Articles by Richard Ruff, Co-Founder and Principal, Sales Horizons
Winning complex sales - the fundamentals are more critical now than ever!
There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening; to competencies like: identifying and qualifying leads. 
Achieving Sales Training Excellence Needs Both the "Dance" and the "Dancer"
What is required for sales training success? Well, it's important to get the framing right - having a "great dance and a great dancer."
Business-to-Business Selling
Selling is a complex discipline involving many kinds of activities.
Crafting Your Value Proposition
Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer's business results.
Slaying Three Sales Coaching Myths
Successful sales people - and sales management - know coaching is worthwhile, it can make a difference, and it should be a priority.
Physicians Share Some Ways for Sales Reps to Build Credibility

When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list.

Five Keys to Successful Sales Presentations
If you're not in the business of selling, then good is probably good enough when setting a standard for presentations.
Medical Device Sales Reps Must be a Competitive Advantage
Underlying successful selling are medical device sales people who acknowledge the strategic importance of selling value.

For more than 30 years Dr. Richard Ruff has worked with the Fortune 1000 to design and develop sales training programs that make a difference. To learn more about Sales Horizons, visit our web site at www.saleshorizons.com or join the conversation at our blog: salestrainingconnection.com.