April 3, 2016

My Favorite Episode of Accelerate!

This week my guest choosing a favorite episode of Accelerate! is Jack Kosakowski, Global Head of B2B Social Sales Strategy at Creation Agency.

Why did Jack choose this episode?
“This episode with Richard Ruff was super high level and real sales talk with actionable information. Richard clearly lays out that the same challenges we are experiencing today in sales are not new by any means. He really drills into the facts around sales methodologies and shows that they aren’t easy to implement and never will be. He also talks about the importance of reinforcement in sales enablement and training. Amazing podcast and one that you should listen to yesterday.”

Click on the podcast player above to listen now.

A Description of My Conversation with Richard Ruff
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.

CLICK HERE to listen now.