Sandler by The Ruby Group

06/19/2026

There's a reason so many companies hit a wall between $7-9M. 📈

The habits and relationships that built your first $5M aren't enough to carry you to $10M. Growth at that level demands structure, a formal sales process, pipeline discipline, scalable onboarding, and consistent coaching.

At Sandler by The Ruby Group, we help organizations make that shift. We start with an objective evaluation of your revenue team, then build in the training and accountability that moves the needle where it matters most.

If $10M is the goal, your infrastructure needs to match your ambition. Let's take a look.

06/19/2026

Think about the last thing you bought.

Did you buy it because it was the cheapest option?

I already know the answer. No. ❌

So why do we convince ourselves as sellers that price is the biggest factor in our customer's decision?

Your customers are thinking about trust. About risk. About whether you're going to show up when something goes wrong. About whether working with you makes their life easier or harder.

Stop leading with price in your own head. ➡️ Start digging into the real reasons someone would choose you over your competitor.

06/19/2026

Fleet advisors aren't thinking about your features. They're thinking about downtime, driver issues, and rising costs, before you even walk in the door.

When a sales rep leads with benefits and specs, it signals one thing: they don't really understand my world. And once that wall goes up, it's hard to bring it back down.

The reps who break through are the ones who ask better questions, dig into the real problems, and help the advisor put a number on what those problems are actually costing them.

At The Ruby Group, that's exactly what we help transportation sales teams learn to do, so price stops being the center of every conversation. 🚛

06/18/2026

Real change doesn't happen the moment you walk out of a training room.

Your brain needs time to catch up. The way you've been thinking, selling, and showing up in conversations didn't develop overnight and neither will the new version of it.

I still catch myself falling back into old patterns sometimes and think, "I used to do that all the time." That's not failure. That's proof the shift is actually happening.

If you walked away from the Sandler Bootcamp in Akron this week with a full notebook and a lot to process good. Give yourself some grace and keep going. 📓

06/17/2026

Looking for a meaningful way to give back and get your brand in front of the right people this summer?

The 2026 Charity Golf Outing benefiting Operation New Uniform is your opportunity.

📅 August 31, 2026 | Fox Meadow Country Club | Medina, OH
🕚 Registration 11:00AM | Shotgun Start 12:30PM

Every dollar supports Operation New Uniform's mission to transform the lives of those who served our country, completely free of charge to them.

Reserve your spot today: 🔗

Join The Ruby Group for our 2026 Charity Golf Outing. August 31 at Fox Meadow Country Club, Medina, OH. $175/person Proceeds benefit Operation New Uniform.

06/17/2026

A bad hire cost one company $250,000 and it wasn't even an executive role.

Most leaders don't sit down and add up what a wrong hire actually costs them, but when you factor in everything that goes into fixing it the retraining, the lost momentum, the management hours, starting the search all over again it gets painful fast.

Your people are your biggest asset, which means putting the wrong person in a sales seat is one of the most expensive mistakes a company can make.

At The Ruby Group, we have tools specifically designed to help take the guesswork out of hiring salespeople. Not foolproof, but a serious upgrade from gut instinct alone. Reach out if you want to learn more. 💰

06/17/2026

Sales leaders, this one's for you. 💡

Be honest. How many of your weekly sales meetings look exactly like the one before it? The same reps. The same updates. The same deals stuck in the same place.

No real accountability. No clear next steps. Just kicking the can down the road, again.

It doesn't have to be that way. Our leadership and management training at The Ruby Group helps you build a structure around pipeline management that creates real accountability, not just for you as the leader, but for every single person on your team.

If you're ready to run meetings that actually move the needle, reach out to me or anyone at The Ruby Group. We'd love to have a conversation.

06/17/2026

If your customer is asking about price first, you've already lost.

I've watched reps walk into rooms with strong relationships, solid products, and real results behind them and still get beaten on price by a competitor they should have crushed.

Here's what nobody wants to say out loud:

Relationships only get you to the door. They don't close deals anymore.

The reps who win consistently, not occasionally, consistently aren't the smoothest talkers. They're the best questioners. They ask things the buyer wasn't expecting. They slow down when everyone else is rushing to pitch. They make the person across the table feel like someone finally gets it.

And when a buyer feels truly understood?
Price stops being the first conversation.
That's not a tactic. That's what a real sales process does.
It doesn't make you the cheapest option in the room.
It makes you the obvious one. 🎯

If your team is tired of defending their number instead of demonstrating their value, let's talk about what the process in between actually looks like.

06/16/2026

Prospects going silent isn't always a dead end, sometimes it's just a trust problem.

Today's buyers are tired. They've heard the big promises, felt the pressure, and learned that going quiet is easier than dealing with a hard sell. So they ghost, and we're left wondering what happened.

One of the simplest reframes is to just tell them no is okay. Not as a trick, but genuinely meaning it. That one shift can completely change the tone of a follow-up and open a real conversation that the usual check-in message never would.

Try it and see what happens. 🤝

06/16/2026

"Tell me more."

Three words that will take your sales conversations further than almost anything else you could say.

Most people hear something interesting and immediately jump to a solution, a story, or the next question on their list. But when you slow down and just ask for more, you get closer to what's actually going on the real situation, the real problem, the real motivation.

It sounds almost too simple, but that's what makes it so easy to skip over. Try it in your next conversation and see where it takes you. 💡