andrew_rudin

 

Perception is Reality

Andrew Rudin, Outside Technologies, Inc.
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Andrew (Andy) Rudin is Managing Principal of Outside Technologies, Inc., specializing in sales strategy for technology companies. He holds a master of science in management information technology from the McIntire School of Commerce, University of Virginia. You can send an email to arudin(at)outsidetechnologies(dot)com. Follow me on Twitter.

 
Member for 2 years 18 weeks
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User points: 7125
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Recent Posts
  • Title
    Perfect Pitch: A Tribute to Billy Mays, 1958-2009
    Type
    Blog
    posted
     Jun. 30, 2009;
     0
    comments
    body
    Think you can sell ice to Eskimos? What about making a sales pitch in front of strangers for toilet bowl cleaner, picture hooks, laundry detergent, or putty. Go ahead. Step right up. See if...
  • Title
    Is "Call on the CXO" a Winning Strategy for Salespeople?
    Type
    Article
    posted
     Jun. 19, 2009;
     0
    comments
    body
    Do these sales tenets sound familiar? "Focus your efforts on reaching C-level executives." "Get in front of a decision maker." "Get around the gatekeeper!" "It's a numbers game. The more calls you...
  • Title
    Samplesaint Believes That Barcodes and Cell Phones Are a Heavenly Match
    Type
    Blog
    posted
     Jun. 12, 2009;
     1
    comment
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    Could an innovative combination of two commodity technologies—barcodes and cell phones—provide companies a propriety advantage? Samplesaint, Unilever, and Shoprite are betting it will, and they...
  • Title
    Race and Gender Impact Employee Customer Service Bonuses
    Type
    Blog
    posted
     Jun. 1, 2009;
     0
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    Are customer satisfaction surveys a fair and unbiased tool for for assigning employee bonuses? No, according to a study published in the Academy of Management Journal, An Examination of Whether and...
  • Title
    Tell the Truth--Is an Educated Consumer Really Your Best Customer?
    Type
    Blog
    posted
     May. 21, 2009;
     5
    comments
    body
    “An educated consumer is our best customer.” That slogan stood out when Sy Syms, CEO of Syms Corporation, said it in television ads in the 1980’s. Customer empowerment wasn’t a popular...
  • Title
    Will a Slow Sales Movement Save Us from Ourselves?
    Type
    Blog
    posted
     May. 12, 2009;
     1
    comment
    body
    “Sell more, with fewer resources, faster. Oh, while you’re at it, bring me the broomstick of the Wicked Witch of the West.” How’s that for a challenge quartet? If you haven’t seen these...
  • Title
    Hype vs. Hope: For Salespeople, Is Social Media Living up to Its Promise?
    Type
    Article
    posted
     May. 1, 2009;
     5
    comments
    body
    Social media has permeated our personal lives so thoroughly that we hardly notice when a new technology tool chips away a little more of our privacy. But in sales and marketing, we embrace social...
  • Title
    Thought Leaders: PLEASE tell me something I DON'T know!
    Type
    Blog
    posted
     Apr. 16, 2009;
     16
    comments
    body
    This year CMG Partners, an East-coast based marketing strategy firm hosted a panel discussion entitled Why Good Products Fail & How to Improve the Go-to-Market Process. The face-to-face event...
  • Title
    Ready to Sell? Quick--Name Your Prospect's Issue!
    Type
    Blog
    posted
     Apr. 2, 2009;
     0
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    body
    Author Michael Korda said “great leaders are almost always great simplifiers who cut through argument, debate, and doubt to offer a solution everyone can understand and remember . . ....
  • Title
    Hold the Trust: A "Trusted Advisor" Who Earns a Sales Commission is Just an Advisor
    Type
    Blog
    posted
     Mar. 19, 2009;
     2
    comments
    body
    “We want our salespeople to work as trusted advisors to our clients.” The VP of sales who shared that idea has a noble vision, and he’s not alone. Building customer trust is inseparably...