Professor Baron has been researching the sales process and how it relates to problem solving for the last 20 years. Much of what he has learned is included in his book, Selling Is a Team Sport. Team Selling and the ability for sales teams to work together to derive innovative ideas for their clients is his passion. He has published many articles and white papers that address this subject. He is also very interested in sales management principles and his next book, currently in the draft stage, focuses on the importance of coaching as a critical skill for sales managers.
Professor Baron worked for Union Carbide Corporation from 1968 through 1976. He held positions in sales, sales management and marketing. He then joined Synectics Inc., a consulting firm that researches and teaches creative problem solving and innovation. At Synectics he became interested in how to apply problem solving skills to the sales process, which led him to form his own firm in 1981. The Baron Group is a sales process training and consulting firm. His clients include Citigroup, Ogilvy & Mather, Prudential, Motts, Pfizer, American Express, PricewaterhouseCoopers and Pitney Bowes.