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  • 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 →
    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 →
    Richard Ruff
  • New business from existing business is smart business March 21, 2017
    6 best practices to grow existing business Continue reading →
    Richard Ruff
  • New sales managers – starting off on the right foot March 1, 2017
    New sales managers - best practices for jumpstarting when you find yourself to be a new sales manager. Continue reading →
    Richard Ruff
  • Listening – the forgotten twin of sales success February 22, 2017
    Active listening is key to sales call success - best practices to help salespeople do a better job listening. Continue reading →
    Richard Ruff
  • Getting sales rep onboarding right – it matters more than ever February 15, 2017
    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 […]
    Richard Ruff
  • Sales performance – average is over January 31, 2017
    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 →
    Richard Ruff
  • Artificial Intelligence – a last best hope for sales management coaching January 10, 2017
    When sales managers spend more time with their sales teams, good things happen. Yet, sales managers often run out of time to coach their sales team. Sales managers in best-in-class companies actively coach their sales teams - and - they leverage trends, like AI, to ensure that their sales managers have the time to coach. Continue reading →
    Richard Ruff
  • Sales memo – winning starts with thinking strategically January 4, 2017
    In B2B sales one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. When thinking about what it takes to formulate a winning sales strategy, a good starting point is remember […]
    Richard Ruff

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