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Not Always What It Seems

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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

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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

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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?

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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

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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

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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]

What is the Big Deal about Big Data?

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  Periodically, I like to conduct interviews with industry thought leaders who can share insight and perspectives on issues of importance to business executives.  The following interview was conducted with Fred McCormick, Founder of CMS Consulting, Inc., a leading strategy and sales consulting firm and one of the innovators in integrating Big Data into consumer […] [Read More]

Circle of Impact

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Generally speaking, I am far too cynical of a person to engage in many of the “be the best you can be…human potential…dream it, and you can be it” movements.  However, I do not want to throw the baby out with the bathwater and assume that everything written or spoken by those who do subscribe […] [Read More]
Categories: General

Business-to-Consumer Selling

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Sales people tasked with selling to business buyers are accustomed to making their sales calls or presentations to professional buyers (or at least people who are making purchases in the context of a professional environment) and executives.  The sales and purchasing process each pursues is relatively formal and includes steps that have been well explored […] [Read More]
Categories: General

Would FDR Approve?

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Every school kid has heard the famous quote Franklin Delano Roosevelt used to rally the country during the Great Depression: “We have nothing to fear but fear itself.” However, many senior executives and entrepreneurs do not behave as if they have learned that lesson.  Rather, they manage and operate their businesses as if the most […] [Read More]
Categories: General
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