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David Zahn

BI and Sales

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Sales has evolved over the years to require far more sophistication and insight to ensure success than the Arthur Miller character, Willy Loman, in “Death of a Salesman.” Now, the decision support tools, analytic capabilities, ability to create “ad hoc” presentations to meet unique customer requirements must exist and support sales initiatives.  The requirements to […] [Read More]

Social Media and Small Business Part 2

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In last week’s post, the first part of this article was published.  You can see that article by clicking on 1    http://blog.ctnews.com/zahn/2012/05/29/social-media-and-small-business-part-1/ or just scrolling down to the prior article.  The continuation of the interview appears below: 3.       What are some of the caveats or “watch-outs” to be aware of in using social media (whether it is […] [Read More]

Social Media and Small Business Part 1

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One of the first articles ever published as part of this blog was a spotlight on a local business that was just being formed.  That business, Gumdrop Swap has succeeded and grown from those inspiring start-up days.  Now, years later – the proprietor, Gabby F. has become somewhat expert in the use of Social Media.  […] [Read More]

Source and Select For Success

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As the economy slowly seems to be turning more positive and companies are tentatively considering returning to hiring the staff that they have had to do without over the last few years; there is renewed attention being paid to how to go about securing the best candidates for job openings.  However, approaching this important decision […] [Read More]

Presentation Strategy

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It is part of almost any sales cycle that is beyond a “self-serve” purchase. With the exception of certain retail sales where the customer or shopper is expert enough to determine his/her needs alone and decide on the best product fit to accomplish the goal, a sales person will be involved. During that involvement, there […] [Read More]

Creating a Marketing Strategy

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At the core of every business are certain fundamentals. Among them are the ability to produce a product or service, deliver it to a customer, and collect payment on it. However, without the competence to link prospects and customers to the business; there isn’t any ability to engage in the other competencies. That ability – […] [Read More]

Consultation on Consulting

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Being known or introduced as a consultant often leads to one of two reactions.  The first is people assume I am between jobs or unemployed and then quickly excuse themselves to go refill their drink glass.  The other response is the pursuit of “free advice” under the guise of being curious or making conversation. One […] [Read More]

The Pluses and Minuses of Interns

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This is the time of the year when a corporate version of speed dating occurs. Students pursuing various professional degrees begin looking for career relevant opportunities while at the same time many college-aged students are being wooed by companies seeking temporary assistance.  The pursuit and capture of interns and internships kicks into high gear as […] [Read More]

Saying it so I Hear

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There is nothing more essential to business than being able to communicate the benefits or value of the company, product, or service. Whether that communication is with a bank, a supplier, or a customer; failure to do it properly is often the source of problems, the need to rework or duplicate work, lost sales, or […] [Read More]

Boss and Business

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This Spring includes a tour of a revamped E Street Band backing up Bruce Springsteen (the Boss). For those that are not fans, the band has lost two members due to deaths over the last few years. One of the losses was a “key member” of the band, Clarence Clemons, the saxophone player that Bruce […] [Read More]