Andrew Rudin
Andrew Rudin
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.
CEM. It’s Not Just for Customers Anymore!
Some customers are notorious for beating up on unprepared salespeople. So if you want to know whether a sales candidate has enough mojo...
How to Spot Sales Job Quicksand Before You’re Knee Deep
Collette, a former sales colleague, has a problem. She's tenacious, poised, and highly motivated, but when she asks questions, she goes right...
Human Talent or Party Animal? When an Employee’s Social Media Content Becomes a Legal Liability
Everyone loved the sales candidate you want to hire. He had a great resume, and was so money-motivated, he made Scott Boras look...
Six Sales Risks That Should Not Be Overlooked
When you watch Super Bowl XLVI this coming Sunday, you will likely see at least one end zone celebration. Don't worry if...
Is Collaboration Overrated?
How many prospects does it take to buy a light bulb? More than ever it seems, thanks to social networks and a plethora of great...
I’m Not against Change, I Just Like My Pain!
In his new book about psychology and economics, Thinking, Fast and Slow, author Daniel Kahneman writes that objective observers are "more likely to detect...
Great! You’re a Solution Provider. Aren’t You Leaving Something Out?
In his closing remarks for a panel discussion I attended today, Social Media and the Press: How to Build Lasting Relationships, Steven Overly, reporter...
Sgt. Dakota Meyer is Right: Some Sales are Wrong
"We are taking the best gear, the best technology on the market to date and giving it to guys known to stab us in...
What B2B Sales Innovators Can Learn from Non-profits
". . . when Business Development goes awry." A Far Side cartoon should accompany the phrase, but this is real life: "Merck &...
“Oops” Moments in Sales Usually Don’t Go Viral. Phew!
If you've ever wondered how a benevolent god could have invented PowerPoint, watch Rick Perry say "oops!" I know it's painful. But please--just one...
Overhaul the Sales Profession and Fix the Economy! An Open Letter to President Obama
Dear President Obama: Buyers and sellers are not getting along, at great cost to our economy. Our selling model is broken, and the sales...
Will the Next Sales Achiever Be a Vegetarian?
Looking for your next sales achiever? Here's how one sales manager I worked with tackled the challenge: "The perfect salesperson is one who has a...
Sales Enablement 2012: What’s Hot and What’s Not
Not even eleven months have passed since last year's Hot/Not, but I couldn't wait a minute longer to write this one! Adapting to rapid...
What do Tech Buyers Really Think of Salespeople? Three CIO’s Tell All!
Several years ago I phoned a colleague about a customer's technical problem, and asked her to transfer me to Tom in Hardware Support. ...
Out of B-School and Into the Sales Call: Why Porter’s Five Forces Beats Triggers
What sparked these decisions? Wal-mart to buy more from women-owned firms Rolls Royce to design experimental electric vehicle UPS will eliminate the need for drivers…
Salespeople Can’t Sell Without Making Assumptions
"When would it be convenient for you to talk next week?" Did you catch the assumptions in the question? How about: that you consider...
Airbus v. Boeing: Losing Your Risk Appetite Might Leave You Hungry
Enough about Murdoch! There's another headline—a sales headline—that deserves mention: Forty Billion Dollars! 460 aircraft! You think your sales job is high pressure?...
Does This Software Make Me Look Fat?
"Does this software make me look fat?" Hmmm . . . . what will complete honesty get you? How much should you tell...
Management Confusion over Sales Execution, and How to Prevent It
"Thirty minutes or it's free!" The Dominos Pizza slogan won notoriety for the conflict it created for its drivers: Get the order...
When Do “Lame Excuses” Mutate into Significant Risks?
"12 Lame Excuses Salespeople Use and How to Respond" This headline from a June 30th blog grabbed my attention like a July 4th firecracker. ...