The following is an excerpt from a featured article in Workforce. The empirical research done by Aberdeen (excerpt below) supports our belief that cutting edge and on-going sales training is the elixir for a world-class sales organization. Too many sales people and managers are hesitant to train and develop Continue reading →

Steve Jobs sold the world on his products and vision, making people feel cool and hip for joining his i-revolution. Renown for his presentation skills, Jobs was a master at magnifying the simplicity of a new product and igniting the consumer’s desire Continue reading →

Over the last six months our group of developing leaders have been overwhelmed by the rigors, stresses, and never ending responsibility that true leadership requires. What if, in addition to these leadership demands, your people were paid more than you? Would that Continue reading →

John Brown (CEO of Stryker 1977-1998) understood the importance of having a clear goal; more importantly he understood the importance of never compromising that goal. Brown instituted ‘The Stryker Law’, a demand for twenty percent annual company growth, no matter what. Laws by definition are
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Over the past 7 years, our unparalleled ability to drive undifferentiated products and develop new markets for innovative products has made Empire a coveted target for start-up manufacturers of all sizes. Yet, while it is exciting to see the fruits of our sweat equity rewarded, we often turn Continue reading →

–Hire for Excellence. When Pixar is evaluating potential hires they look for three traits: humor, the ability to tell a story, and an example of excellence. These aren’t unique qualities to assess in applicants, but how excellence is defined is not that common. It doesn’t matter what you are excellent at, just that you have reached a level of excellence. It’s important Continue reading →

“All men dream, but not equally. Those who dream by night in the dusty recesses of their minds, wake in the day to find that it was vanity: but the dreamers of the day are dangerous men, for they may act on their dreams with open eyes, to make them Continue reading →

When the true tenets of capitalism are at work, new products are launched and early adopters pay a premium price. Then, over time, through increased competition and more efficient manufacturing, these products come down in price and are continuously Continue reading →

Leaders don’t become leaders simply because they have a desire to lead. Leaders have a strong sense of purpose; something they feel they have no choice but to pursue. It is the path to achieving this inner goals that creates authentic leadership. The steadfast pursuit and communication of their purpose, creates willing followers and results in iconic Continue reading →

When first entering sales, we are driven to take competitive market share; influencing prospects to change behavior; switching from competitors product to our own. Early on, the mandate is clear, but with time and success the focus morphs from market share acquisition to service existing customers. Continue reading →

Since the unceremonious dismissal of former Hewlett Packard CEO Mark Hurd eleven months ago, the company has lost 50 percent of its market value. HP’s board of directors in a comedy of errors had first replaced Mark Hurd with Leo Apotheker and are now replacing Apotheker with board member Meg Continue reading →

“There are only two words that will always lead you to success. Those words are yes and no. Undoubtedly, you’ve mastered saying yes. So start practicing saying no. Your goals depend on it!” — Jack Canfield Continue reading →

Ted Williams hit .406 for the 1941 season. He was hitting .39955 going into a double header on the last day of the season. MLB rounds up to the next decimal and therefore Williams was officially hitting .400. Many advised him to sit out the doubleheader and preserve his .400 batting average. Williams responded “If I’m going to be a .400 hitter, I want more than my toenails on the line.” Continue reading →

The Affordable Care Act, to be implemented in 2013 includes a 2.3 percent medical device tax that will have a negative impact of 4 to 6 percent on medical device company earnings. In addition to the medical device tax, a recent deal to raise the debt ceiling includes measures to cut $1.5 trillion from the deficit over 10 years. As a part of this debt reduction plan the medical device industry will be tapped for 12 to 30 billion putting Continue reading →

“I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.”–Bruce Lee Continue reading →

I admit, I find the TV series 24 riveting; Jack Bauer hunting down terrorists, breaking the rules of inane bureaucrats, all in the name of selflessness, honor, and the greater good. There are excellent lessons in true leadership to be observed from 24, because no matter who has title, position or is appointed to power, Jack Bauer is the leader, the one that people trust; the one they follow. Continue reading →

Labor Day is the unofficial end to the summer and the mid point between July 4th and Thanksgiving making it a great time to reflect on the values that made America great. As we celebrate Labor Day 2011, we are in the midst of a labor crisis. Job creation–the DNA American capitalism–has all but evaporated. Continue reading →

Malcolm Gladwell is a master at using detailed statistics to logically explain well known issues in society and business. His unique ability has made him a best selling author, as well as a trusted consultant and guide Continue reading →

Fenway Park has the infamous Green Monster–the legendary left field wall. In 50 years, The Boston Red Sox trotted out only 3 left fielders. Fittingly, like the iconic left field wall, each made a profound impact on the both the Red Sox and Major League Baseball. Ted Williams (1939-1960), Carl Yastremski (1961-1983), and Jim Rice (1974-1989) Continue reading →

The Corner Office article in the Sunday Times provides rudimentary principles for reinforcement and review. This Sunday’s article makes several good points, but one that struck me in particular was, how to take the leadership mantle and get everyone pointed in the same directi Continue reading →

General society is amazing; they will watch the attached video of a number one nationally ranked school football team and talk about how great their dedication and commitment to excellence is. Society, inspired by the teams drive to win, wax poetically about how great it is for these kids, at such a young age, to be exposed to the type of preparation and intensity required to excel Continue reading →