“Our sales results never match what’s forecast!” As the saying goes, “if I received a dollar every time I heard this complaint, I’d be contentedly fly fishing in a remote river right now, untethered from the grid.” Inflated expectations? First, we need to understand what match means in the context of forecasting. If match means […]
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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
Three Reasons Sales Forecasts Don’t Match Results
- Created: Tuesday, 08 May 2018 5:14 pm
- Written by Andrew Rudin
Announcing 16 New Inductees to the Sales Ethics Hall of Shame
- Created: Friday, 04 May 2018 4:52 pm
- Written by Andrew Rudin
A business scam begins with collision of circumstances. A scheming opportunist crosses paths with a person prone to deception. The extension of trust sparks ignition. As Philip Broughton wrote in his book, Mastering the Art of the Sale, “the moment of maximum trust and cooperation is when the virus of dishonesty takes hold.” A chain […]
Fandango’s VIP Club Inspires No Loyalty
- Created: Thursday, 22 February 2018 7:32 pm
- Written by Andrew Rudin
I don’t usually blog about my bad buying experiences, but occasionally there’s a debacle that oozes horrible from every pore. When that happens, I take it as a civic duty to write about it. It’s a way to help others avoid the folly I’m about to describe. This incident started last Saturday when I asked […]
Sales Lesson #1: Don’t “Get” Your Customers to Do Anything!
- Created: Thursday, 21 December 2017 5:40 pm
- Written by Andrew Rudin
Every so often, an article with a title like How to Get Any Customer to Take Action Immediately, burbles into my newsfeed. There are infinite variants. No matter what you want your customers and prospects to do, you can count on finding a putative method for making it happen. But for all the how-to’s devoted […]