Tony talks with Dr. Richard Ruff

Dr. Ruff has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies. These projects have varied in scope from targeted sales training efforts for launching new products to international sales training engagements with organizations like UPS, McKinsey, Apple, and Smith and Nephew.

Dr. Ruff has authored numerous articles related to sales effectiveness and co-authored with Neil Rackham “Managing Major Sales”, about sales management and “Getting Partnering Right” – a research-based work on the best practices for forming strategic selling alliances. He also co-authored with Janet Spirer “Parlez-Vous Business” to help salespeople integrate the language of business into the sales process.

Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.