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Author: David Zahn

Do You Measure Customer Equity?

As a business person, executive, or entrepreneur there are many specific measures employed to gauge business success. Some of them are quite familiar to business people; profit, sales dollars, market

Should we Give Cold Calls the Cold Shoulder?

As a trainer and consultant, I often am asked to help sales forces hone their skills in prospecting, sales methods, sales call techniques, etc.  Among the clients or prospects that inquire about those

How to Employ Different Decision-Making Styles

The average entrepreneur or businessperson has expertise insome mixture of the following:  a function (Accounting, Information Technology, Engineering, Human Resources, Customer Service, etc.), a

Mokita as a Strategy

Everyone one of us has had the experience of thinking we have been dropped into a parallel business universe where right is wrong, and wrong is right. What makes sense is ignored and what is proferred

Back to School and You

As many of you are experiencing; this week and perhaps next are the weeks when students head back to school. While parents sending their kids off to college for the first time are experiencing the

What can we Learn From Chad?

Over the past week, we have all seen the “train wreck” that is Chad Johnson (formerly known as OchoCinco for the number he wore on the back of his football uniform) do the following: Swear

Crowd-Funding as a Source of Assets

The traditional way to raise funds for most businesses included: Using one’s own funds (savings or the money the owner is able to generate and apply to the needs of the business Relying on friends,
Categories: General

Negotiating Expert’s Advice on Discounting – Don’t (Part 2)

Part 2 of the discussion with Ron Hubsher, author, Consultant, and Sales Expert) In the previous article, Ron Hubsher shared the importance of thinking in terms of value and not solely cost in

The Missing Fifth P – Personalizing Merchant-dising in the Home

Retailers and manufacturers alike are scratching their heads in befuddlement at the fact that what once worked for them is no longer effective. Tried and true tactics that were able to previously

Negotiation Expert’s Advice on Discounting – Don’t

(Part 1 of my conversation with Ron Hubsher, a pre-eminent expert in negotiation) Whether looking to purchase capital equipment, a professional service, or other “big-ticket item,” the corporate buyer