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David Zahn

Negotiation Expert’s Advice on Discounting – Don’t

(Part 1 of my conversation with Ron Hubsher, a pre-eminent expert in negotiation) Whether looking to purchase capital equipment, a professional service, or other “big-ticket item,” the corporate buyer is going to want to be sure that they are getting the best deal. Especially given the current economic environment, purchases will be evaluated and assessed […] [Read More]

What Blackberry Can Teach (Before it is too late)

The Canadian company, Research in Motion (RIM) created a disruptive technology that set the world of mobile communication on a trajectory of innovation that continues to this day. So pervasive was the device in the hands of its owners, that it was often referred to as a “Crackberry” for how addictive it became.  The dominance […] [Read More]

Is Training Relevant?

As the economy continues to to be propped up on the shakiest of foundations, many employers are having to make decisions about where to invest their revenue.  Is it best placed in inventory as a hedge against inflation so that product components are purchased at a lower cost and able to be sold at a […] [Read More]

Exporting for Small Business

One of the concerns that companies have as they look to expand their business is overcoming the complexities of exporting products internationally.  There are many concerns that can trip up a growing company  – as well as literally a world of opportunity. The Ways to Approach Exporting Sell products to someone domestically who then assumes […] [Read More]
Categories: General

BI and Sales

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

In last week’s post, the first part of this article was published.  You can see that article by clicking on 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

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

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]