The future of push vs. pull marketing is a hot debate. With social media continually on the rise, there’s a trend to disregard push marketing in its entirety. That’s a mistake. Not only is there a place for both, limiting yourself to one over the other will inhibit your ability for profitable growth.

2. Events - Tuesday, May 14, 2013

National Association of Women Business Owners Memphis chapter will meet Tuesday, May 14, from 11:30 a.m. to 1 p.m. at Chickasaw Country Club, 3935 Galloway Ave. Lori Turner-Wilson, co-founder of RedRover Sales & Marketing, will speak. Cost is $25 for NAWBO members, $30 for nonmembers and $35 at the door. Visit nawbomemphis.org.

3. Events - Monday, May 13, 2013

The Memphis Chapter International Association of Administrative Professionals will meet Monday, May 13, at 6 p.m. at Memphis Marriott East, 5795 Poplar Ave. Melissa Webb, president of the IAAP Desoto chapter, will present “Constructing Your Career – Getting to the Heart.” Cost is $22. R.S.V.P. to sharon.gardner@asentinel..

4. Events - Saturday, May 11, 2013

National Hispanic Professional Organization-Memphis will meet Thursday, May 16, from 11:30 a.m. to 1 p.m. at the Hilton Memphis, 939 Ridge Lake Blvd. Speakers include Larry Jensen, president and CEO of Cushman & Wakefield/Commercial Advisors LLC, and representatives from Washington think tank Excelencia in Education. Cost is free for members and $20 for nonmembers. R.S.V.P. to info@nhpomemphis.us or 466-6476.

5. Assumptions That Cost You Sales - Wednesday, May 08, 2013

Good sales professionals are subject matter experts on the products and services they sell. This expertise inevitably creates a few blind spots. When you feel like you’ve seen it all – every prospect response, motivation and objection – it’s easy to occasionally jump to the wrong conclusion. Ensure bad assumptions don’t deter your selling efforts by watching out for the following most common.

6. Time Management Secrets for Sales Pros - Wednesday, May 01, 2013

I’ve never met a sales person worth his weight who feels as though he has free time during the workday. Time is definitely a luxury for motivated sales professionals. After all, there are typically infinitely more prospects to call on than we have hours in the day. That’s why the most successful in sales are masters of their schedule, rather than slaves to it.

7. Don’t Let Zeal Kill the Sale - Wednesday, April 24, 2013

Passion is a vital skill for entrepreneurs, but did you know it can actually kill a sales call? While it may seem counterintuitive, an overzealous spirit can simply overwhelm a prospect.

While asking for the sale is an essential selling skill, you have to earn the right to ask by first building trust with your prospect. While you’ll never land a sale if you don’t ask, sales is a process versus a question. If your enthusiasm gets the better of you, and you ask too soon, you’ll certainly get an answer – just not the one you want.

8. You Have a Nice Personality, But Does Your Brand? - Wednesday, April 17, 2013

We naturally navigate to those with interesting personalities in real life, and so it stands to reason that the same holds true in the digital world. Why, then, do so many brands come across as cold and completely void of personality when communicating through social media?

9. The Psychology of Pricing - Wednesday, April 10, 2013

As much as we buyers hate to admit it, we’re emotional creatures, at least when it comes to decision making. We make a decision to buy based on emotional factors first, and afterward seek rational justification for the decision we’ve essentially already made. This same principle applies to how we assess your brand’s price points as well – whether you sell products or services.

10. Real-Time Marketing - Wednesday, April 03, 2013

We live in a digital world where we’ve grown accustomed to real-time communication with one another, including with the brands we patronize. Now there is a growing expectation of real-time response from companies large and small. It’s time to become more nimble and proactive – communicating at the same pace as your customers.

11. Make Memorable Impressions at Networking Events - Wednesday, March 27, 2013

Find yourself attending countless networking events with little result in new business generated? It’s possible you’re just not leaving a memorable impression. But don’t take it personally. Most attendees are more focused on what they’re going to say than what you or anyone else is saying. That’s why deploying attention-grabbing strategies are essential to generating a real return on your networking time investment.

12. Sales: PR’s Missing Ingredient - Wednesday, March 20, 2013

If your company’s contributions are more newsworthy than the media coverage generated, you could have a sales problem. That’s right, I said a “sales” problem.

The minimum cost of entry into a successful career in public relations is the ability to write. About 50 percent of those in the field have strong writing skills, capable of inspiring readers. Given the sheer volume of press releases crossing the average reporter’s desk each week, however, it’s clear that writing skills alone don’t land stories.

13. McIver Celebrates 15 Years at MALS - Thursday, March 14, 2013

Harrison McIver has entered his 15th year as executive director of Memphis Area Legal Services Inc. with a daunting challenge that’s as constant as it is acute.

14. Spending Less on Marketing - Wednesday, March 06, 2013

Countless studies have proven that it’s generally six to eight times more expensive to attract a new customer than to sell more product or service to an existing customer. Why, then, do so many view sales as a linear process, which ends when the sale is closed?

15. Shift From Monologue to Dialogue - Wednesday, February 27, 2013

For more than a decade, companies have slowly shifted their focus to fit an era of deep consumer engagement. They have begun to embrace social media management, and they are better integrating print and TV campaigns with their online and social media presence. Unfortunately, it’s not enough.

16. Marketing Strategies to Avoid - Wednesday, February 20, 2013

Marketing opportunities change so rapidly these days that it can be tough to keep up. If you’re unsure whether your brand is setting the pace or falling behind, take a look at the following marketing strategies to avoid in 2013.

17. Do’s and Don’ts of Online PR - Wednesday, February 13, 2013

The digital age is a double-edged sword for those pitching content in hopes of landing the coveted story. On one hand, it’s never been easier to communicate with reporters, but on the other there’s so much clutter that breaking through all of the noise competing with your story has grown quite challenging.

18. Super Ads - Tuesday, February 05, 2013

What will $126,000 buy you? Exactly one second of airtime during Super Bowl XLVII. This year 30-second spots sold for more than $3.8 million. That kind of investment puts momentous pressure on the big brands to break through the commercial clutter with a memorable ad that distinguishes the brand and drives targeted consumers to take action.

19. Super Bowl Ad Preview - Wednesday, January 30, 2013

The victory of the Ravens or the 49ers won’t be all people are talking about after the Super Bowl. After all, there are the commercials, and considering 110 million viewers are anticipated for this year’s football matchup, it’s no wonder advertisers pony up big bucks. Thirty-second spots went for $3.8 million to $4 million this year – an all-time record, up from $3.5 million in 2012.

20. Epic Marketing Failures of 2012 - Wednesday, January 23, 2013

Despite their considerable marketing budgets and extensive teams, some of the world’s most well-known brands made significant marketing missteps in 2012. Learn from these epic fails to protect your brand.

21. RedRover Uses Numbers, Strategy for Growing Client Roster - Thursday, January 17, 2013

When it comes to a traditional agency model, RedRover Sales & Marketing is anything but traditional.

Founded seven years ago this month, the firm has added four new hires and three new service lines since last summer, notched impressive year-over-year revenue increases and is almost at capacity with its client roster.

22. Online Reputation Could be Killing Business - Wednesday, January 16, 2013

A whopping 70 percent of consumers globally report trusting online reviews from strangers when making purchase decisions, according to Nielsen’s most recent Global Trust in Advertising study. In fact, four out of five consumers say they reverse their purchase decisions based on negative online reviews, according to a Cone study of online trends.

23. Customers Pay More for Better Experience - Wednesday, January 09, 2013

Despite what you may believe about how price-sensitive consumers are given the economic realities of late, Oracle’s “Customer Experience Impact Report” indicates 86 percent of customers would pay 25 percent more for a better customer experience.

24. Avoid These Seven Deadly Sales Sins - Thursday, January 03, 2013

Whether you call it sales, business development or fundraising, bringing in new customers or donors is essential to your organization’s growth. After all, “nothing happens until a sale is made,” as the late founder of IBM, Thomas Watson, so prolifically stated.

25. Top 10 Smart Marketing Trends for 2013 - Thursday, December 27, 2012

Make it your resolution to execute these Top 10 smart marketing trends in 2013.

1. Visual Storytelling – Thanks to image-centric sites like Pinterest and Instagram, 2012 became the year of brand visualization. Visual content is now in higher demand than ever before and brands must step up and tell their story through more than words.

26. Top 2012 Social Media Campaigns - Wednesday, December 19, 2012

With the considerable growth in social media users, more brands are wading into the waters, allocating nearly 11 percent of their advertising budgets toward these channels this year – three times more than 2011.

27. Inherent Dangers of Do-It-Yourself Marketing - Wednesday, December 12, 2012

When you own or operate a small or mid-sized company, you likely have an innate sense of self-reliance. It’s that desire to get things done on your own that probably got you to where you are today. That same drive to maintain unencumbered control, however, may be inhibiting your growth when it comes to the development and execution of your marketing strategy. While seemingly counterintuitive, here’s why this is often the case.

28. Quotes Celebrating Zig Ziglar - Wednesday, December 05, 2012

Author, motivational speaker and consummate salesman Zig Ziglar died in late November at the age of 86. Heralding from Yazoo City, Miss., Ziglar impacted the lives of salespeople worldwide. His influence was undeniable and his legacy, long lasting. This compilation of “Zigisms” is in celebration of his life’s work. May they bring you inspiration.

29. The Evolution of Black Thursday - Wednesday, November 28, 2012

If some of the big retailers had it their way, Thanksgiving would evolve from a day of thanks with one’s family to a full-day shopping extravaganza. And based on consumer response this year and last, that’s just where we’re headed.

30. Social Media Blunders of the Year - Wednesday, November 21, 2012

With social media networks flying past some once unthinkable records, including surpassing 1 billion users across all major platforms, it’s not surprising that we’ve witnessed some significant brand blunders as users figure out how to properly utilize these tools.

31. Arm Your Sales Team for Sophisticated Selling with Buyer Personas - Wednesday, November 14, 2012

To deliver a stellar performance, great actors engage in an extensive process to get inside the head of their characters – understanding their persona. Similarly, imagine if your sales force were armed with such a deep understanding of their buyers. Not only would it improve their ability to connect with prospects in a more meaningful way; it would also allow them to tailor their pitch to ensure it moves prospects to buy.

32. Sales, Marketing Lessons From Presidential Campaign - Wednesday, November 07, 2012

Despite your political affiliations or how your candidate fared in this year’s presidential election, it’s tough not to appreciate the full-court press the candidates give in selling and marketing their own personal brands. In fact, there are sales and marketing takeaways that we can glean from one of the most expensive elections (AKA “ad campaigns”) in our nation’s history – lessons we can leverage in promoting our own local brands.

33. Facebook’s Dirty Little Secret and How to Combat It - Wednesday, October 31, 2012

According to last week’s earnings report, Facebook is fueling growing ad revenue. The company landed slightly above analyst predictions, due in part to mobile ad growth.

The number of active mobile Facebook users grew rapidly from 543 to 604 million in the last three months alone – now comprising over half of the entire user base. To add, mobile users are 20 times more likely to return to Facebook the same day than desktop users, according to the brand’s COO.

34. Leveraging Pinterest For Holiday Sales - Wednesday, October 24, 2012

Virtual scrapbooking site Pinterest is a force to be reckoned with. That’s why brands nationwide will integrate Pinterest campaigns into their promotional strategies this holiday season. This 2-year-old social media phenom has already attracted roughly 20 million users, making it the third-most popular social network in the U.S.

35. The More You Tell, The Less You Sell - Wednesday, October 17, 2012

“Seek first to understand, then to be understood.” This principle from author Stephen Covey’s “Seven Habits of Highly Effective People” has the power to solve an industry-wide sales challenge – under-developed listening skills.

36. With Advertising, Go Big or Go Home - Wednesday, October 10, 2012

“What happens in Vegas, stays in Vegas,” or so the slogan goes, but every time I visit Sin City I’m inspired to share how exceptionally well big brands in this congested market advertise in larger-than-life ways. Standing out from the tremendous volume of advertising clutter is the name of the game in Vegas, and marketers could learn a thing or two from this go-big-or-go-home approach.

37. Collaborative Zones - Monday, October 08, 2012

The practice of designing office spaces is trending away from inhibiting cubicles and foreboding conference tables and more toward creating collaborative zones.

Tenants are demanding alternatives that cut costs, improve productivity and increase morale. That’s because flexibility is key for modern-day office users, said Heather Averwater, interior designer with brg3s architects.

38. How to Adapt to Today’s Visual Culture - Wednesday, October 03, 2012

Great advertising engages our senses. While we may not be able to touch or taste a product through an ad, with the right visual, we get a sense for what it’s like through another’s eyes.

39. RedRover Names Thomson Account Manager - Wednesday, October 03, 2012

Melissa Thomson has been promoted to account manager from account executive at RedRover Sales & Marketing. In her expanded role, Thomson serves as a fractional chief marketing officer for growing Mid-South companies by conducting critical market research then creating and executing marketing strategies.

40. Cultivating Relationships With Distinct Buyer Types - Wednesday, September 26, 2012

In today’s increasingly competitive world, it’s vital to know your audience and what language resonates with them most. The most skilled in sales are able to identify in mere minutes the buyer type with which they’re speaking and what factors most likely influence their decision to buy. Having this powerful information in your arsenal allows you to tailor your pitch accordingly and close more business.

41. 3 Tips for Improving a Struggling Sales Team - Wednesday, September 19, 2012

Successfully managing a sales team takes a special touch, because great salespeople are wired differently than most. Their defining qualities – fearlessness and dogged determination – are what make them both stellar at closing business and, at times, a handful to manage.

42. Three Secrets to Closing More Business - Wednesday, September 12, 2012

Considering how hard salespeople have to work to land a meeting with a prospective customer, it’s surprising how little effort is typically put into the follow-up with that prospect after the meeting. The result is lost opportunity and the need to work harder than necessary to meet sales targets.

43. Instagram Marketing Secrets - Wednesday, September 05, 2012

It’s not often that a company with essentially no revenue sells for nearly a billion dollars, but that’s just what happened when Facebook wrote the largest check for a social media network ever this year. So what inspired the Facebook founder’s record-breaking purchase of Instagram?

44. How Google’s New Updates Impact Your Business - Wednesday, August 29, 2012

Earlier this year, Google rolled out its latest set of changes to the secret algorithm it uses to determine search rankings. While the public isn’t privy to the actual formula, the impact was a clear message to marketers to stop playing tricks to manipulate results and start developing websites that actually appeal to the public.

45. Changes In Buyer Behavior Critical To Biz Survival - Wednesday, August 22, 2012

A significant shift in buyer behavior has occurred over the last several years – a shift that has not only changed the very essence of the role of salesperson but how we market to consumers as well. The origin of this shift is three-fold – the role the Internet plays in informing buyers, a new paradigm in group decision-making, and an increasing expectation for a heightened customer buying “experience.”

46. 5 Best Practices For Leveraging Pinterest - Thursday, August 16, 2012

Part two of a two-part series Virtual scrapbooking site Pinterest has quickly taken the world of social media by storm, leaving some business owners and marketers scratching their heads about how exactly to leverage their time investment accordingly.

47. MALS History Stretches Far Back - Thursday, August 16, 2012

Context for a capital drive launched by Memphis Area Legal Services Inc. to pull the organization back from the financial brink can be found in MALS’ history, including its formation in the wake of the death of Dr. Martin Luther King Jr.

48. MALS Capital Drive Under Way - Thursday, August 09, 2012

Memphis Area Legal Services Inc. exists to provide crucial legal help and representation to needy Memphians.

49. Pinterest Piques Retailer Interest - Wednesday, August 08, 2012

Editor’s Note: This is the first in a two-part series. With photo-sharing tool Instagram off the market – selling to Facebook earlier this year for a billion dollars – Pinterest is now the hottest social media startup in Silicon Valley due to its rapid growth as the fastest social media platform ever to gain 10 million unique users. Today, Pinterest boasts 17 million accounts, up from 5,000 in the fall of 2010, making it the third-largest social network after Facebook and Twitter, according to Forbes.

50. Tales of Comeback - Monday, August 06, 2012

Jay Myers is gritting his teeth so much it feels like some of them are starting to buckle.

It’s April 2003, and Myers, the founder and CEO of Memphis-based videoconference technology company Interactive Solutions Inc., is sitting in his office with the door closed. His hands are shaking.

51. Techniques For Revealing Hidden Objections - Wednesday, August 01, 2012

Editor’s Note: This is the second in a two-part series. Prospects speak a language of their own. A seemingly positive, “call me back in a few months” more often than not means “you may try, but you’ll be screened by my gatekeeper relentlessly.”

52. Decoding Prospects’ Secret Language - Wednesday, July 25, 2012

Part one in a two-part series Let’s face it. Prospects have a language of their own. Sometimes they say one thing when they really mean another. Shocking, right? The language differences between sellers and buyers are akin to those between men and women – often worlds apart. Fortunately, prospects have a few go-to responses that, once decoded, will put you on an even playing field.

53. Adapt or Die - Wednesday, July 18, 2012

It’s an undeniable truth in business. If you fail to adapt to the changing marketplace or the changing needs of your customer, your business will die. It can be tough to face this reality and venture into the unknown once you get comfortable with tried and true strategies that used to work without fail.

54. Rip Off the Band-Aid - Wednesday, July 11, 2012

Odds are, your company will eventually face a PR crisis – regardless of its size. PR crises can simply be accidental, such as an employee on your team neglecting to shred an important document that mistakenly fell into someone’s hands. Or you could face the more serious negligent action: an employee sold confidential customer information to a third party, for example.

55. Mastering The Perfect Pitch - Wednesday, July 04, 2012

In the sales world, delivering the perfect pitch is akin to throwing a no hitter. It’s no easy feat, but those who’ve mastered the art of the flawless pitch have the power to consistently shut down the opposing team and bring home more wins.

56. ‘Mad Men’: Dispelling The Myth - Wednesday, June 27, 2012

Infamous “Mad Men” character Don Draper swills bourbon, chain smokes, womanizes and spouts out seemingly genius 1960s ad campaign concepts just under the wire every week on AMC’s mega hit. How accurate is this depiction of advertising agencies today? Let’s set the record straight.

57. Referrals Can Help Improve Close Ratios - Wednesday, June 20, 2012

Sales is a tough job. Having the courage and drive to pick up that phone every day and face potential rejection requires a thick skin and level of dedication unmatched by most.

Consider that the average close ratio is about 10 percent for most salespeople. Those are tough odds.

58. ‘Pipe Kitty’ Shows Power of Viral Marketing - Wednesday, June 13, 2012

If the phrase “pipe kitty” means anything to you, you’ve likely witnessed the tremendous power of viral marketing. Though certainly not a concerted marketing effort, Greenway Home Services, a local HVAC, plumbing and appliance repair company, began a viral marketing sensation this past weekend.

59. Google Page 1 Is Holy Grail - Wednesday, June 06, 2012

We all know intuitively that a strong search engine ranking can impact traffic to your website, but just how “make or break” is it? A whopping 75 percent of people don’t click past the first page of search results, and the top three results on page one, excluding paid ads, account for 60 percent of the clicks according to Sitepoint.com.

60. Does Your Brand Have Personality? - Thursday, May 31, 2012

Ever wonder why some small businesses become powerful brands and others stagnate? Often, it comes down to brand personality, or lack thereof.

Take ice cream brand Ben & Jerry’s, whose owners founded the company on the principle of “If it’s not fun, why do it?” That brand personality resonates both inside and outside the company. Employees have fun at work and that sense of enjoyment permeates to the outside world as well. Known for fun flavors like Cherry Garcia, named for the Grateful Dead front man Jerry Garcia, the brand now promotes a controversial flavor of the month, such as Imagine Whirled Peace, What a Cluster, and Karmel Sutra.

61. Jury’s Out On Facebook Advertising - Wednesday, May 23, 2012

Business owners and marketers around the globe are clamoring to assess the viability of Facebook advertising. After all, Facebook has amassed over 900 million active users in eight short years, making it easy to see what all of the fuss is about.

62. How to Avoid Ten Common Sales Problems - Wednesday, May 16, 2012

Do you know what’s preventing your sales team from consistent, exceptional performance? It most often comes down to a handful of common mistakes that preclude salespeople from realizing their full potential. Once you recognize and eliminate them, you may be surprised how rapidly you see an improvement in performance.

63. RedRover Wins Four Communicator Awards - Thursday, May 10, 2012

The winners of The 2012 Communicator Awards have been announced by the International Academy of the Visual Arts, with Memphis-based RedRover Co. being among the winners.

64. Utilize Storytelling To Sway Customers - Wednesday, May 09, 2012

There is perhaps no greater weapon in a sales rep’s arsenal than a well-told story. There are fundamental selling skills salespeople must have to find success – the ability to uncover a prospect’s needs, formulate customized solutions, overcome objections, and ask for and close the business. You would assume those skills, coupled with proper selling tools, would equate to success.

65. Creating a Last Impression - Wednesday, May 02, 2012

Ambient marketing, an underutilized form of guerrilla marketing, aims to catch the attention of prospective customers in nontraditional locations while in a place and at a time when they are most open to considering what you’re offering.

66. How to Spot Great Sales Talent - Wednesday, April 25, 2012

Sales skills can be taught. The idea that successful salespeople are “born that way” is simply a myth. Few are. It’s a learned skill – one crafted and honed through years of practice.

67. Ready or Not, Facebook Timeline Here - Wednesday, April 18, 2012

All hail Facebook Timeline. Like it or not, the social media giant’s much anticipated design overhaul for individual users early this year has now been applied to all business pages, too.

The conversion for individuals left Facebook with more than a few battle scars, as many were uncomfortable with the new organization of content on the page and the fact they were forced into the change.

68. Secrets To Embracing Rejection - Wednesday, April 11, 2012

When asked what contributed most to his NBA career, Michael Jordan said he missed more shots than he made, which is why he had the opportunity to make more memorable shots. No one remembers how many shots you missed. Similarly, sales is a numbers game.

69. Pros and Cons With Intrusive Marketing - Wednesday, April 04, 2012

Intrusive marketing gets a bad rap. It’s often thought of as overly invasive and a turnoff to customers. Done thoughtlessly and in poor taste, it certainly can be. However, savvy brands understand the power of taking your prospective customer off guard and breaking through all of the advertising clutter competing for their attention.

70. Viral Bug Bites Big Brands, Startups Alike - Wednesday, March 28, 2012

Global brands, fledgling startups and nonprofits alike are embracing viral marketing, an electronic form of buzz marketing. It’s where your message passes from person to person without your direct involvement – the technological equivalent of word of mouth.

71. Open Eyes, Ears To Avoid Overselling - Thursday, March 22, 2012

Salespeople have two ears and one mouth for a reason. The formula for sales success is 80 percent listening and 20 percent talking. Good listeners “hear” more than just the words their prospects speak. They also pick up on nonverbal cues.

72. Engagement Drives Sales, Loyalty - Wednesday, March 14, 2012

There’s no better way to immerse potential customers in your brand than through experiential marketing – a form of guerrilla marketing seeing a resurgence.

Experiential marketing allows prospective customers to interact with your brands, products and services in sensory ways. The most successful experiential campaigns utilize as many of the five senses as possible – allowing consumers to see, hear, touch, smell and/or taste your product.

73. Stunt Marketing Breaks Through Promotion Noise - Wednesday, March 07, 2012

With the explosion of social media, the sheer volume of marketing messaging vying for the attention of your customers is astounding. In fact, buying behaviors have fundamentally changed as a result.

74. Events - Wednesday, February 29, 2012

The Kiwanis Club of Memphis will meet Wednesday, Feb. 29, from noon to 1 p.m. at The Peabody hotel, 149 Union Ave. Lori Turner-Wilson will speak about social media. Cost is $25 per person.

75. Generational Marketing Gaffs, Wins - Wednesday, February 29, 2012

Fundamental experiences shape a collective generation – wars, political changes, scientific advancements, entertainment and pop culture trends. These experiences, especially those encountered during one’s formative years, have great influence over a generation’s values and core beliefs, preferred methods of communication, product needs and buying decisions. Understanding these shared beliefs is at the heart of generational marketing.

76. Events - Tuesday, February 28, 2012

The Memphis Rotary Club will meet Tuesday, Feb. 28, at noon at the University Club of Memphis, 1346 Central Ave. Andy Cates of Colliers International will speak. Cost is $18 per person. For reservations, email Taylor Hughes at taylor@memphisrotary.org.

77. Events - Monday, February 27, 2012

The Tennessee Beta Unit of Parliamentarians will meet Monday, Feb. 27, at 5:45 p.m. at the Poplar-White Station Branch Library, 5094 Poplar Ave. Those interested in expanding their knowledge of parliamentary law and Robert’s Rules of Order are welcome to attend.

78. Try Guerrilla Research for Keen Insight - Wednesday, February 22, 2012

Guerrilla marketing: unconventional marketing techniques designed to generate a significant return with a limited financial investment. It’s every business owner’s dream.

The term was coined by Jay Conrad Levinson years ago, and while the moniker was initially intended for outbound marketing strategies, the same principles can be applied to market research – or guerrilla research.

79. Events - Tuesday, February 21, 2012

The Better Business Bureau Breakfast Series will continue Tuesday, Feb. 21, from 7:30 a.m. to 9 a.m. at the BBB, 3693 Tyndale Drive. Lori Turner-Wilson of RedRover Sales & Marketing will discuss reaching and keeping customers through generational marketing. Cost is free for BBB-accredited businesses and $10 for guests. To register, contact Susan Harris at 757-8617 or sharris@bbbmidsouth.org.

80. Events - Monday, February 20, 2012

The Better Business Bureau Breakfast Series will continue Tuesday, Feb. 21, from 7:30 a.m. to 9 a.m. at the BBB, 3693 Tyndale Drive. Lori Turner-Wilson of RedRover Sales & Marketing will discuss reaching and keeping customers through generational marketing. Cost is free for BBB-accredited businesses and $10 for guests. To register, contact Susan Harris at 757-8617 or sharris@bbbmidsouth.org.

81. Events - Friday, February 17, 2012

The University of Memphis, University of Tennessee Health Science Center and Vanderbilt University will present Biomaterials Day Friday, Feb. 17, from 8 a.m. to 6 p.m. in the U of M’s FedEx Institution of Technology, 365 Innovation Drive. The conference will feature panel discussions on the innovation of clinical needs of biomaterials, a networking luncheon and presentation by students and professionals. Visit tiny.cc/UMbiomaterialsday2012 for more information.

82. Events - Thursday, February 16, 2012

The Lipscomb Pitts Breakfast Club will hold a Female Business Leader Lunch Thursday, Feb. 16, from noon to 1:30 p.m. at Napa Café, 5101 Sanderlin Ave., suite 122. The lunch will allow business leaders an opportunity to network and discuss ideas. To R.S.V.P., email Jeremy Park at jeremyp@lpinsurance.com.

83. Biggest Cold Calling Mistakes and How To Avoid Them - Wednesday, February 15, 2012

The ability to sell is a learned skill. There’s a formula – a vital part of which is planning. Is it the most glamorous part of sales? No. Is it worth the investment? Every time.

It’s always been interesting to me – from a sales psychology perspective – how more time is often spent fretting about a potential “no” response a cold call may generate than actually planning for and making the phone call. Fear can be immobilizing – preventing you from conducting the proper preparation. Instead, there’s often a desire to simply get it over with.

84. Super Bowl MVPs - Wednesday, February 08, 2012

Would you write a check for $116,000 for one second of TV airtime?

That was precisely the question Super Bowl advertisers faced this year. Thirty-second ads sold for a record $3.5 million, up a whopping 17 percent from last year.

85. Super Bowl Ad Sneak Preview and Spoilers - Wednesday, February 01, 2012

When you’re spending $3.5 million on a 30-second TV spot, maximizing buzz is the name of the game. That’s why one of the overarching themes with this year’s bevy of Super Bowl ads is pre-game promotion as well as the introduction of more social media integrated campaigns. Savvy marketers are taking a more holistic approach.

86. Emerging Trends In Trade Show Marketing - Wednesday, January 25, 2012

Technological advancements have changed the trade show game. The stakes are higher and participation is more expensive than ever. Nice collateral, a giveaway and a winning smile are no longer enough. You must more creatively attract and engage attendees to effectively compete.

87. Top 2011 Social Media Campaigns - Wednesday, January 18, 2012

2011 was a banner year for social media marketing as brands large and small began to utilize it proficiently. Four brands in particular executed creative campaigns that generated high levels of targeted consumer engagement.

88. Igniting Your Sales Team’s Performance - Wednesday, January 11, 2012

Selling is tough. It’s hard on the ego and requires exceedingly high energy levels. That’s why it takes more than money to keep salespeople fired up and on target.

When performance falters, managers often struggle with how to proceed. Many tolerate mediocrity to avoid making waves or having to recruit.

89. Top 10 Smart Marketing Trends For 2012 - Wednesday, January 04, 2012

Pay no heed to the “hottest trends in marketing” hype for the New Year, as there is often little correlation between what’s hot and what actually works. Instead, make your resolution to execute these Top 10 smart marketing trends for 2012.

90. To Blog or Not to Blog? - Wednesday, December 21, 2011

To blog or not to blog? Though certainly not as life or death as Shakespeare’s variation, it’s an interesting question faced by countless business owners and marketing professionals every day.

91. Differentiate to Reach Prospects - Wednesday, December 14, 2011

The Information Age is pushing many industries down the path of commoditization, where consumers see little difference between you and your competitors. Purchase decisions become price-centered – a dangerous game.

92. Business Gift Giving Guide - Wednesday, December 07, 2011

'Tis the season for showing appreciation for our clients that allow our businesses to operate.

What should be a fun activity can wind up being a chore, as finding a memorable gift that aligns with your clients’ interests and fits within your budget is no small feat.

93. The Demise Of Black Friday - Wednesday, November 30, 2011

The Black Friday moniker was coined in the 1960s as the first day of the year retailers turn a profit or operate in the black. Consumers know it as the day after Thanksgiving when retailers offer deep discounts to kick off the holiday shopping season.

94. Breaking Through The Voice Mail Barrier - Wednesday, November 23, 2011

Thirty years ago, prior to caller ID and voice mail, we actually answered our phone to find out who was on the other end. Eek. Gasp. The horror.

While those days are long behind us, savvy sales reps view caller ID and voice mail as vital selling tools rather than agonizingly restrictive systems used to prevent sales people from ever reaching a live prospect.

95. Eighty3 Brings New Dining to Madison - Thursday, November 17, 2011

The Madison Hotel’s Grill 83 has received a major face-lift, aiming to lure customers in its doors on a regular basis versus merely for special occasions.

After two weeks of renovations, the rebranded eatery opened its doors Wednesday, Nov. 16, under the name Eighty3, with two new chefs and more urban architecture.

96. Lesson in Perry’s PR Recovery - Wednesday, November 16, 2011

No matter what your political affiliations, you have to give Texas Governor Rick Perry credit for leading a strong recovery strategy after his “oops” moment in the recent Republican presidential debate.

97. Master The Business Lunch To Connect - Wednesday, November 09, 2011

The art of the successful business lunch is no longer a skill common to most salespeople. Master this skill to differentiate yourself and your company in the marketplace. Call it old school, but the bottom line is this strategy still works.

98. Bleu Owners Hope for Hotel Longevity - Monday, November 07, 2011

With its spiffy updated interior and aggressive social media presence, it’s pretty clear that bleu restaurant & lounge is aiming at being the hippest and hottest drinking and dining place Downtown. The reconfigured space in The Westin Memphis Beale Street hotel was first the Daily Grill, then Sole and now bleu, with a new concept and chef (Robert Nam Cirillo) and a dose of attitude: “Something Bold. Something Neu. Something Bleu.”

99. Community Driven - Friday, November 04, 2011

The long anticipated opening of bleu restaurant & lounge in Downtown’s The Westin Memphis Beale Street was shaped from the ground up, starting with community input.

The new eatery replaces the former Sole Restaurant & Raw Bar across from FedExForum at 221 S. Third St.

100. Follow Up Wisely To Close Sales - Thursday, November 03, 2011

Too many sales professionals work tirelessly to land a sales meeting and develop their pitch, only to lose the sale in the end through a series of poorly constructed follow-up calls.

It’s easy to mindlessly make follow-up calls to check on the status of a prospect’s decision to buy whatever it is you’re selling. They typically sound something like this: “I’m just calling to see if you’ve made a decision to…” Most all of us have received an uninspired follow-up call like this before. The message unintentionally delivered is that you need him more than he needs you, you’re looking for any business (versus his business), and you’re not terribly motivated to earn that business.