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David Zahn

Don’t be Addicted to Hope-ium in 2015

As the holiday cards are being taken down from the mantle, trees have been put out to the curb, lights have been boxed and put back in the attic, many business owners are ready to turn their attention to getting the New Year off to a strong start.  While personal resolutions may begin to fade […] [Read More]
Categories: General

What is Your Management Style?

With the holidays behind us, and the New Year right around the corner, businesses are planning and plotting their staffing needs for 2015.  Part of the mystery and challenge of choosing from job applicants is separating those prospective employees who will succeed from those that will not – even if they appear seemingly similar on paper.  […] [Read More]

Are Auto Dealers on Auto-Pilot?

This past weekend included accompanying a friend looking to replace a car pretty immediately.  My friend was looking to make a decision quickly and was very much in “buy mode” versus just “shopping mode.”  Trying to be an informed consumer, my friend scoured Consumer Reports ( to become educated about the different models and how […] [Read More]

That Was Then…

This is the time of the year when business executives, customers/consumers, and so-called experts engage in two activities; reflecting on the year that was, and forecasting the year that will be.  Of course, one is far easier than the other.  With the benefit of looking at the past, it does not require any significant skill […] [Read More]

You Can Trust Me On This

One of the biggest challenges to companies with sales forces that have traditionally been tasked with prospecting to find and identify customers, account/customer management responsibilities, structuring and negotiating deal terms, and providing ongoing customer support has been differentiating their value versus products sold via websites on the internet purchased on a “a self-service” model.  The […] [Read More]

Turning Sales Sideways

For most businesses, the hunt for new products and services to offer to the market, re-launching existing products and services to re-energize sales that may have gone stale, or re-purposing existing products and services to squeeze additional revenue potential out of the investment in creating them initially is an ongoing pursuit.  Further, the ability to […] [Read More]

Stay in Lane or Not?

Eves-dropping on a conversation at a local restaurant between two business people who work for a leading retailer recently, I heard a phrase used I have been hearing with increasing frequency in political discussions, friends bantering, and even on the television shows like, “Maury, Steve Wilkos, and Bill Cunningham.”  The phrase that seems to be gaining […] [Read More]

Not Always What It Seems

Here it is the fourth quarter of the year and a good number of sales people,  sales executives, and managers are hoping to have a strong end to the year.  Almost analogous to the jockey applying the whip to a racing thoroughbred when in sight of the finish line to win the race, now is […] [Read More]