Andrew Rudin

Princess Cruises. Cloudy Marketing.

The letter I received from Princess Cruises begins "Enjoy your next cruise for FREE." A picture of a Princess Cruises Rewards Visa...

Get Beyond “92%” Hype: What Happens Inside the Internet Black Box?

Investing in an Internet strategy for your organization? Here's an encouraging statistic: "In the business decision-making process, 92% of people go online for information." ...

Perfect Pitch: A Tribute to Billy Mays, 1958-2009

Think you can sell ice to Eskimos? What about making a sales pitch in front of strangers for toilet bowl cleaner, picture hooks,...

Is “Call on the CXO” a Winning Strategy for Salespeople?

Do these sales tenets sound familiar? "Focus your efforts on reaching C-level executives." "Get in front of a decision maker." "Get around the gatekeeper!" "It's a numbers game....

Samplesaint Believes That Barcodes and Cell Phones Are a Heavenly Match

Could an innovative combination of two commodity technologies—barcodes and cell phones—provide companies a propriety advantage? Samplesaint, Unilever, and Shoprite are betting it will, and...

Race and Gender Impact Employee Customer Service Bonuses

Are customer satisfaction surveys a fair and unbiased tool for for assigning employee bonuses? No, according to a study published in the Academy...

Tell the Truth–Is an Educated Consumer Really Your Best Customer?

"An educated consumer is our best customer." That slogan stood out when Sy Syms, CEO of Syms Corporation, said it in television ads...

Will a Slow Sales Movement Save Us from Ourselves?

"Sell more, with fewer resources, faster. Oh, while you're at it, bring me the broomstick of the Wicked Witch of the West." How's that...

Hype vs. Hope: For Salespeople, Is Social Media Living up to Its Promise?

Social media has permeated our personal lives so thoroughly that we hardly notice when a new technology tool chips away a little more of...

Thought Leaders: PLEASE tell me something I DON’T Know!

This year CMG Partners, an East-coast based marketing strategy firm hosted a panel discussion entitled Why Good Products Fail & How to Improve the...

Ready to Sell? Quick–Name Your Prospect’s Issue!

Author Michael Korda said "great leaders are almost always great simplifiers who cut through argument, debate, and doubt to offer a solution everyone can...

Hold the Trust: A “Trusted Advisor” Who Earns a Sales Commission is Just an...

"We want our salespeople to work as trusted advisors to our clients." The VP of sales who shared that idea has a noble...

When False Expections Lead to “I Don’t Think There’s Anybody Back There”

If you're old enough to remember Wendy's Where's the Beef? commercial, you'll recall Clara Peller, the woman on the right of the skeptical customer...

What Makes a Social Network Valuable? The Answer Might Surprise You

"What do we know about the networks of high performers? What promotes knowledge worker productivity? What would you do if you...

Do Salespeople Bug You? Here’s Why They Won’t Go Away

Search the phrase death of a salesperson on Google, and it will return around 15,000 results. This corruption of the title of Arthur...

Senior Moment: What Our Elders Can Teach Us About Sales

Yesterday I received a sales letter that hit me like a breath of fresh, un-digitized air. I wanted to share it with my...

Money is Tight. Where’s the Biggest Customer Experience Bang for the Buck?

The VP of Sales at a software company I worked for frequently chided his sales force not to boast to prospects about recent wins....

When Making Sales Resolutions for 2009, Look Both Ways!

Resolution making can be an easy-to-delay challenge. After January 1, the world keeps moving and we must move with it--resolution-ready or not!...

Will This Year’s Sales Assumptions Work in 2009?

In the last two weeks, has anyone swaggered up to you and said "Yeah, 2008 played out the way I thought it would."? I...

In an Uncertain Economy, Sales Success Means Knowing When to Throw–and Catch–a Hot Potato

Sales risk has always been a business hot potato. It's more comfortable when someone else is holding it. In this economy, the risk potato...

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