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Andrew Rudin

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Managing Principal, Outside Technologies, Inc.

767 points

Andrew (Andy) Rudin is a sales strategist recognized worldwide for his expertise in sales risk management (SRM). Effective sales risk management enables organizations to improve performance across the spectrum of sales, marketing, and business development activities.

Andy's background includes ...

Andrew (Andy) Rudin is a sales strategist recognized worldwide for his expertise in sales risk management (SRM). Effective sales risk management enables organizations to improve performance across the spectrum of sales, marketing, and business development activities.

Andy's background includes over twenty years of B2B sales, marketing, and business development roles, and a recent Certification as a Social Media Strategist (2010). As part of the Outside Technologies, Inc. service offering, Andy helps companies bridge the gap between social media tools and effective sales strategy.

In addition, Andy writes extensively on strategy, social media, and other sales topics, and has been recognized as a Best Author for Customer Relationship Management website CustomerThink (www.customerthink.com/user_content/303), where he serves as Chair of the Founders’ Council of SalesEdgeOne, a community of sales writers and bloggers.

He holds a masters degree in management information technology from the University of Virginia (2005).

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WEB: The Contrary Domino

May 24, 2012

Andrew Rudin and 8 other people answered this question

Should you compensate sales reps differently for new business vs renewals?

Complacency--or the risks that come with it--has been the most consistent reason I've heard for not rewarding renewals. "We want our salespeople out getting new business. If they get an 'annuity,' (from renewals) they'll just get lazy." It's a fear that emanates more from the ... more

Sales Compensation

Sales Management

May 24, 2012

Andrew Rudin is now following Bill Wood and 1 other person

May 23, 2012

Andrew Rudin and 11 other people answered this question

Is "blame the sales people" or "poor sales" the real problem or just a "shadow symptom" for the real issue?

Part of what creates "blame the salesperson" karma is the "can-do" expectation that surrounds the job. Bill alluded to it when he said "sales person is hired to sell. If they are not selling they are not doing their job." Maybe . . . but ... more

Sales Management

May 23, 2012

Andrew Rudin and 4 other people answered this question

How would you handle your top salesperson's resignation?

Two answers, abbreviating from the responses using Dave's answer above, and assigning a different order of importance:
a) the top producer is someone you wish to retain: #3, #2, #1, #4
b) the top producer is someone who you would rather work somewhere else: #4, ... more

Human Resources

Sales Management

May 15, 2012

Andrew Rudin and 10 other people answered this question

How do you and/or your company define success?

Great question. Part a) I define success by asking and answering 'am I better off today than I was yesterday (or whatever time period you choose to use)?' If the answer is 'yes', then by my definition, that's successful. Part b) requires asking and answering ... more

General Management

Human Resources

May 9, 2012

Andrew Rudin and 2 other people answered this question at this roundtable

The Status Quo: Defeat Your Biggest Competitor in Marketing and Sales [5/17 @ 1 pm]

How do you define the term "status quo"?

Thinking of "status quo" as competitor is a common strategic blunder. I know. As a salesperson, I've stubbed my toe over this more often than I'd care to admit. Now, I'm much better at catching myself before I fall into that rat hole. I find ... more

Status Quo Strategy

May 1, 2012

Andrew Rudin and 5 other people answered this question

How do you sell the value of adding internet service to a small business when they don't see a need?

If I were the salesperson, I would ask the prospective customer a) how their current customers find and use information (scenario a, scenario b, scenario c, etc.) and b) how the customers they are currently not selling to, but WANT to sell to accomplish the ... more

Internet Service

April 25, 2012

Andrew Rudin recommends this answer by Kimberly Roden

How can I use Linkedin more efficiently to find jobs in my industry?

Hi John,
I'd suggest to do an "advanced" search on LI under the "jobs" category, of course. You'll be able to really hone in on the details of what you're looking for -- geography, company size, industry type, how recent the job was posted, etc. ... more

Human Resources

April 23, 2012

Andrew Rudin and 9 other people answered this question

What are some key "red flags" to look for when interviewing candidates for regional sales?

Ouch! Gail's comment stung me: "Salesmen have a reputation of having few ethics so look for ones that do have ethics."
Having a sound ethical and moral compass deserves prominence in any candidate hiring decision, but I don't find salespeople any weirder ethically than Managing ... more

Human Resources

April 23, 2012

Andrew Rudin and 12 other people answered this question

What are some techniques to manage stress at work?

I'm so glad this question has been asked, and I have learned much from reading the answers, especially Belldon's and Todd's. In my first job out of college, I quickly learned the benefits that rigorous exercise had for managing stress. In place of lunch, I ... more

Human Resources

Employee Health

Stress Management

April 19, 2012

Andrew Rudin answered this question

How do you define social media ROI?

Prior to asking this question, you should make sure ROI is the measurement that will give you the answer you're seeking. I've seen the dogged pursuit of this ratio take many decision makers down the wrong path. ROI = Average annual operating cash flow divided ... more

April 19, 2012

Andrew Rudin and 7 other people answered this question

In your opinion, can one share too much online?

Many years ago, I attended a panel discussion when Walter Mossberg, the technology columnist for The Wall Street Journal spoke. He made a comment that stuck with me: "If you give enough people a computer and a mouse, you're bound to get garbage online." A ... more

Information Sharing

April 19, 2012

Andrew Rudin and 4 other people answered this question at this roundtable

Sell More and Save More of What You Sell [4/11 @ 1 pm]

Should data trump 'gut feeling' in sales? Should historical buying behaviours and attitudes weigh more heavily on marketing instead of statistics?

This question reminds me of a Peanuts cartoon which I'll paraphrase: Charlie Brown's sister Sally is watching TV and comments that the weather report says it's cold and windy. Charlie says "well, you could just go outside." To which Sally exclaims "Outside?!"
This cartoon hit ... more

Online Strategies

Sales Enablement

April 16, 2012

Andrew Rudin and 5 other people answered this question at this roundtable

How to Network at Events [4/16 @ 11 am]

What are your top opening lines when you first meet someone at a biz event eg: a speaker lunch (particularly if you are not a confident networker)?

Liz: I attend a number of business-related events every month in and around the Washington, DC area. As Erik suggested, there is no "best" opening line, but I would like to add that better lines (icebreakers, we call them in sales) are those that you're ... more

Information Technology

Lead Generation

April 11, 2012

Andrew Rudin and 3 other people answered this question at this roundtable

Finding Fit: Candidate Selection, Rejection & Communication [4/10 @ 4 pm]

How do you create a hiring process that works with your employer brand in mind?

A topic near and dear to my heart! I recently read an article, "Angry Job Applicants Can Hurt Bottom Line," in The Wall Street Journal (http://online.wsj.com/article/SB10001424052702303717304577279473549339082.html) that reminded me how important it is to consider the fact that job candidates are also customers. For a ... more

Human Resources

March 29, 2012

Andrew Rudin and 9 other people answered this question at this roundtable

How to be a Sales Influencer – Grow Your B2B Business through Thought Leadership [3/29 @ 1 pm]

What is YOUR definition of a "sales influencer" in a B2B organization?

That salespeople have to be selective about who they call on is no great revelation. So we're advised to seek 'influencers,' but we're not specific about what, exactly, they must influence. Presumably, we want people who are influential about buying OUR product or service. But ... more

Thought Leadership

March 22, 2012

Andrew Rudin and 15 other people answered this question at this roundtable

Social Media Tips and Tactics for Events [3/14 @ 1 pm]

How have you seen social media used at trade shows?

I saw a great iPad application at a trade show I'm attending now in Hyderabad, India. The application all trade show information to be presented on the iPad, enables attendees and exhibitors to connect with one another through location-based software, text message, and other social ... more

March 22, 2012

Andrew Rudin and 6 other people answered this question

What is the best way to communicate to clients that you are raising your rates?

I like the ideas that are presented. Here are a few other related recommendations:
1) don't tiptoe around the wording "price increase." If your communication causes your customer to ask "what is he or she really getting to here?" then you will have broken trust ... more

Customer Service

March 22, 2012

Andrew Rudin and 1 other person answered this question

What technology solutions have you used (or seen used) to market and manage events?

I just saw a nifty iPad application at a conference I'm attending now in Hyderabad, India. The event information--including scheduling, trade show floor map, exhibitor names and contact information, and more--can be converted from data files and uploaded to iTunes for all attendees to access ... more

March 22, 2012

Andrew Rudin and 1 other person answered this question

Why do many sales reps feel a natural progression of their career will be marketing?

Gosh. There are many ways to go with this answer. I'm not sure the issue you've identified--generically, career path change--is unique to salespeople. Overall, people initiate change in their professional situation because they either feel limited in their current situation, or they see improved opportunity ... more

B2B Sales & Marketing

March 14, 2012

Andrew Rudin and 3 other people answered this question at this roundtable

Should IT Think Like a Service Provider? [3/19 @ 11 am]

Is IT as a service provider the wrong focus?

I think it is the wrong question. The right question is "How can IT bring value to our organization?"
To overcome a longstanding ivory-tower-holier-than-thou image, thinking of having a mission as a "service provider" isn't necessarily a bad thing for IT. But that's a tactical ... more

Information Technology

Service Provider

Following 19 Topics

Business Intelligence

Career Development

Content Marketing

Customer Service

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Marketing Automation

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Marketing Strategy

Sales Management

Sales Strategies

Social Media Marketing

Following 69 People

Followed by 50 People

Knowledgeable in 96 Topics

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