Accelerate Podcast with Andy Paul
March 17, 2016

On Accelerate! Now: Episode 114 with Richard Ruff. The Fundamentals of Account Based Selling in Today’s Market.

Richard (Dick) Ruff is a top sales trainer and leading expert on major account selling. He is the author of  Mastering Major Account Selling and the co-author, with Neil Rackham of the book Managing Major Sales. In this episode we tackle the importance of integrating Account Based Selling into your sales process. Among the many other topics we discuss in this episode are:

  • How to utilize the fundamentals of account based selling.
  • What is SPIN Selling and is it still relevant to account based selling?
  • What are the steps a company should take to reinforce the training that has been taught to their sales reps?
  • The right ways companies should invest their time, effort, and money on sales training.

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More about Richard Ruff

What's the most powerful sales tool in your arsenal?
Past references

Name the one tool or app you use for sales or sales management that you can’t live without.

Who's your sales role model?
Neil Rackham

What's the one book that every sales person should read? 
SPIN Selling by Neil Rackham

Contact Richard Ruff

Contact Richard:




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LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals.  To Learn More Click Here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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