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.
Salespeople fight a "guilty until proven innocent" reputation when working with customers. I know, because as a salesperson I've battled it for over...
For those who may not be familiar with Goofus and Gallant, the Highlights Magazine feature contrasts how two children—Goofus, who is bad, and Gallant,...
What qualities make a salesperson a top performer? Being young and energetic? Money-motivated? Aggressive? Outgoing and gregarious? Or having strong product knowledge, and experience...
Five years from now, which sales strategies and tactics will matter? Will familiar terms such as "cold calling," "individual contributor" and "lead lists" ultimately...
Which of these definitions comports with your beliefs? "Salesmanship is a battle of organized knowledge against unorganized knowledge or ignorance." or "Salesmanship is the ability…
A brief rant, then questions: Earlier this year I received an e-newsletter with a press release about a new risk management software product developed by...
I was in midway through writing an article with the dour title "Prospecting Doesn't Matter" (owing to Nicholas Carr's 2003 Harvard Business Review article...
Which business risk represents the greatest threat to shareholder value? Natural disasters? Terrorism? Product defects? Piracy? Patent infringement? Lack of ethical boundaries? If you answered...
Sears--the retailing powerhouse that broke down paradigms for how consumers purchase hardgoods hasn't figured out how to maintain their visionary edge. Many would...