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Who is Jeff Skilling of Enron? What was his role in the company’s failure? Jeff Skilling, Enron’s COO was instrumental in enacting the business practices and culture that led to Enron’s demise. Jeff Skilling at Enron promoted bad accounting practices, greed, and more.
What is the Enron collapse? What are lessons learned from Enron that companies should know about? Lessons learned from Enron may not have actually been learned. While some companies heeded caution, many other dove headfirst into complicated business practices and schemes. The lessons learned from Enron, had they been fully understood and respected, may have helped avoid the financial crisis of 2008.
What was Enron’s stock price history, and why is it important? Enron’s stock price history is an important part of understanding the fall of Enron. Enron’s share price history shows the incredible growth and collapse of the company. Additionally, the stock price history can help show how Enron’s value continued to rise even as the company lost money, due to their fraudulent practices.
Who was Andy Fastow at Enron? What was his role in the Enron scandal? Andy Fastow, Enron CFO, was responsible for many of the complicated finance deals that let Enron get away with misleading investors. Andy Fastow of Enron was responsible for many of the bad business practices that made Enron fail.
What are the challenger selling skills? Why do these skills matter? What makes the best sales reps? The Challenger selling skills are why Challenger sales reps succeed. Challengers have a certain set of natural skills that they apply, and they also use specific Challenger Selling skills to excel in a solution-based sales environment. Find out more about these skills below compared to other types of sales reps, and why Challenger Selling works.
Who is Arthur Andersen of Enron, and what was his role in Enron’s collapse? Arthur Andersen, Enron’s accountant, was instrumental in the fall of the company. Arthur Andersen of Enron was a consultant who provided much of the notorious accounting practices that contributed directly to Enron’s decline.
What were the Enron Raptors? Did they have anything to do with the downfall of Enron? Enron Raptors were a type of SPE (special purpose entity). In a complicated process, Enron Raptors would buy underperforming Enron assets, creating a positive loop that looked good for Enron. Read more about Enron Raptors below, and why they didn’t work.
Are there different types of sales reps? Which type is the most successful? In The Challenger Sale, the authors discuss the different types of sales reps are why one type—the challenger type—is most successful. Read more about the different types of sales reps below, and how you can learn to be a challenger seller.
What is a special purpose entity at Enron, and how did the company use them as a part of their business schemes? An SPE, or special purpose entity, at Enron was a core part of the company’s business dealings. However, Enron abused the special purpose entity structure. Here’s how the use of the special purpose entity Enron structure helped lead to the company’s downfall.
What is the difference between SPIN Selling vs the Challenger Sale Model? Which is better? Both sales strategies work. But the main difference in SPIN Selling vs The Challenger Sale Model is that Challengers teach, while SPIN sellers ask questions. These two sales models take difference approaches, but when it comes to SPIN Selling vs The Challenger Sale Model, it will be up to the rep to decide what works for them and what works for customers.