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100 blog postings found
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Lisbeth Calandrino

Staying in touch with quality customers (Part 1)

29July14

Every business likes the excitement of finding new customers. With new customers, salespeople can engage in the “fantasy” of what the customer is worth. Business owners ask me the same question, “How do we get more customers?” Rarely do they ask, “How do we leverage the customers we have?”
For years I have been working on [...]



 
 
Lisbeth Calandrino

How to Talk Crazy Customers “Off the Ledge” and Other Tactics

28July14

The other day I was at Dunkin’ Donuts when a customer started yelling. The store was packed; he was a big man and was pointing his finger at the clerk’s nose. His beef was he hadn’t gotten his toasted muffin or tuna fish sandwich. The manager was trying to explain that her oven wasn’t working, [...]



 
 
Lisbeth Calandrino

Communication and connections: Two secrets to success

25July14

Most of us know the customer’s journey has changed. The sales funnel, once dictated by the sales person, is now dictated by marketing.
As an old Chinese’s proverb says, “Man who waits for roast duck to fly into mouth wait long time.” If salespeople chose to sit and wait, it will be a long time. The [...]



 
 
Lisbeth Calandrino

How good are your salespeople?

24July14

The other day I was talking with a retailer about sales training. I asked him about his sales force.

“Oh, they’re really good,” he said. I asked how much they were selling and he said, “Not enough!” This sounds like the jumbo shrimp salad bit.
There aren’t many amazing salespeople; they are few and far between. What [...]



 
 
Lisbeth Calandrino

Success Means Change

23July14

Sure, everyone knows that if your business is going to survive it will have to change. That doesn’t mean you have to like it. In fact, maybe whining about it is good for you. Everyone has to change except you and me. Why? Because we’re right, and we know what’s good for everyone. If only [...]



 
 
Stephen Frey
Stephen Frey writes on:

Two Brands Come Closer Together

22July14

Recently, I saw a Wall Street Journal article about how Herman Miller was buying the majority ownership of Design Within Reach, an innovative online furniture retailer with showrooms in some of the largest US cities with locations in Canada and Mexico. It seems a logical step for Herman Miller headquartered in Holland, Michigan, to extend their brand even further [...]


Filed under: Design|0 Comments

 
 
Bruce Kirsch
Bruce Kirsch writes on:

Young Guns Series Interview: Brady Nolan, VP of Development at Dalian Development

21July14

1. How did you get started in the business?
I interned with a land brokerage company during the summer before my last year in college. I took to it immediately and got my real estate license that summer. My clients didn’t know I was taking classes and was a full time land broker during that last [...]


Filed under: Real Estate|0 Comments

 
 
Lisbeth Calandrino

Business Strategies and Keeping Up

18July14

How do you know when to throw it all in? Consider what’s going on with Sears. The retail chain has decided to close a number of stores. After shuffling around brands, executives decided the store doesn’t need so many locations. Now I’m not a retail analyst, but I have gone through Sears stores and its [...]



 
 
Lisbeth Calandrino

Think of your brand as a “matching set of luggage”

17July14

We are all different; sometimes we think it would be better to be like others. The minute you think this way, you lose your competitive advantage or your personal brand. Maybe it comes from high school when we really wanted to fit in. Actually who wouldn’t want to be a set of Louis Vuitton luggage?
It’s [...]



 
 
Lisbeth Calandrino

Rose colored glasses and other things that don’t make sense

16July14

I was at Capital Vacuums recently talking with owner, John Gregory. I bought some of his great cleaning products, and on the way out he handed me some “rose-colored glasses.” He laughed and said they would help, but they won’t make anything better unless I have a rosy attitude. He also said a friend told him he [...]



 
 
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