Andrew Rudin: Navigating Revenue Uncertainty

Targeting Vulnerable Consumers: The Dark Side of Lead Generation

Comedian Jerry Seinfeld popularized the humor contained in banality. His brilliance was in extracting hilarity from bad-tasting hot dogs, annoying neighbors, and weird clothing....

Accuracy, and Other Harmful Myths about Revenue Forecasting

Most people don’t humble brag about revenue forecasts. “Our #revenue #forecasts have been 2% off for 7 straight qtrs. Can’t make them accurate. #annoyed” But...

Revenue Planning 2016: Seven Ways to Keep Sales from Becoming a Risk Receptacle

Four years ago, Martin Winterkorn, now the former CEO of Volkswagen, described an audacious goal to triple the company’s US sales. As he explained...

Design: Reducing Revenue Risk with Elegance

I’m looking at a contemporary marvel of design engineering. A form that anyone can recognize, but would be just as familiar to the ancient...

“Hey Y’all! Watch This!” Are You Wingsuit Flying with Your Revenue Plan?

The English language needs a new word. A word that combines the meanings of hope and stupidity. Hopeidity sounds right. A versatile noun I...

Teach Your Sales Force Well: Learning from Pay-for-Performance

As Americans breathlessly awaited release of the Wells Report concerning the New England Patriots football-inflation scandal, another one was unfolding. A scandal that...

The Lucrative Black Market for Customer Trust

“Free travel.” A combination of words that grabs my attention, and stirs my soul. When? . . . How? . . . I’m thinking...

“Try It, You’ll Like It!” The Power and Pitfalls of Trying Before Buying

Me? I’m way too savvy to fall for slick marketing gimmicks. But a trip to my local Whole Foods Market upended my fragile arrogance. ...

Can Your Sales Contracts Withstand Misfortune, Misunderstanding and Mistake?

By Andrew Rudin and Aileen A. Pisciotta, Esq. For many sales practitioners, Legal has earned a reputation as the Sales Prevention...

Constructive Paranoia: Coming Soon to a Sales Organization Near You

Admiral Hyman Rickover, who pioneered the US nuclear-powered navy, famously required job candidates to sit on a chair that he intentionally made awkwardly lopsided....

Do You Mangle What You Measure? Eight Pitfalls to Avoid

“You can’t manage what you can’t measure.” Grrrrrr! It sounds authoritative. Catchy, too. I like it! I wanted to learn who originated this...

Revenue Uncertainty – Part III: How to Model Revenue Risk

Tension is high, and anticipation is thick as the annual sales kickoff for DisruptaCorp begins. Employees at the young tech...

Revenue Uncertainty – Part II: Putting Uncertainty to Work at Your Company

Last year I snapped a photo of a curious bumper sticker, and posted it on Facebook. It read, If you’re prepared for flying irradiated...

Revenue Uncertainty – Part 1: Known Unknowns, Unknown Unknowns, and Everything in Between

“. . . There are known knowns; there are things we know we know. We also know there are known unknowns; that is to...

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