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.