Richard Ruff
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ATD Blog
New Hire Sales Training—An Investment Worth Making
By
Richard Ruff
Thursday, August 28, 2014
to We have been busy with other priorities, plus the budgets have been cut, so we have postponed the new hire training initiative. If your response to the change question is like most, but...
ATD Blog
Six Questions for Understanding a Sales Decision Network
By
Richard Ruff
Thursday, July 31, 2014
In B2B sales, youre not selling to an individual, youre selling to multiple peoplea network. Others are influencers who may not make the decision, but can influence those who do.
ATD Blog
Team Selling—Lone Wolves No Longer Reign Supreme
By
Richard Ruff
Thursday, March 20, 2014
Team selling continues to be on the rise. According to a recent Corporate Executive Board (CEB) study, the individual salesperson no longer reigns supreme.
ATD Blog
Improve Sales Training—Flip It
By
Richard Ruff
Friday, December 27, 2013
Ive recently come across multiple articles about flippingan innovation occurring in our public schools that is getting a lot of buzz. The article took me back a number of years to my...
ATD Blog
Companies Need to Get Serious About Sales Training Reinforcement
By
Richard Ruff
Wednesday, April 24, 2013
Company XYZ rounds up two representatives from every group involved with sales training, including vendors, training staff, VPs of sales, frontline sales managers, and sales reps, to...
ATD Blog
Back to Basics: Considerations for Creating Sales Training
By
Richard Ruff
Wednesday, March 06, 2013
At this time of year, most sales training managers are well into planning for the year ahead. Priorities have been set and budgets finalized, so its a good time to not only think about what...
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