 19, 2019
    Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story … Continue reading → The post 12 tips for storytelling during sales calls first appeared on Sales Training Connection.
    Richard Ruff
  • Handling 5 mistakes to get sales back on track September 19, 2019
    Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, … Continue reading → The post Handling 5 mistakes to get sales back on track first appeared on Sales Training C […]
    Richard Ruff
  • Acknowledge selling mistakes … don’t panic! September 19, 2019
    No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated … Continue reading → The post Acknowledge selling mistakes ... don't panic! first appeared on Sales Training Connection.
    Richard Ruff
  • Great sales coaching starts with receptivity September 19, 2019
    Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, … Continue reading → The post Great sales coaching starts with receptivity first appeared on Sales Training Connection.
    Richard Ruff
  • More people in the game equals more sales May 16, 2017
    Technical and service people can play a key role in identifying sales opportunities in major accounts Continue reading → The post More people in the game equals more sales first appeared on Sales Training Connection.
    Richard Ruff
  • How can new sales reps build their credibility? April 26, 2017
    New salespeople are challenged to build to build credibility - here are two best practices. Continue reading → The post How can new sales reps build their credibility? first appeared on Sales Training Connection.
    Richard Ruff
  • The lost art of call planning April 19, 2017
    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 […]
    Richard Ruff
  • Trials and tribulations of new sales managers April 12, 2017
    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 → The post Trials and tribulations of new sales managers first appeared on Sales Training Connect […]
    Richard Ruff
  • Account friend or internal champion – it matters March 28, 2017
    Internal champions - the right ones are critical to sales success. This blog contains best practices for developing internal champions. Continue reading → The post Account friend or internal champion - it matters first appeared on Sales Training Connection.
    Richard Ruff
  • New business from existing business is smart business March 21, 2017
    6 best practices to grow existing business Continue reading → The post New business from existing business is smart business first appeared on Sales Training Connection.
    Richard Ruff

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