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Author: David Zahn

How Should Marketing be Evaluated?

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

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

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

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

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

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

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

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

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

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