Andrew Rudin

Pfizer’s Ethics Violations Hurt All of Us

"At Pfizer I was expected to increase profits at all costs, even when sales meant endangering lives. I couldn't do that," according to John Kopchinski, the sales representative who blew the whistle on Pfizer's illegal marketing practices of Bextra, a now-discontinued medication approved for...

Higher Sales Quotas Won’t Overcome Bad Risks and Faulty Assumptions

On August 7th, The Wall Street Journal reported "Sirius has been hurt by plunging auto sales as many new subscribers come on board with the purchase of a new vehicle." (Sirius's Loss Widens as Subscribers Slip) Ooops. People were fat, dumb, and happy...

Six Questions About Theories Everyone Must Ask

Which of these statements do you agree with? "People get more happiness or positive emotions from experiences than from things." "Humans don't need to be aware of the event that caused their mood or feelings in order to be affected by it." "When you eat…

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 Signature Card appears below, containing a beautiful photo of the bow of a Princess cruise ship taken against a shimmering...

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." The presenter who recently shared that fact didn't need a clarion for emphasis—but it would have fit right in. ...

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, laundry detergent, or repair putty. Go ahead. Step right up. See if you're a better salesperson than...

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. The more calls you make, the better your chances are for a sale." They're tired and no…

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 they intend to prove it next month when the companies roll out a trial coupon system in New Jersey. ...

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 of Management Journal, An Examination of Whether and How Racial and Gender Biases Influence Customer Satisfaction. According to the...

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 in the 1980's. Customer empowerment wasn't a popular notion back then. Fast forward to social media-enabled 2009. ...

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 for a quartet of challenges? Yet, most of us have achieved at least three of them--somehow. Before the banking...

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 our privacy. But in sales and marketing, we embrace social media as transformational. We're primed for game changers, and we...

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 Go-to-Market Process. The face-to-face event was complimentary to the local business community in Northern Virginia, and included experts from...

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 understand and remember . . . straightforward but potent messages." As the photo illustrates, simplicity alone doesn't make a message...

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 vision, and he's not alone. Building customer trust is inseparably connected to building shareholder value. Not surprisingly,...

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 trio, slipping in one final barb, "I don't think there's anybody back there," as she struggles to peer across an...

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 could see these networks? What would you do differently?" Rob Cross, author of a new book, Driving...

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 Miller's iconic play Death of a Salesman has become embedded in blogs and articles worldwide. But as Mark Twain...

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 readers: Dear Friend: As we enter the new year, conditions are not very good for purchasing new supplies and...

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. "Customers are always unhappy within the first 90 days of an install." He was right in one way: our...

New Posts