In the 1980’s, I demonstrated my company’s accounting software to a prospective buyer, the CEO of a large lumber and plywood wholesaler in Virginia. A few minutes into our meeting, I showed him how a credit hold worked. “If an account is delinquent,” I said, “our software lets you know at the point-of-sale, and the […]
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Turn Risk into Revenue Power
Read MoreInherent business risk can be your downfall or your fuel. We help you stop the domino effect and build strength through uncertainty.
Inherent business risk can be your downfall or your fuel. We help you stop the domino effect and build strength through uncertainty.
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Acquire New Customers.
Read MoreTarget marketing, pipeline management, prospecting and lead generation.
Target marketing, pipeline management, prospecting and lead generation.
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Grow Your Revenue.
Read MoreManaging boundary risk, revenue modeling.
Managing boundary risk, revenue modeling.
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Retain Customers.
Read MoreAccount management, loyalty programs, managing churn.
Account management, loyalty programs, managing churn.
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Win Back Accounts.
Read MoreTurn lost customers into new business.
Turn lost customers into new business.
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Sales Governance
Developing and implementing marketing communications plans.
Maintaining sales-force readiness.
Revenue Strategy
Ensuring accuracy of key marketing information, and making sure it’s protected.
Managing intellectual properties.
Ensuring supply-chain responsiveness.
Risk Assessment
Avoiding disruptions that affect revenue, and responding quickly to events.
Avoiding social media and ethical disasters.
Monitoring emerging trends and forces.
Insight from our Blog
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TOP CATEGORY
Customer ExperienceTransparency, customer rage, the best and worst of CRMs, loyalty, and when it's best to lose a sale.Read More -
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CORE SKILLS
Revenue Risk ManagementMisfortune, the black market of customer trust, constructive paranoia, and the wide spectrum of unknowns.Read More -
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IDEAS
InnovationOn technology startups, cold assumptions, the black box of the internet, and the new problems of new solutions.Read More -
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TOP CATEGORY
The myth of revenue forecasting, the magic of 73%, when it takes a village, and stopping a great product from…Read More
Time to Re-Think Your Company’s Sales Compensation Plan
- Created: Tuesday, 09 June 2020 4:16 pm
- Written by Andrew Rudin
Years ago, a recruiter for an IT company asked me for details about my earnings history in a prior sales role. Although many hiring managers make the same request, hers went further. She wanted copies of my past three years of W-2’s. “It’s part of our interview process,” she told me. “We need earnings proof […]
On My Honor as a Salesperson. A New Look at Why Sales Ethics Matter
- Created: Thursday, 28 May 2020 4:51 pm
- Written by Andrew Rudin
Which risk poses the greatest threat to a company’s market value – Pandemics and natural disasters? Terrorism? Product defects? Patent infringement? Theft of intellectual property? Lack of moral boundaries? If you answered anything but the last choice, think again. The decimation of market value at Tyco, Worldcom, and Enron – three of the most prominent […]
Feeling Morally Queasy at Work? Tips for Voicing Your Values
- Created: Tuesday, 05 February 2019 6:24 pm
- Written by Andrew Rudin
I’d like to encircle the workplace with yellow safety tape. Long ribbons of it. “Caution! Do not enter!” That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, and paper cuts. I’m talking exploitation, harassment, and passive aggression. I’d use safety tape to protect people from the […]