Andrew (Andy) Rudin is Managing Principal of CONTRARY DOMINO, and faculty at George Mason University's School of Engineering and Information Technology. Andy provides comprehensive services to companies for sales governance, risk management, and compliance (GRC). Andy has a BS in marketing and an MS in information technology, both from the University of Virginia. In 2018, he was recognized as a Hall of Fame author on CustomerThink.
"No thanks. We are completely happy with our current provider." It's a loyal sentiment that stops many sales conversations cold. If my customers always swatted...
How's this for a conundrum? Help the customer or enforce company policy. Enforce policy or help the customer. Office Depot's management created this...
When managing sales relationships with major accounts, is it better to have more points of contact between vendor and customer—or fewer? The answer depends on...