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Category Archives: Marketing and sales execution

Shaming Customers Drives Conversions, but at What Cost?

“Don’t put words in someone else’s mouth!” This sage advice from my first-grade teacher has stuck with me. I have my conversational faults, but I’ve steadfastly avoided this transgression. Yet, the gaffe persists in society today, and it’s growing. We need a grass roots campaign to stop the spread. First, let’s adopt a more contemporary […]

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Disobedience: A How-to Guide for Managers and Employees

Somewhere, a manager just ordered an employee to take a questionable action. To do something immoral or stupid. Something that causes harm to customers. There – it just happened again! In less than the time it takes to read this paragraph. Relentless wrongdoing. It happens all over the world. It was a demand to ignore […]

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Wells Fargo Disinfects Its Sales Culture. Will Other Companies Follow?

I’ve never taught corporate strategy to second graders, but I sometimes think about how to approach the challenge. I’d begin by representing a company as hodgepodge of contraptions. Maybe, a school bus with feathered wings on top, a boat anchor dragging behind, and wheels of various sizes and materials randomly positioned underneath. “Pretend this is […]

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Wells Fargo’s Restitution Must Include Its Fired Sales Employees

Today, there’s a bold headline featured in full-page ads in newspapers across the US. In case you missed it, it’s printed in Wells Fargo red: “Moving forward to make things right.” Contrition, superimposed on a beautiful Western backdrop. In the foreground, a team of six strong horses in full stride pulling a stagecoach. No ethical […]

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Disclaimers: A Slick Way to Kind of Tell the Truth

In 2013, Pakistan’s Tribune newspaper reported that a Pakistani family can spend the equivalent of $9,600 to provide a marriage dowry for a daughter – a fortune in a country where the average annual per capita income is $1,200. Sons, on the other hand, occupy the catbird seat. For them, no dowry payments, just an […]

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