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.
If Salespeople Can Get Customers to Beg, What about Shake Hands and Roll Over?
It's amazing how many different things you can get customers to do: How to . . . get customers to come to you . .…
Defanged, Declawed, and Emasculated. Meet Your Next Generation Sales Rep!
If you're a salesperson, here's your daily dose of self–loathing: "Telling is not selling." "Don't act like a pushy salesperson." "Be interested, not interesting." On…
Certain Businesses DON’T Benefit from Marketing
Direct mail letters that begin "Enjoy a 15% Savings" often get my attention. One I received yesterday added a surprise--"on your Dental Visit!" On...
Selling–It’s Not Just for Salespeople. Do You Have What It Takes?
Perpetual gridlock defines Washington, DC these days--whether it refers to our chronic traffic or Congress. One thing everyone can agree on: any...
Genchi Genbutsu Revolutionizes Selling–Again!
We know a Toyota Prius can reach ninety miles per hour, but how fast can the company's management learn from its mistakes? Not...
So You Want a Career in Sales? How Fast Can You Type?
Ryan24: I heard that Roger's on a Sales Improvement Plan. He missed his quota last 3 quarters. SLee: Seriously? He trained me when I...
The Problem You Solve Depends Mightily on the Questions You Ask
At your last planning meeting, were you confronted with any of these questions: How can we improve our sales productivity? What will enable us to…
“That Will Close in Q2, Boss!” (Pssst. Tell Us Why It Might Not)
Smoking. Obesity. Texting while driving. Duh! It's right after New Year's. We're well aware of what increases our personal risks. If only there was a…
ROI Hype: Finance for Fools?
ROI. Finance for fools? "Guidance" for the gullible? It's hard to say, but it's chic to pay homage to its numerology....
Six Sales Strategy Mistakes to Avoid in 2010
"All sales failures result from executing the wrong strategy, or from executing the right strategy the wrong way." I just made that up, but it's...
Transaction or Transgression? Social Selling Creates Questionable Practices
Q: How can you tell when a salesperson is lying? A: When he or she is using a keyboard. The popular salesman joke, modified...
Social Selling and Corporate Social Responsibility are Natural Bedfellows
November 19th marks the 100th anniversary of the birth of Peter Drucker, one of the most influential business thought leaders of the 20th century....
Cheap Date: Do Free Social Connections Create Hidden Costs?
Which choice provides the best answer for the statement, An online social network requires each of the following, EXCEPT: A. a computer or mobile device…
Just the Facts? Sales Discovery Requires More than Asking “Killer Questions”
Every day, salespeople receive gobs of well-intentioned advice, including: "Shut up and listen!" "Being interested is more important than being interesting." "Telling is not selling."…
Sales Hunters and Farmers Will Starve in a Sales 2.0 World
Despite centuries of discovery, salespeople are still cast in ancient agrarian terms as "hunters" or "farmers." Organizations value aggressive hunters who dote on...
Going, Going, Gone! e-commerce Erases More Than Paper Money
Imagine a meeting of Major League Baseball team owners as they collaborate to improve their financial results. You're in the room. A scrawl of...
Pfizer’s Ethics Violations Hurt All of Us
"At Pfizer I was expected to increase profits at all costs, even when sales meant endangering lives. I couldn't do that," according to John...
Higher Sales Quotas Won’t Overcome Bad Risks and Faulty Assumptions
On August 7th, The Wall Street Journal reported "Sirius has been hurt by plunging auto sales as many new subscribers come on board with...
Six Questions About Theories Everyone Must Ask
Which of these statements do you agree with? "People get more happiness or positive emotions from experiences than from things." "Humans don't need to be…
Princess Cruises. Cloudy Marketing.
The letter I received from Princess Cruises begins "Enjoy your next cruise for FREE." A picture of a Princess Cruises Rewards Visa...