Andrew Rudin

A Tsunami of New Social Connectedness Is on the Way

Five years from now, which sales strategies and tactics will matter? Will familiar terms such as "cold calling," "individual contributor" and "lead lists" ultimately vanish, replaced by "word-of-mouth marketing," "collaborative teams" and "integrated marketing databases"? Will viral potential and page views become the currency...

Six Ways Companies Promote Sales Failure

Every day I learn about field-tested sales tactics. Some are innovative and effective. Others--well, I just have to ask "and how's that working for you?" If you're like me, and would rather avoid pain by learning from someone else's difficult experience, pull...

Your Next Cell Phone Rant Could Become the Subject of a Blog

When I was at the gym last week, I eavesdropped as a distraught salesperson spoke on his cell phone to an unknown listener—and to everyone else within earshot. He spewed a litany about why he and his company were about to lose...

Your Cutting-Edge Strategy Won’t Cut It in 2012

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 to make a mutually profitable exchange of values." In fact, both definitions appear in a book first published almost 100…

The Curse of Knowledge

"We need people with industry experience working on our new product launch. A person new to our market would never understand the nuances of what our customers need." Do these statements sound like ones you or a colleague have made? I've made them....

The Right Sales Questions Will Get the Right Answers

What happens when we make assumptions? The movie, The Return of the Pink Panther, provides a great lesson. Peter Sellers, playing the immortal Inspector Clouseau, sees a small dog in a hotel lobby, and asks the clerk, "Does your dog bite?" The clerk responds...

Marketing Resources Minus Empathy = Zero

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 a well-known Virginia-based company. Because risk management is a topical interest, I explored the company's website for more information,...

How Humor and Eavesdropping Combine To Win Sales

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 "IT Doesn't Matter") when I serendipitously uncovered something that debunked my premise--at least for now. A New Jersey company,...

“On My Honor, as a Salesperson . . .”: Why Sales Ethics Matter

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 anything but the last choice, think again. The massive collapse of market capitalization at Tyco, Worldcom, and Enron underscores the...

Why Sears Customers Continue To Suffer

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 argue that they lost it many years ago. Today they are the poster child of companies that say--no, shout--to their...

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