LisBiz Strategies

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  • Lisbiz Strategies: Why traditional PK sessions don’t work

    April 10/17, 2017: Volume 31, Issue 22 By Lisbeth Calandrino   There are a few questions I ask each training group. “How much product knowledge do you need?” Answer: “I need to know everything about the product.” “How much of that information should you share with the customer?” Answer: “Only what the customer needs to know to answer her questions.” This is precisely why product knowledge training without sales training

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    Why traditional PK sessions don’t work

    By Lisbeth Calandrino   There are a few questions I ask each training group. “How much product knowledge do you need?” Answer: “I need to know everything about the product.” “How much of that information should you share with the customer?” Answer: “Only what the customer needs to know to answer their questions.” And there, in a nutshell, is why product knowledge training without sales training is often ineffective and

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    Lisbiz Strategies: Why trade shows matter

    March 27/April 3, 2017: Volume 31, Issue 21 By Lisbeth Calandrino   Coverings 2017 is right around the corner. There will be dozens of live demonstrations, over 70 free educational seminars and new products galore. But how many people will actually show up? I make it a point to go every year, but I usually see the same people. I’ve found the ones who show up really want to stimulate

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    Lisbiz strategies: If you have to fall, it’s better to fall forward

    March 13/20, 2017: Volume 31, Issue 20 By Lisbeth Calandrino   Nelson Mandela said, “There’s no passion to be found playing it small—in settling for a life that’s less than you’re capable of living.” Social media gives us an opportunity to play large. We used to talk about “word of mouth” but it’s now “world of mouth.” So how far are you willing to go? Are you afraid to step

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    Lisbiz Strategies: Learning how to adapt to millennial customers

    February 13/20, 2017: Volume 31, Number 18 By Lisbeth Calandrino   Everyone wants to know who exactly are the millennials and what type of customers they represent. Everything I read says they’re a new type of customer. They don’t want to be sold anything and are armed with the Internet and every device possible. Social media has changed how customers get information and who they listen to. Our new customers

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    Lisbiz Strategies: Young business owners share ideas at Surfaces

    January 30/February 6, 2017: Volume 31, Number 17 By Lisbeth Calandrino When I agreed to moderate a retailer forum, ‘Work, Life Balance,’ my thought was the attendees would be older business owners asking lots of questions. Much to my surprise, the audience of about 50, mostly men, was filled with a majority of owners ages 30-45. It was a lively group that was ready to chat at 8 a.m. Not

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    Lisbiz Strategies: Does your commission system inspire losers?

    January 16/23, 2017: Volume 31, Number 16 By Lisbeth Calandrino Let’s face it; salespeople lose more customers than they sell. Let’s not pretend they don’t. Businesses keep mediocre salespeople and expect them to motivate themselves to get better. Finding salespeople isn’t hard but finding the right ones and inspiring them to become the best is a different story. Businesses are always trying to figure out how to build exceptional salespeople

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    Lisbiz Strategies: It’s time to develop your 2017 email campaign

    January 2/9, 2017: Volume 31, Number 15 By Lisbeth Calandrino With the new year in full swing, it’s time to develop your 2017 marketing plan. For savvy business people this should include carefully timed email messaging. Even if you don’t plan anything else, plan your email marketing campaign now. Here are important tips for maximizing your email campaigns: Write it down. Develop a strategy and review it weekly. Take some

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    Lisbiz Strategies: Use behavioral economics to your advantage

    December 19/26, 2016: Volume 31, Issue 14 By Lisbeth Calandrino Simply put, behavioral economics provides a framework to understand the real-world, decision-making process. We’d like to believe we are all rational human beings and, therefore, make logical decisions. In reality, nothing could be farther from the truth. So how can behavioral economics help you improve your profit margin? A better understanding of how and why consumers spend their money can

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    Lizbiz Strategies: Don’t let your emails collect dust

    November 21/28, 2016: Volume 31, Number 12 By Lisbeth Calandrino I was recently in Staples and the clerk asked if I would like my receipt sent to me. I told him a paper one would be fine and then he said, “I can do both.” He was still trying to get my email address. My friend is the manager so I went over to talk with him. “Emails must be

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    Floor Covering News

    Press Release

    CFI Convention promises a plethora of programs

    Forney, Texas—The CFI Convention and Expo is back with a punch this year taking place August 16-18 at the Rosen Shingle Creek in Orlando, Fla. The three-day educational event, designed

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    Domotex Deutsche Messe to house new creative product showcases

    Hannover, Germany—In 2018, Domotex will have a stronger focus on interior trends and lifestyle that will frame floor coverings in the broader context of ideas and innovations from the worlds

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    Melissa Quick to head product development, marketing for AVA brand

    Toronto, Ontario, Canada—Melissa Quick has joined Novalis Innovative Flooring as the new commercial product and marketing manager for the AVA LVT brand. “Melissa brings over 30 years of experience with

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