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Author: David Zahn

Presentation Strategy

It is part of almost any sales cycle that is beyond a “self-serve” purchase. With the exception of certain retail sales where the customer or shopper is expert enough to determine his/her needs alone

Creating a Marketing Strategy

At the core of every business are certain fundamentals. Among them are the ability to produce a product or service, deliver it to a customer, and collect payment on it. However, without the competence

Consultation on Consulting

Being known or introduced as a consultant often leads to one of two reactions.  The first is people assume I am between jobs or unemployed and then quickly excuse themselves to go refill their drink

The Pluses and Minuses of Interns

This is the time of the year when a corporate version of speed dating occurs. Students pursuing various professional degrees begin looking for career relevant opportunities while at the same time many

Saying it so I Hear

There is nothing more essential to business than being able to communicate the benefits or value of the company, product, or service. Whether that communication is with a bank, a supplier, or a

Boss and Business

This Spring includes a tour of a revamped E Street Band backing up Bruce Springsteen (the Boss). For those that are not fans, the band has lost two members due to deaths over the last few years. One

Value and Values are not the Same

The senior sales executive at a client asked to meet with me not too long ago to discuss how to improve his sales force’s execution in the field. His complaint was that his direct reports were not

I am in HR – My Role is Compliance

On a recent flight to the Western States on business, I was joined by a group of women who were heading to Los Angeles for a trip to Disney. Based on their animated and excited conversations, I was
Categories: General

Process of Becoming a Guru

A recent article posted on the website Open Forum, an American Express site focused on small business issues

What Changed?

Over the years, I have been struck by how much sales training is delivered – and how often it is sub-optimal. I have spoken with numerous leaders about this fact to confirm my insight. After all of