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Author: David Zahn

What Will It Take Before You Learn?

The excitement and dread of school-aged children is palpable this time of the year. It is “Back to School” time and all of the hopes and promises of good outcomes still have the potential to come true

Do Assumptions Belong in Business?

When we think of business executives and leaders, we tend to think in terms of people who are quite comfortable with facts and data.  They are facile with spreadsheets, financial analysis, and base

Grass Mowing Can Teach Business Leaders

This past weekend, like many others, I was out mowing a lawn.  And, like many others, given how mundane the task is, my mind wandered as I continued the chore.  Only, instead of perhaps daydreaming of

The Debate Around Cold Calling

One of the outcomes of the confluence of the proliferation of social media, technology-enabled approaches to marketing (websites, webinars, emails, YouTube, podcasts, RSS, etc.), and the increasing

Avoiding Confusion – HONESTLY?

A recent brouhaha has erupted between a company the actress, Jessica Alba, is affiliated with that sells eco-friendly products for toddlers and a company built on somewhat humorous Twitter posts

Is Your Business Boiling Frogs?

Most of us have heard (if not tested) of the phenomena of placing frogs into a pot of water and slowly turning up the heat. Unlike placing the frog into boiling water when it will immediately hop out

How Should Marketing be Evaluated?

Most business functions are able to be measured and evaluated on the basis of their productivity, contribution, and direct impact on the business. For example: Sales A salesperson and sales functions

Is Training the BEST it Can Be?

Companies are constantly challenged to upgrade their business performance, respond to competitive challenges, adjust to buyer wants/needs/expectations, and do so efficiently and profitably.  The

When is Too Much Just Enough?

One of the hardest decisions an entrepreneur has to make, and especially one in a service business, is how to sell and market itself by demonstrating value – without giving away too much so that the

Tony Soprano as Management Mentor

Last week the actor (James Gandolfini) who portrayed the iconic televion character, Tony Soprano, passed away while on vacation in Rome. In addition to the wonderful memories of dramatic moments he