“Your judgment gets clouded out in the field when you are pressured to sell, sell, sell.” Wells Fargo, 2016? Actually, no. Dial back about twenty-two years – to 1994. This came from Prudential Insurance sales rep John Vetter, about a scam that began in the 1980’s. A scam that victimized nearly eleven million Prudential customers. […]
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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
When I Say “Cheat,” You Say “How Much?” Why Salespeople Are Easy to Exploit
- Created: Wednesday, 26 October 2016 4:58 pm
- Written by Andrew Rudin
Wells Fargo’s Restitution Must Include Its Fired Sales Employees
- Created: Friday, 14 October 2016 6:50 pm
- Written by Andrew Rudin
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 […]
Testimony from a Lesser-known Consumer Scam
- Created: Tuesday, 04 October 2016 2:40 pm
- Written by Andrew Rudin
Last week, Wells Fargo CEO John Stumpf faced members of Congress about his company’s fraudulent sales practices. His lengthy testimony in front of the Senate Banking Committee last Thursday was particularly difficult, not only for Stumpf, but for the committee members, too. When the hearing ended, I was in the lobby at the US Capitol. […]
Cross-selling Is Not Evil!
- Created: Friday, 23 September 2016 8:43 pm
- Written by Andrew Rudin
You can’t read or hear anything about Wells Fargo without cross-selling popping up. “At Wells Fargo, apparently, the solution in recent years was aggressive ‘cross selling’ of its existing customers – that is, urging them to open credit card accounts to go with their checking accounts, and so on, in order to generate more fees,” […]