Understanding the Sales Force

Today I spoke to EO Boston in the tent at the 18th fairway of the Pro-Am day of the Bank of American Championship at Nashawtuc CC in Concord MA.  Jerry Pate, the professional golfer turned broadcaster, successful golf course

Seth Godin had a great post today on trade shows selling/marketing.  While Seth talked about creating buzz, it’s important to stress another point about exhibiting at trade shows.  Most companies don’t have realistic goals for trade show appearances, while

Being in Boston, I get to see the ups and downs experienced by the Red Sox first hand. One of the things that they’ve proven is that when it comes to bringing talent to Boston, if the player has succeeded

I believe one of the least consistent, and most misleading statistics in Baseball is ERA or Earned Run Average; the number of earned runs a pitcher allows per nine innings pitched.  I’ll ask Jeff Angus to weigh in on the

You know the definition of insanity – doing the same thing and expecting a different result.  That’s how most companies approach hiring salespeople.  They use their experiences from doing it incorrectly to project the results they would get if they