Andrew Rudin

Revenue: MiMedx Shows How to Fake It Till You Make It

Suppose your company pioneered a product able to improve the health of millions of people. Suppose that over the past five years, you reported at least 50% year-to-year revenue growth. To cap it off, suppose Fortune recognized your company as the fifth-fastest growing public company…

Long-term Revenue Success Depends on Moral Leadership and Sound Ethical Conduct

Elizabeth Holmes, CEO of Theranos, and John Zimmer, CEO of Lyft, have much in common. They are the same age – born less than two months apart in 1984. Both were accepted into prestigious universities. Holmes attended Stanford, and Zimmer went to Cornell. As undergraduate…

In Sales Forecasting, Quality Is the New Accuracy

“The sales team forecasts $100 million in revenue for the quarter.” Many companies motivate employees with incentives for matching sales results to predictions. Some punish them for being wrong. Some do both. A constant lament:  “Why, oh why, can’t I get an accurate sales forecast?”…

First, Stop Using the Term “Win/Loss”

  “Things are not always what they seem.” We can thank Phaedrus, an Athenian who lived around 400 BC, for that insight. He’s also credited with coining a curious metaphor, “opportunity has hair in front, but is bald behind.” Phaedrus isn’t the gung-ho, up-tempo spirit…

Three Reasons Sales Forecasts Don’t Match Results

“Our sales results never match what’s forecast!” As the saying goes, “if I received a dollar every time I heard this complaint, I’d be contentedly fly fishing in a remote river right now, untethered from the grid.” Inflated expectations? First, we need to understand what…

Announcing 16 New Inductees to the Sales Ethics Hall of Shame

A business scam begins with collision of circumstances. A scheming opportunist crosses paths with a person prone to deception. The extension of trust sparks ignition. As Philip Broughton wrote in his book, Mastering the Art of the Sale, “the moment of maximum trust and cooperation…

Fandango’s VIP Club Inspires No Loyalty

I don’t usually blog about my bad buying experiences, but occasionally there’s a debacle that oozes horrible from every pore. When that happens, I take it as a civic duty to write about it. It’s a way to help others avoid the folly I’m about…

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 infinite variants. No matter what you want your customers and prospects to do, you can count on finding a putative...

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 about the past.” My friend knew his joke contained truth. We chatted over lunch, and my friend, newly-retired from B2B...

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 ways, blissfully naïve. Listen/ Do you want to know a secret/Do you promise not to tell?, whoa oh, oh Let…

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 night? A duo of sticky problems: how to create unique product designs that consumers easily recognize, and how to ensure…

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” when he doesn’t see any science. He examines experimental hypotheses, and weighs research methods and data. “The principle is to...

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 with several surveys. One study conducted in 2014 listed the top 10 least honest (the number following indicates the percentage...

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 company’s marketing pitch in 2015. “Have an Affair today on Ashley Madison. Thousands of cheating wives and cheating husbands signup...

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 back toward the customer,” Matt Watkinson wrote in his book, The Ten Principles Behind Great Customer Experiences. The precarious balance of...

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 advice, but for most executives, it’s wicked hard. An ideal place for opportunists to step in and promote simple answers...

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 answer. Was the event a wayward business venture, or a get-rich-quick scheme? The festival’s originator, entrepreneur Billy McFarland, claims honest...

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 as soon I heard scuttlebutt that Vint Cerf, Google Vice President and Chief Internet Evangelist would be speaking this week...

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 to be when they grow up. Expect hesitation. The question will not be as easy to answer as it was...

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 my conversational faults, but I’ve steadfastly avoided this transgression. Yet, the gaffe persists in society today, and it's growing. We…

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