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.
IBM at 100: Aggressor? Defender? You Tell Me!
There are two kinds of people in the world: those who over-simplify, and those who don't. Complexity, made clearer through categorization. ...
Top Sales Producer Meets Foreign Corrupt Practices Act. Be Afraid. Be Really Afraid!
Which of the following transactions violates the 1977 US Foreign Corrupt Practices Act (FCPA)? A. Paying a Bloomberg employee's taxi fare to JFK AirportB. Offering...
If This is the Future of Shopping, Heaven Help Us!
If your summer travel plans bring you to Grand Rapids, Michigan, you must visit the International Retail Cashier Hall of Fame and Museum. ...
Boy, Did I Screw Up My Project . . . and How You Can, Too!
Do your colleagues run screaming from the conference room right before you give your monthly report? If so, you have a hint something's wrong....
Trust, Shmust! We Need a Sales Mensch!
A shondah* that in 2011, people have to teach these skills to adults: How to build relationships How to be a trusted advisor Three ways…
Salespeople! Do You Think . . . or Do You Know?
"Do you think . . . or do you know?" Gulp! What sales person or sales manager hasn't faced that question? Or...
Your Sales Superhero Might be Depressed. How Would You Know?
We love a sales superhero! A well-dressed polished professional wearing a starched white shirt, accessorized with a Mont Blanc pen clipped to a...
Five Great Business Books You Might Not Find in the Business Section
If you could read one business book a day, it would take 602 years to read every one that Barnes & Noble offers in...
Sales Candidates Don’t Have a Monopoly on Dumb Interview Mistakes
On days when you're convinced that we live in a civil society, in a kind and empathetic world populated with intelligent and caring individuals...
Innovation and the Emerging Battle for Sales Talent
And now some good news . . . Speaking before the Northern Virginia Technology Council's Titans of Technology breakfast I attended last week, Wes...
Nobody Cares about Your Stinking Market Share!
OK, let's soften that. You care, but your customers and prospects don't. Why? Because by itself, market share doesn't convey value...
Your Sales Productivity Improvement Plan: Tiger in the Tank, or a Meek Meow?
Tiger parents move over! The Anti-Amy Chua, Adequate Parenting, shocks the world, telling parents their kids don't have to be perfect! Could...
Before Salespeople Blog, We Must First Help Them to Write
Should salespeople blog? I don't know. Should salespeople play golf? Exercise? Dress for success? After all, each of these...
Ten Things Every CEO Must Know About Sales Risks
With 2010 fading in the rear-view mirror, CEO's are asking "what risks do we need to anticipate, and what opportunities must we capitalize on...
Sales Enablement 2011: What’s Hot and What’s Not
If you enjoy the thrill of bungee jumping, you probably found 2010 an exhilarating sales year. From SpaceX, to the iPad selling three...
Self-deception Puts Sales Opportunities at Great Risk
"You're in the hunt!" "Great demo!" "We're really impressed." Whether truth or malarkey, salespeople love encouragement from prospects. It's raw material for the sales forecast...
Application Integration Should Enhance Customer Experience, Not Kill It
"Do you want fries with that?" It's a great question when the objective is to encourage a customer to part with just a bit more...
Three Myths about the Impact of Social Media on Selling
"Friends don't let friends become salespeople." At least that's what we might deduce from what many experts are sharing online--that salespeople have lost...
Toward a Social Sales Force: Ominous Lessons from Rutgers
In late September, two Rutgers University students clandestinely videoed a fellow student's private liaison with another student, and tweeted about it as events were...
Wild Pitching! Excessive or Aggressive, Some Sales Tactics Are Just Stupid
When the Washington Nationals played the Houston Astros on Monday, September 20th 2010, not one player was hit by a pitch. ...