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Author: David Zahn

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

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

Working with Sub-Contractors

In today’s economy and business environment it is often necessary for service providers to cobble together a solution for their clients or customers by employing experts and niche providers as

Ethics, Business, and Sales

I teach a course in Consulting Skills in a “small New Haven, CT” Graduate School. The students are comprised of academically bright students and business professionals pursuing their Masters Degree

Why am I being Recorded?

In speaking with business professionals still struggling with the slow return of the economy, one of the frustrations is in dealing with credit card companies, mortgage companies, or other lending