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.
Business developers know about scarcity: paltry lead flow, tight marketing budgets, and not enough time. I could go on. Thankfully, we’re optimistic people. Optimistic...
Whenever I visit a chain grocery store like Safeway, Albertsons, or Publix, I experience sameness. Same layout, same products, same experience - regardless which...
Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” “serve the...
Despite rigorous measurements and sentiment analysis, the number of bad customer experiences that occur every second isn’t known. How many living trees currently populate our…
Sales funnels symbolize a widely-known reality among marketers: s*** happens. Funnels instantly remind us that interactions between buyers and sellers are fraught with risks –…
For customer retention, which of the following do vendors commonly perform: Provide outstanding service and loyalty benefits Impose switching costs through technological impediments and contractual…
Sears, the company that gave the world Kenmore appliances, Craftsman tools, Sears houses, and catalog retailing “limped into bankruptcy” on October 15, according to The…
As a strategist, I look for performance gaps. They are often concealed within operating statistics, and can require sleuthing to flush out. For me, an…
I’ve often wondered why companies hammer sharp social stakes into the ground. Ben and Jerry’s. Hobby Lobby. Chick-fil-a. Lately, Levi’s – my jeans brand –…
The characters in the HBO series Silicon Valley make us laugh because we’ve met them in real life. The sardonic, whip-smart software developer Gilfoyle. The…
“The sales team forecasts $100 million in revenue for the quarter.” Many companies motivate employees with incentives for matching sales results to predictions. Some punish…