Andrew Rudin

Sales Lesson #1: Don’t “Get” Your Customers to Do Anything!

Every so often, an article with a title like How to Get Any Customer to Take Action Immediately, burbles into my newsfeed. There are...

Considering a Career in Sales? Find Something Different!

“Do you know what a sales interview is?” a friend of mine quipped. “It’s one person lying about the future, talking to another lying...

A Future Without Secrets? Why We Need Ethical Data Governance

  Do You Want to Know a Secret?  When the Beatles released this song in 1963, the world was different. Less frantic, and in many...

Hate, Bad Product Placement, and Brand Risk

The author and his dogs on The Lawn at the University of Virginia. The Rotunda appears in the background. What keeps marketing executives up at...

Skepticism: An Antidote for Statistical Malpractice

Michael Shermer, founder of the Skeptics Society, doesn’t suffer fools. He questions assertions that others accept as fact. He challenges claims of “scientifically proven”...

Do Salespeople Lie More Than Other Professionals?

Compared to other professions, are salespeople disproportionately prone to lying? To reveal the answer, I searched online for most dishonest professions, and was rewarded...

Companies That Abuse Customer Privacy Will Feel Their Fury – Again

The company Ashley Madison offers an audacious capability: extramarital affairs.  “Ashley Madison is the most famous name in infidelity and married dating,” proclaimed the...

In the Digital Revolution, Customers Have Nothing to Lose But Their Privacy

“If advances in technology during the industrial revolution swung the balance of power toward the corporation, those of the digital revolution have swung it...

Is Maximizing Shareholder Value Poisonous?

If you grab your favorite marketing book and boil away process diagrams, statistics, and literary fluff, just two words will remain: create value.  Easy-sounding...

Doused Fyre: Does Our Obsession with Audacious Innovation Make Us Suckers for Scams?

What’s the difference between aggressive marketing and a sales scam? The aftermath of the 2017 Fyre Festival  explores this question, and lawyers are debating the...

The Unfinished Business of the Internet

These days, there are a lot of secrets in Washington, and people are struggling to contain them. But I have a good grapevine, and...

Will the Smart Machine Age Make Today’s Sales Skills Obsolete?

In 2015, nearly four million babies were born in the United States.  Today they are toddlers, and many will be asked what they want...

Shaming Customers Drives Conversions, but at What Cost?

Magnolia (not her real opinion) “Don’t put words in someone else’s mouth!” This sage advice from my first-grade teacher has stuck with me. I have...

Why Companies Should Care about How They Earn Revenue

“I don’t care how you make your number, as long as you make it,” my district manager admonished his sales team back in 1993....

Disobedience: A How-to Guide for Managers and Employees

Somewhere, a manager just ordered an employee to take a questionable action. To do something immoral or stupid. Something that causes harm to customers....

The Difference Between Loyalty and Habit – and Why It Matters!

If you ask me to define a word, I usually start by describing what it is, or what it means. “A screwdriver is a...

Personalization: Gateway to Dystopia

Back in the ‘90’s, Robert, a project manager at a systems integrator, asked me for some technical guidance about automated identification. “I want to...

Optimize: Meaningful Math or Over-worn Word?

If you want to become a linguistic maven, or the life of a party, read Made in America - An Informal History of the...

Wells Fargo Disinfects Its Sales Culture. Will Other Companies Follow?

I’ve never taught corporate strategy to second graders, but I sometimes think about how to approach the challenge. I’d begin by representing a company...

Should Companies Stop Worshiping Sales Rock Stars?

“Can you find us a sales rep? And not just any rep. We want a rock star!” An ordinary request for something truly extraordinary....

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