Sandler by The Ruby Group

Sandler by The Ruby Group We don't just train teams. We change how they think, sell, and lead.

08/21/2026

A challenge we see constantly: salespeople who aren't losing to the competition. They're losing to themselves. ⚠️

It usually shows up around pricing, delivery timelines, or some other objection. Before the buyer even responds, the salesperson jumps straight to defending, discounting, or conceding.

The result: diminished value, reduced margins, lost revenue.
But this isn't just a sales problem. It's a leadership problem. Is it a skill gap, or is it a confidence and mindset issue? The answer determines how you coach, and how much revenue you're leaving on the table.

Here's something most new salespeople get backwards. 📈 They think the more they know, the better they'll sell. I used to...
08/21/2026

Here's something most new salespeople get backwards. 📈 They think the more they know, the better they'll sell. I used to believe that too.

In Sandler, we teach something called the Curiosity Curve, and it flips that idea on its head.

The concept borrows from Columbo, the old TV detective who solved every case by acting a little clueless. He'd ask simple questions, let people underestimate him, and that's exactly how he got people to open up. Turns out the same thing works in sales.

I've watched this play out with new reps constantly. Someone starts out asking genuine questions, listening more than talking, because they don't know all the answers yet. Prospects relax around them. They open up. Sales happen.

Then that same rep gets trained, loads up on product knowledge, and comes back talking. Pitching. Layering feature after feature onto every conversation. And weirdly, their results tank.

The lesson isn't to know less. It's to ask more, even after you know more. Curiosity builds trust faster than expertise does. The rep who says "help me understand" outsells the rep who says "let me explain" almost every time.

That's the Curiosity Curve. Less performing the expert, more staying genuinely curious about what's actually going on with the person in front of you.

08/21/2026

what's your actual strategy?

Is it setting up a booth and hoping people wander over? Or are you walking the floor with intention, looking for the people who actually need what you offer?

Your time out of the field is worth something. Put a real value on it. What systems do you have in place for engaging at a trade show, before, during, and after?

If you want to build out a real process for your next show, reach out to us at The Ruby Group. We'd love to work with you. 🤝

08/20/2026

My daughter wanted a later bedtime, and by the time she finished making her case, she'd answered every objection before I raised it and offered a compromise I hadn't even thought to ask for. I said yes before I realized what happened. 😄

It's a small moment, but it says something bigger. Kids ask for what they want directly.

Adults tend to soften the ask, circle it, ease into it. Somewhere along the way, we trade clarity for caution.

Clarity beats cleverness almost every time. The more directly you ask for what you want, the more likely you are to get it.

08/20/2026

Let's talk about a word we hear a lot in sales: pain. 🎯

Pain is an emotional trigger for action. "Need" is not. Need is just recognizing that something isn't right.

A lot of salespeople uncover a need and jump straight into presentation mode. Go into discovery mode instead. Is there actually an emotional component tied to it? How long has it been going on? Is it actionable, and why?

Pain isn't the problem someone shares with you. Pain is how they feel about the problem. That's a completely different level of uncovering what's really going on.

08/20/2026

🧭 Comfort Zone Thursdays: one story, question, or challenge each week about growing outside your comfort zone.

This summer pushed our company outside its comfort zone in a big way, as we committed to a new five-year plan. It raised a hard question: when a client falls outside your ideal fit and the deal underperforms, do you have the discipline to walk away? Growth often starts with narrowing, not expanding, who you pursue.

08/19/2026

I retired in January 2023 and joined The Ruby Group not long after. 🙌

Sandler gave me a system for managing my sales process and holding myself accountable to it. It quickly became the best business environment I've been part of, and I became an advocate for it.

For me, it's important to sell something I genuinely believe in and use myself.

If any of you have questions about what I do or what The Ruby Group offers, reach out. I'd love to talk.

08/19/2026

I worked with an account-based team managing over 1,500 relationships a year. Many were small, low-margin, and pulling resources away from the accounts that mattered most. 🎯

Over several years, they made a deliberate choice: fewer accounts, deeper relationships, better-suited fit. Today they serve under 100 clients, but each one gets a level of investment that would have been impossible before.

Growth isn't always about expanding your reach. Sometimes it's about having the discipline to walk away from what's diluting your best work.

08/18/2026

Here's something we see constantly with manufacturing and industrial clients. 🔧

Engineers and technical experts often move into sales roles, and it can be a huge growth opportunity. They know the product better than anyone.

But without sales training, they tend to give away technical expertise too early. We call it "free consulting." And even when they know exactly how to talk to another engineer, they often don't know how to communicate value to a CEO, CFO, or operations leader making the buying decision.

When you equip technical professionals with the attitudes, behaviors, and techniques of consultative selling, they keep their credibility while learning to sell business outcomes. That's when they become some of the highest performers on your team.

08/18/2026

After years in sales, I've noticed buyers are usually trying to get salespeople to do one of three things: tell, guess, or accept. 🔄

"Tell us what you can do for us." "This is what we're looking for, can you do it?" Or they just want us to accept the terms as they are.

Our job as sellers isn't to fall into any of those. It's to create a meaningful flow of information. Real back-and-forth dialogue.

Think about the last prospect you converted into a client. I'd bet early on, you created that same kind of exchange.

What's your strategy for creating a real flow of information with a prospect?

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