Jeff Ruby's Blog

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Are you ready to have more meaningful and differentiated conversations with your prospects, customers and teams? Join me on this episode of the RedRock Leadership Podcast as I interview Jeff Bloomfield, CEO of Braintrust and the author of NeuroSelling.

Jeff has taken the latest in neuroscience to the next level, and turned it into a communication system that enables leaders, salespeople, marketers and coaches to do just that.

It’s no secret that trust and credibility are two traits customers look for and value the most when it comes to making a purchase decision as well as loyalty. A study conducted by the Corporate Executive Board found that 53% of all buying were dictated by the interactions and conversations buyers had with the field sales organization. It also shows that field interaction had more impact than product (19%), brand loyalty (19%), and price (9%) combined. A similar study conducted by Forrester Research, however, found that most (89%) of all sales calls FAIL to create any commercial impact whatsoever.

This shows that the way your sales people convey or present your company’s story impacts the success of your initiatives, product launches and corporate strategy. The greatest skill that separates the best salespeople from the rest is their ability to create trust and deliver a compelling narrative that drives urgency to change.

Join us as we explore insights-based selling techniques that will help you create trust, differentiation, an urgency to change, and a clear buying vision for your customers and clients.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

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John Polumbo, President and Founder of Winning Edge Selling, Inc , has over 20 years experience in the development of winning sales organizations at all levels. Taking a 3 pronged approach of defining sales strategy, implementing effective sales management and integrating long term sales training his track record for client growth and success is unmatched in the New England marketplace.

Winning Edge Selling is one of New England’s largest and most recognized Sales Training companies serving over 200 client companies in more than 20 industries.  Their record is unmatched in the area of sales and sales management in New England offering small business sales training,  Active Sales Mgt and a CEO Peer Advisory makes Winning Edge Selling services complete and unique for the development of top performing sales people, sales teams and sales leaders.

John is a close personal friend and has been a business colleague of mine for over 20 years. I think you'll enjoy this episode of the RedRock Leadership Podcast as we discuss how to develop a winning sales organization.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

The post Episode #25 - How to Develop a Winning Sales Organization appeared first on RedRock Leadership.

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John Polumbo, President and Founder of Winning Edge Selling, Inc , has over 20 years experience in the development of winning sales organizations at all levels. Taking a 3 pronged approach of defining sales strategy, implementing effective sales management and integrating long term sales training his track record for client growth and success is unmatched in the New England marketplace.

Winning Edge Selling is one of New England’s largest and most recognized Sales Training companies serving over 200 client companies in more than 20 industries.  Their record is unmatched in the area of sales and sales management in New England offering small business sales training,  Active Sales Mgt and a CEO Peer Advisory makes Winning Edge Selling services complete and unique for the development of top performing sales people, sales teams and sales leaders.

John is a close personal friend and has been a business colleague of mine for over 20 years. I think you'll enjoy this episode of the RedRock Leadership Podcast as we discuss how to develop a winning sales team.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

The post Episode #25 - How to Develop a Winning Sales Team appeared first on RedRock Leadership.

The 2017 Gallup State of the Global Workplace Report found that eighty-five percent of employees are not engaged or actively disengaged at work. The economic consequences of this global "norm" are approximately $7 trillion in lost productivity.  When your employees are demotivated, they are disengaged.  Not only are they less productive than they should be, but their motivational funk has a negative impact on their co-workers as well as the customers, which can result in loss of future business.

Much has been written over the years about how to actively motivate people to achieve performance goals.  This assumes that employees start out with an empty "basket" and the leader fills that up with motivation.  The Leadership Doctors believe that this starting premise is false.  In fact, most people start with a full "basket" of motivation that they bring with them to work, but things happen along the way that pokes holes in their motivation "baskets." The Leadership Doctors' is to goal is to help leaders stop creating these holes and repair the ones that are there.

In their book, Dr. Cathy Bush and Dr. Tara Peters address the common belief among managers and leaders that the employee is to blame when they lose motivation.  They break down what might be the personal factors that contributes to their demotivation, and what a leader can do to help turn that around.  There are also many things going on in the environment around employees, including stressful events, difficult co-workers, and challenging rules and processes in the organizational culture.  Any of these can turn a motivated employee into a "slacker." 

Perhaps the single biggest influence on employee demotivation is the leader.  This includes the way that they communicate, support, provide direction, and build trust with the people on their teams.  If an employee feels that his leader is failing to meet their needs for high performance, they will lose motivation very quickly.  As the saying goes, "People leave managers, not companies." What do you see when you look at your leadership behaviors in the mirror? Are you a part of the problem?

The Demotivated Employee is a book is filled with examples that come from our various experiences working with leaders as well as family and friends who are experiencing demotivation at work.  This book is designed to help leaders understand the different sources of demotivation, but also to provide lots of ideas about out how you can prevent demotivation from sneaking up on employees, as well as ideas about how you can repair demotivation once it happens to your valued employees. 

The goal of The Leadership Doctors is to help leaders understand employee motivation and the challenges of demotivated employees, and consider the various ways that they can impact a change so that employees are engaged, productive and successful. 

Tune into this episode of The RedRock Leadership Podcast with The Leadership Doctors to learn how to develop skills and approaches that will create a highly motivated, productive and positive place for people to work!

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

The post Episode #24 - Increase Your Bottom Line by Dealing with Demotivated Employees! appeared first on RedRock Leadership.

Personal Leadership Training Make your emotions your competitive advantage! At RedRock Leadership we describe emotional intelligence as our ability to manage our emotions, and the emotions of others, while making critical decisions, trusting others and persevering through difficult to manage situations. Emotional intelligence is measured by emotional quotient (EQ) and should not be confused with intelligent quotient (IQ) which gauges a person’s ability to learn, understand and apply information. While IQ is more a part of our genetic makeup, EQ can actually be improved well into adulthood through quality training and coaching. And EQ is massively more important when it comes to identifying and developing leaders. This is because, now more than ever, leaders are required to better understand and enable their mindset and behavior to quickly assess positive and negative situations to keep employee engagement levels high. Emotions are powerful; they can be the fuel that motivates, while at the same time they have the potential to get in the way of our most important business and personal relationships. As John Kotter of Harvard Business School stated, “because of the furious pace of change in business today, difficult to manage relationships sabotage more business than anything else – it is not a question of strategy that gets us into trouble; it is a question of emotions.” Success in sales does not happen by accident. It is a process that occurs as we choose how to deal with prospects and customers in front of us. Each moment provides the opportunity to make critical decisions and work toward victory by expanding our vision, stretching out to accomplish our goals, as well as assuming full responsibility for living, growing and contributing. Whether you want to become a more collaborative leader, become a better team player, get your personal life in order or grow your business, we can help you! Here’s what you can expect to learn during this bootcamp:You will learn to increase your level of emotional intelligence by improving these five key skills:Personal Awareness – Your ability to recognize your influence on othersIntegrity – Your ability to let your intentions match your actionsInternal Motivation – Your ability to do the right things for the right reasonEmpathy – Your ability to recognize and respond to others’ emotionsSocial Skills – Your ability to build positive relationshipsHow to build and sustain mental toughnessHow to read the tone, body language and verbal cues of othersYou’ll create a 3-year goal planPowerful time leveraging techniquesYou’ll create a personal mission statement based on of your personal core valuesInsight on how to create long-lasting collaborative relationshipsThe specifics about what drives you into actionImportant insight into your own unique individual behavior style Bootcamp workbook learning modules include: Build & Sustain Mental ToughnessBuild Positive RelationshipsCreate Actionable GoalsLeverage Your Time You'll receive:

A TTI Talent Insights DISC / Driving Forces Assessment and a RedRock Workbook Kit!

Your Facilitator: Jeff Ruby

Founder, RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

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RedRock Managerial Leadership Training Get ready to build a culture of trust! The vision of a leader is to create a legacy and that the mission of a leader is to take care of others. We don’t teach leaders how to become great, instead we teach them to create greatness, and we do this by helping them develop the skills and learn techniques and methods contained within our training. We will help you learn to trust and persevere and become a collaborative leader. We’ve seen it work for hundreds of leaders we’ve personally trained and coached, and it can work for you too! Our goal isn’t that you take part in our training and pick up a few helpful nuggets, but that you will embrace the skills, techniques and methods and use them to transform your company culture and unleash the potential for exponential growth and then tell others about it. This leadership bootcamp is led in part by Jeff Ruby, our founder and CEO, and he states that his personal vision is that business owners and leaders all over the world, who want to increase sales, improve their leadership skills and grow their companies will learn from their peers that the only way they’ll achieve the highest level of success is to work with RedRock Leadership. 

Here’s what you can expect to learn:

How to coach and hold your team accountableHow to develop coaching plansDefine your core values and learn to use them to stabilize your cultureThe key to building an environment of trustHow to motivate your teamLeadership interpersonal skillsHow to deliver bad news in a positive wayThe most practical ways to collaborate and create collaborationThe specifics about what drives you into actionImportant insight into your own unique individual behavior style

Workbook learning modules include:

Motivate Your TeamBe an Effective CoachHold Your Team AccountableBuild a Culture of Trust You'll receive:

A TTI Talent Insights DISC / Driving Forces Assessment and a RedRock Workbook Kit!

Facilitator: Jeff Ruby

Founder, RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

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RedRock Sales Training Get ready to double, triple, even quadruple your bottom-line results! Over the past 10 years, RedRock’s sales training has helped 100’s of individuals and companies all over the world double, triple, and more than quadruple their sales. Check out our 5-Star Google Reviews to read about what salespeople all over the world are saying about RedRock sales training. At RedRock Leadership, we believe that the lifeblood of any business is sales. Let’s face it, the digital transformation of sales and marketing is proving to be more and more challenging with every passing year. There are many factors influencing these challenges and we address them in this sales bootcamp. All too often, today’s buyers are in control of your sales process. We’ve witnessed our sales training help countless salespeople regain control of their sales process, and we can help you too! Here’s what you can expect to learn:Effective prospecting strategies for today’s business cultureIntroduction to the RedRock Strategic Sales PathProspect qualification techniquesOptimal questioning strategiesEffective communication strategies using DISCThe art of making effective presentationsHow to present yourself with impactThe proper way to handle objectionsHow to negotiate for a win/win outcomeHow to build and sustain mental toughnessHow to read the tone, body language and verbal cues of othersInsight on how to create long-lasting collaborative relationshipsThe specifics about what drives you into actionImportant insight into your own unique individual behavior styleWorkbook learning modules include: Get on the Strategic Sales PathDiscover Buyer MotivationPresent PossibilitiesAlign for Win/Win You'll receive:

A TTI Talent Insights DISC / Driving Forces Assessment and a RedRock Workbook Kit!

Your Facilitator: Jeff Ruby

Founder, RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

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I had a great time being interviewed by Aaron Bolton. He hosts the Leadership Lockdown Podcast. With his permission, I am posting this in my podcast feed.

Aaron is the owner of UpSkill Learning Solutions and he is waging a war against learning and development mediocrity. He believes if L&D professionals and educators are going to create, develop, or deliver anything, they should improve upon what’s existing, or surpass the status quo. 

He applies this mindset to accomplish his primary professional goal; helping others attain their maximum professional potential - developing leaders. He has previously achieved this goal by creating and delivering professional skills enhancement courses, and custom leadership development programs for several domestic and international corporations.

You can connect with him here: https://www.linkedin.com/in/aaronbolt1/

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

The post Episode #23 - Leadership Lockdown - Waging the War Against Mediocrity appeared first on RedRock Leadership.

You’re going to love this interview with Nicole De Falco, Co-Founder and CEO of Upsurge Advisors. She is high-energy, fast paced, engaging and incredibly talented. For the last 29 years, Nicole has transformed leaders’ lives through learning. 

Nicole has a knack for combining brain science, purposeful practice, and gameful engagement to ignite a change in behavior. By aligning development strategies with company objectives, the solutions she designs, and often facilitates, improves performance to propel businesses forward.

She also loves the art and science of learning. She enjoys creating fun, challenging, effective facilitated, self-paced, and blended learning. Nicole’s secret sauce is a mix of neuroscience, narratives, and playfulness that produces rich learning journeys. Learners enjoy, engage, and get equipped through discovery, play, practice, reflection, feedback, and immediate application. She believes serious learning happens when we don’t take ourselves so seriously!

Nicole has been involved in all aspects of performance improvement consulting including training development, sales, marketing, and delivery. Having led an instructional design department and served as a Vice President on the executive team of an international sales training firm, she understands and can speak to executive level priorities and expectations.

Nicole graduated from Northwestern University with a Bachelor of Science in Speech, and received her MBA from the University of Chicago's Booth School of Business.

You can connect with Nicole on LinkedIn at: linkedin.com/in/nicoledefalco.

Go to upsurgeadvisors.com to learn more about Nicole and her firm.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.FacebookTwitterLinkedIn

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