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As you recover, reach for low-hanging fruit

By Lisbeth Calandrino I recently received a call from a dear friend and business associate. He sounded down, so I asked him what was wrong....

Specifying in the age of COVID-19

By John McGrath The International Standards and Training Alliance (INSTALL) is putting a greater emphasis on working hand-in-hand with commercial architects and designers to develop...

What can be learned from an old classified ad

By Steven Feldman “Men wanted for hazardous journey, small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful, honor and recognition...

Standing out in a mediocre world

By Jim Augustus Armstrong In part one, I made the point that mediocre service is rampant across most industries, retail flooring included. The flooring world...

How to motivate your staff in trying times

By Lisbeth Calandrino It’s hard to stay motivated when you have problems you’re not acknowledging. Many of your employees who may seem fine on the...

Some good news for a change

By Steven Feldman Four months to go until we put 2020 in our rear-view mirror. New Year’s Eve can’t come soon enough. Or can it?...

Right-selling tips to seal the deal (part IV)

By Pami Bhullar In the first three installments of this series, I outlined the key building blocks of right-selling—building trust with the customer; understanding her...

Standing out in a mediocre world

By Jim Augustus Armstrong (First of two parts) I walked into an office supply store recently and an employee asked if they could help me find...

Sharpening your emotional (sales) IQ

By Lisbeth Calandrino One thing we’ve learned during COVID-19 is there are various opinions on overly sensitive issues. For example, “Should I wear a mask...

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