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Author: David Zahn

HR is More Than “Sick Visits”

One of my close friends works for a company that has nearly tripled in size over the last couple of years due to a rather large contract that allowed for almost exponential expansion. As we visited

P-O-Inted Observations on Collaborative Promotion Optimization

The Promotion Optimization Institute (P-O-I) just concluded their Fall Joint Business Planning Summit in Chicago, IL and attendees and participants left with as many questions as they received

Loyalty, Customer Service, and Sales

I recently completed delivering a training session at a client site that took me nearly fully across the country. Using the opportunity to visit friends I don’t get to see too often on the West Coast,

Aiming the Arrow at the Target

Business results are down, sales are in decline, errors are creeping into production, profits are in decline, margins are in a freefall, and things just aren’t being done as effectively and

Do You Measure Customer Equity?

As a business person, executive, or entrepreneur there are many specific measures employed to gauge business success. Some of them are quite familiar to business people; profit, sales dollars, market

Should we Give Cold Calls the Cold Shoulder?

As a trainer and consultant, I often am asked to help sales forces hone their skills in prospecting, sales methods, sales call techniques, etc.  Among the clients or prospects that inquire about those

How to Employ Different Decision-Making Styles

The average entrepreneur or businessperson has expertise insome mixture of the following:  a function (Accounting, Information Technology, Engineering, Human Resources, Customer Service, etc.), a

Mokita as a Strategy

Everyone one of us has had the experience of thinking we have been dropped into a parallel business universe where right is wrong, and wrong is right. What makes sense is ignored and what is proferred

Back to School and You

As many of you are experiencing; this week and perhaps next are the weeks when students head back to school. While parents sending their kids off to college for the first time are experiencing the

What can we Learn From Chad?

Over the past week, we have all seen the “train wreck” that is Chad Johnson (formerly known as OchoCinco for the number he wore on the back of his football uniform) do the following: Swear