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Is Training the BEST it Can Be?

Companies are constantly challenged to upgrade their business performance, respond to competitive challenges, adjust to buyer wants/needs/expectations, and do so efficiently and profitably.  The capabilities and competencies that employees had when they were hired; even those that may have been truly, “best in class” at the time, quickly become outdated and on the slope to […] [Read More]

When is Too Much Just Enough?

One of the hardest decisions an entrepreneur has to make, and especially one in a service business, is how to sell and market itself by demonstrating value – without giving away too much so that the business and their services are no longer needed.  If the business, and the entrepreneur, do such a comprehensive job […] [Read More]

Tony Soprano as Management Mentor

Last week the actor (James Gandolfini) who portrayed the iconic televion character, Tony Soprano, passed away while on vacation in Rome. In addition to the wonderful memories of dramatic moments he left behind as the Mafia Boss are some very pertinent and relevant reflections on management and leadership that were integrated into the soap opera […] [Read More]

Before it Happens to You

Overhearing a conversation between two senior executives from the same company, they both expressed surprise that the head of their sales function had just abruptly left and had emailed each of them a letter of resignation.  While I did not get to see the letter itself, as I listened to their expressions of incredulity, I […] [Read More]

No Excuse for Not Measuring Training’s Impact

Once upon a time it was assumed that training was something that was good to do, just because it made sense to do it.  You did not need to measure it or worry about whether it was strategically appropriate to do it versus other business decisions.  The idea that it needed to be financially justified […] [Read More]

Playing it Safe is Dangerous

Business owners will often default to wanting to appeal to as many customer segments as they can.  Under the belief that it is not good for business to exclude potential shoppers, the thinking is that it is a good idea to avoid risking turning off someone who might be inclined to spend money with the business.  […] [Read More]

Playing it Safe is Too Dangerous

There are two choices businesses have when it comes to sales and marketing that every CEO, Owner, or executive must make.  The choices are not mutually exclusive from each other, however; the decision must be made.  That choice is to try to sell more to existing customers or to secure new customers.  Best in class businesses […] [Read More]

Avoid All Eggs in One Basket

Most of us grew up with our Mothers sharing their wisdom through quick one or two sentence statements. Some of those statements later proved to be untrue – if you cross your eyes they don’t stay that way forever and if you swallow gum it does not stay in your stomach for decades. However, there […] [Read More]

What was Old is New Again

Without giving out too much information about my age and how long I have been in business, I can tell you that when I was first starting out I received a lot of advice from mentors about the importance of: Determining the skills,services,  products, benefits, etc. I could provide or what is now referred to […] [Read More]

We Love the Home Runs

Culturally, our society loves the big outlandish efforts. We love the Baseball sluggers who hit massive home runs that pull us out of our seats (though we forgive them when they far more often strike out in their attempts to “swing for the fences”). We celebrate the Football defensive players who can “sack the Quarterback” […] [Read More]
Categories: General