Author Archive | Dr. Richard Ruff and Dr. Janet Spirer

Three Mystifying Misperceptions about Sales Training

If you believe that sales training works, and it shouldn’t be considered unless you think it does, then most sales training is a bargain when compared to the increased probability of – closing more business, closing better business, or closer business sooner. This misperception persists because it’s easy to calculate the money saved if you don’t […]

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Six B2B Sales Best Practices

Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background activities (e.g., researching the customer). In that complex array of activities there are innumerable qualities that make someone a top performer. This analysis focuses on six best practices which can be observed and then trained […]

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