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David Zahn

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]

Challenging Conventional Hiring Practices

The traditional approach to sourcing, interviewing, selecting, and hiring new employees is being challenged by one Australian company that my have significant repercussions for other companies seeking to improve their success and productivity in integrating new employees. How We Do It The customary way to go about sourcing applicants has been to place an advertisement […] [Read More]

Product Adopton Life Cycle

It is the mission of every company to maximize the effectiveness of their product adoption efforts.  Without customers that choose to pay to use the company’s products (or services), the business will fail due to inability to generate revenue.  Therefore, when discussing the most critical or vital initiatives confronting a company, the adoption of products […] [Read More]

Is QR No More?

Early in my career, I worked for the leading bar code scanner manufacturer and had the opportunity to see into the future.  At the time, bar codes were predominantly used to identify the contents of a product’s packaging by simple numeric assignments.  However, the information was limited given the structure of the bar codes (one […] [Read More]
Categories: General

Be Alert to Charlatan Consultants

Entrepreneurs and business executives are flooded with marketing attempts by consultants to secure project work and inundated by sales pitches for both short and long-term assignments.  Whether it be through emails (often unsolicited) or cold calls that interrupt the business executives day, some overly cheery supplier/vendor/consultant/sales person is pitching some outstanding result or revolutionary outcome, […] [Read More]

Enabling vs. Training Third Parties

Entrepreneurs, business owners, and executives at larger companies often rely on independent businesses (distributors, brokers, wholesalers, and manufacturer representatives) to sell their products as a way to reduce fixed costs while maximizing revenue.  The thinking being that the third-party is responsible for much of the overhead costs associated with selling activities and the companies they […] [Read More]