Note: The Connecticut Media Group is not responsible for posts and comments written by non-staff members.

How Should Marketing be Evaluated?

on
Most business functions are able to be measured and evaluated on the basis of their productivity, contribution, and direct impact on the business. For example: Sales A salesperson and sales functions in general are measured in the following ways (not exhaustive list): Sales volume sold (in total) Sales volume sold (of new products, to existing […] [Read More]
Categories: General

Is Training the BEST it Can Be?

on
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employees had when they were hired; even those that may have been truly, “best in class” at the time, quickly become outdated and on the slope to […] [Read More]
Categories: General

When is Too Much Just Enough?

on
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]
Categories: General

Tony Soprano as Management Mentor

on
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]
Categories: General

Before it Happens to You

on
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]
Categories: General

No Excuse for Not Measuring Training’s Impact

on
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]
Categories: General

Playing it Safe is Dangerous

on
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]
Categories: General

Playing it Safe is Too Dangerous

on
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]
Categories: General