by Mark O'Brien | Jan 30, 2015
I once had a conversation with the founder and CEO of a software company, an affable and unassuming gentleman. He’d inadvertently walked into a marketing meeting I was conducting with his senior leadership team. The conversation transpired like this, verbatim....
by Mark O'Brien | Jan 27, 2015
When our clients tell us about their products or services, we invariably ask two questions: (1) Is there a market for it? (2) If we hand you a check right now, can we buy it? The latter is to prevent putting carts before horses. The former is to prevent the...
by Mark O'Brien | Jan 26, 2015
Here are five perennially perplexing questions, as intriguing as they are troubling and, as yet, unanswered: Why do so many organizations create the position, VP of Sales and Marketing? Why is the VP of Sales and Marketing typically a sales person? Is the chief...
by Mark O'Brien | Jan 16, 2015
I have four dental crowns cemented into my noggin. I’m completely familiar with every step of the procedure for getting them in there: the prepping of the tooth; the creation and application of the temporary crown; the molding of the permanent one; and the implanting...
by Mark O'Brien | Jan 15, 2015
When my younger son, Quinn, played basketball at Salve Regina University, I noticed something: When things went badly during a game, the coach would call a time-out and summon the team to the sideline. As the players assembled, he’d pull an index card out of the...
