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Editorial Results (free)

1. Top Five Sales Excuses -

Sales greats have the ability to adapt based on their audience, are able to embrace rejection as an express pass to their next “yes,” and generally have a high degree of emotional intelligence. But even veteran sales pros can fall into the trappings of excuse making as a way to cope with sales hurdles.

2. Airport Authority Approves RedRover Contract -

Memphis International Airport should have a new team of storytellers on board.

The Memphis-Shelby County Airport Authority board voted Thursday, Sept. 18, to engage Memphis-based RedRover Co. LLC to help craft a multi-platform communications and image campaign for Memphis International, which is transitioning from a Delta Airlines hub to an origin-and-destination airport.

3. Five Top Sales Negotiation Mistakes -

More than 75 percent of the sales reps I’ve coached through the years cite price as their number one objection. Given the state of our economy for the last several years, it’s no wonder. And even though our economy is beginning to rebound, the side effect of a recession is the bargainer’s mindset that it creates in the market.

4. Three Secrets to Closing More Business -

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 a lost opportunity and the need to work harder than necessary to meet sales targets.

5. Brand Voice – Ultimate Competitive Advantage -

Your brand is more than your logo. In fact, customers view brands through three distinct lenses – verbal, visual and experiential.

Your logo and the broader look and feel of your brand identity certainly drive a customer’s visual interpretation of your brand. How they are treated when engaging with your brand drives their experiential impression of your brand. That leaves the verbal lens, which is all about your brand’s spoken and written voice.

6. Ice Bucket Challenge Spotlights Viral Video Power -

Perhaps one of the greatest viral phenomena – the ALS Ice Bucket Challenge – has dominated social media channels for the past month, raising an impressive $70 million to date, compared to $2.5 million typically raised by the nonprofit during the same time period.

7. Six Revealing Sales Interview Questions -

The new hire failure rate is astonishing and expensive, and it’s even worse for sales candidates who can be among the toughest to properly vet. Leadership IQ reports that of 20,000 new hires tracked in a recent study, 46 percent failed within 18 months.

8. Cold Email Mastery, a Click Away From Anyone -

Cold calling is a tough business, though a necessity for many companies. The cost of sales is high, as is sales rep rejection and fatigue. Imagine if email could significantly improve your engagement rate with otherwise cold prospects. If executed well, it can, explains Scott Britton with life-longlearner.com, the forensic accountant of the email world whose company was acquired by Constant Contact for $100 million in 2012.

9. Brand Lessons from Apple -

The essence of a brand isn’t so much about rationale arguments; instead, it’s how it makes the market feel emotionally. So believed the late Steve Jobs.

“Nike sells a commodity; they sell shoes. And yet when you think of Nike you feel something different than a shoe company. In their ads, as you know, they don’t ever talk about the product... What’s Nike do in their advertising? They honor great athletes and… great athletics. That is what they are about.”

10. American Marketing Association Memphis Chapter Preps for New Events -

The Memphis chapter of the American Marketing Association is gearing up to be a hub of new networking and educational opportunities for local marketing professionals in the city.

Along with the finalization of its Memphis charter, the organization has elected a new board of directors packed with experienced marketing leaders from the area. The chapter also plans to offer “unexpected, unique and creative” benefits to help it stand out from traditional professional organizations.

11. Debunking Five Pinterest Myths -

There’s no denying virtual scrapbooking site Pinterest’s explosive growth, now boasting more than 40 million active users per month. The Webs 2014 Small Business Digital Usage Survey cites 20 percent of small businesses who use social media view Pinterest as a top social media channel for marketing their businesses.

12. Right-Brained Reps in Left-Brained World -

According to Albert Einstein, the definition of insanity is “doing the same thing over and over again and expecting a different result.” Yet it’s all too common for sales managers to feel like they’re beating their heads against the wall trying to get their sales reps to follow established processes to manage orders and track progress. It can be frustrating for both sales managers and sales reps alike.

13. RedRover Tweaks Name, Refreshes Logo -

RedRover Sales & Market Strategy, an 8-year-old sales training and coaching, marketing and PR agency, has decided to update its brand and tweak its name.

The new logo – which includes a blend of boldfaced and regular lettering, combined with the company name in capital letters to embody strength and purpose – is part of the agency’s #RoverRefresh campaign, launched during what’s proven to be a big year of growth and expansion of service for the agency.

14. RedRover Tweaks Name, Refreshes Logo -

RedRover Sales & Market Strategy, an 8-year-old sales training and coaching, marketing and PR agency, has decided to update its brand and tweak its name.

The new logo – which includes a blend of boldfaced and regular lettering, combined with the company name in capital letters to embody strength and purpose – is part of the agency’s #RoverRefresh campaign, launched during what’s proven to be a big year of growth and expansion of service for the agency. That campaign also includes a contest for local startup companies, which will be announced this afternoon, and there will also be social media activities that invite the public to participate in the logo launch.

15. 10 Surprising Social Media Facts -

With how quickly the social media landscape changes, it can be tough to keep up. Here’s the abridged version of the top 10 most surprising social media facts likely to have the greatest impact on your company’s social media strategy.

16. Top 10 Email Marketing Best Practices -

Part two in a two-part series. Email marketing has advanced significantly over the past decade, with the potential to be one of the strongest performers of all weapons in your marketing arsenal due to its unique ability for highly personalized content and comprehensive tracking delivered straight to the consumers’ inbox. Unfortunately, it’s also, perhaps, one of the most poorly executed of the marketing channels.

17. 10 Deadly Sins of Email Marketing -

Part one in a two-part series. Data released last year by a research firm called Return Path cites that the average individual receives more than 400 commercial emails per month – emails from businesses selling products and services versus email from colleagues, friends or family.

18. 9 Steps to Build Prospect Trust -

Buyers want to trust the salesperson they’re buying from before they part with their hard-earned money. That’s why building trust is a minimum cost of entry in the sales profession. If your prospects don’t trust you, you’ll always be working much harder than is necessary.

19. 5 Steps to Grow Your Email List -

One of the most cost-effective strategies for driving Web traffic and generating online leads is email marketing. Unfortunately, most small and mid-sized companies have an email database filled mostly of current clients, business partners and other friends of the firm. To put a fire under your email marketing and dramatically boost results, follow these five steps for growing your email database.

20. RedRover on Growth Streak, Plans to Double in Size -

The addition of new faces at RedRover Sales & Marketing, like that of account executive Charles Vance, underscores the agency’s intent to double in size this year.

21. Use Repeatable Sales Process for Scalable Biz Growth -

For many B2B companies, the ability to grow correlates with the ability to effectively expand the sales team. If each member of your team has his own approach to selling your company’s products and services, replicating success and scaling your company can be difficult.

22. Marketing Lessons From Startups -

Having spent the lion’s share of my career marketing national corporations, I would certainly say there is a science to marketing at that level and the better brands market like well-oiled machines. Opening my own business eight years ago, however, and partnering with countless startups through those years, I’ve also learned there’s a thing or two startups can teach the big boys about marketing.

23. Save Your Sales Team From Extinction -

Second in a two-part series. The Information Age has created a marketplace built predominantly of connected buyers who have largely determined whether or not to buy from us before they ever make contact with a sales rep. Due to readily available info about your company and competitors, sales support is unnecessary early in the buying process, forever changing the role of the sales rep.

24. Selling to Connected Buyers -

First in a two-part series. The buying experience has been completely reinvented over the last decade, and companies slow to adapt are losing revenue and market share as a result.

A 2011 Sales Executive Council study showed 57 percent of the buying process is completed before a prospect even makes contact with a sales rep. We now live in a world built predominantly of connected buyers whose minds are almost made up before they choose to interact with a member of your team, as most of the desired information is at their fingertips, day or night. If they make contact, buyers don’t distinguish between a customer service and sales rep, as they see them as one in the same.

25. Why Most Sales Proposals Fail -

You put so much time and energy into getting a prospect to agree to a meeting, preparing for that meeting, pitching your services and gaining agreement from the prospect to consider buying. So why, all too often, is so little time spent on the sales proposal itself? It’s like running the ball to the 10-yard line and then sitting down on the field.

26. The Opportunity in ‘No’ -

When your business is young, you naturally welcome every new customer with open arms in an effort to generate cash flow and get on your feet.

Too many business owners have trouble breaking that pattern even after their business is more established, with the “say yes to everything” mentality trickling down to the front line sales team. If you’re not careful, this can be a death sentence to a business.

27. Events -

The Memphis and Shelby County Office of Sustainability will hold a public meeting about the Mid-South Regional Greenprint and Sustainability Plan Tuesday, May 6, at Riverview Community Center, 1891 Kansas St. Drop by for 10 minutes during the open house, 3 p.m. to 5:30 p.m., or attend the presentation and Q&A from 5:30 p.m. to 7 p.m. Visit midsouthgreenprint.org.

28. Events -

Tennessee Genealogical Society will hold its annual spring seminar, featuring certified genealogist Diane Giannini, Saturday, May 3, from 9 a.m. to 3:30 p.m. at the Pickering Center, 7771 Poplar Pike. Cost is $30 for members and $35 for nonmembers; RSVP required. Visit tngs.org.

29. Events -

ArtsMemphis will host the Audiences Everywhere Workshop Tuesday, May 6, from 9 a.m. to noon at the Sedgwick CMS training offices, 1100 Ridgeway Loop. Attendees will learn strategic ideas about how to grow their audiences, develop new donors and raise public awareness. Cost is free. Register at artsmemphis.org/events or email lboyer@artsmemphis.org.

30. Are Traditional Websites Dead? -

While reports of the death of corporate websites have been exaggerated, there’s no denying that traditional sites are experiencing significant traffic declines.

WebTrends analyzed the number of unique visits to Fortune 100 websites. Sixty-eight percent of these sites experienced declines in unique visitors compared to the previous year with an average annual decline of over 20 percent. The study points to Facebook as a primary contributor. With more regularly updated content and greater opportunity for consumer engagement, the market is often electing your Facebook page over your brand website.

31. Tips for Selling to First-Time Buyers -

Savvy salespeople adjust their approach when selling to first-time vs. seasoned buyers in their category – especially when selling complex products or business services. Approach them like two sides of the same coin and you could end up with an unhappy customer and a hit to your brand’s reputation.

32. A Calling Card That Speaks Volumes -

For those in marketing, there is never, ever enough time in the day to get it all done. That’s why savvy marketers seek passive marketing strategies to compliment their more active techniques. It’s like having a secret squad at work for you 24/7.

33. Cold Calling Gets Bad Rap -

Cold calling gets a bad rap. Sales reps dread it, due to the anxiety and rejection that too often accompany it. In reality, the make-or-break moment in most cold calls is just the initial conversation starter – that first 10-20 seconds from your first word to the point at which the prospect gives you permission to continue talking. If you can make it past that all-important hurdle, it’s all downhill from there.

34. Talk Like TED in Your Sales Pitch -

TED is a nonprofit committed to spreading ideas in the form of succinct yet powerful talks that are all 18 minutes or less – the ideal length of time to connect with and persuade viewers.

TED Talks have a distinct style – a formula that often results in spectacularly high levels of viewer engagement. This style is predicated on several guiding principles asked of TED Talk presenters, as outlined by Carmine Gallo in “Talk Like TED.”

35. Ambiverts Make Sales Rock Stars -

Inability to find good sales talent is a common source of frustration among business owners and hiring managers nationwide. I would contend it’s because many are simply focusing on the wrong candidate profile.

36. Measurement: Holy Grail of Marketing -

Second in a two-part series. Measurement is the Holy Grail of marketing. A savvy marketer would naturally prefer to invest his dollar in a strategy with a measurable return on investment versus one without.

37. RedRover Adds Corporate Veteran to Ranks -

It started with Ilenia Buggy scanning LinkedIn and stumbling across RedRover Sales & Marketing, the Memphis-based agency with the catchy canine-infused theme that caught her attention.

After learning more about the company, which was founded in 2006, and studying its website, Buggy’s recollection is matter-of-fact: “It became very clear to me I needed to be part of this team.”

38. Reports of Email’s Death Greatly Exaggerated -

The first in a two-part series. While email marketing may have lost a bit of luster given the instant gratification of social media, it’s alive and well and is one of several digital marketing channels businesses are spending significantly more on in 2014. Why? Because compared to social media marketing, email marketing is less time intensive and easier to measure, test and optimize.

39. Marketing Strategies On Vine -

Given the increasingly shorter attention span of today’s Web user, it’s no wonder Twitter’s looping video app – Vine – is crawling its way into brand marketing strategies across the globe. At more than 40 million users in just over a year, it’s making a run at Instagram, now over three years old with more than 150 million users.

40. Stop Asking for Referrals -

Referred prospects offer one of the strongest returns of any marketing or sales strategy you can deploy. After all, a good referral costs nothing to generate and a referred prospect is much more likely to become a customer than an average lead.

41. 2014 Search Engine Trends -

There is a complex day-to-day science to ranking consistently well with the search engines. Unless you’ve made it your life’s work to stay abreast of the ever-changing algorithms, your best bet is to stick to the basics.

42. Role of Personal Branding in Business -

Many of the top-performing CEOs in the world, as determined by Harvard Business Review, are names that aren’t exactly fodder for dinner conversation. They know how to create long-term value for their companies but many focus little on creating their own personal brands.

43. Super Bowl ‘Ad-stravaganza’ Preview -

With one of the most watched television broadcasts in history just days away, buzz is building to a frenzy over which big brands will take home Best in Show in this year’s Super Bowl advertising competition.

44. Persuading CEOs to Buy -

CEO-level sales calls are to salespeople like marathons are to runners. Neither is for the faint of heart, but with risk comes reward.

Starting at the top certainly has its benefits, as CEOs are the ultimate decision-makers. But you’ve got to be sure what you’re selling fulfills a need likely on a CEO’s radar versus a product someone down the line would normally handle. These are not prospects with which you can afford to burn a bridge, and wasting their time is a fast path to doing so.

45. Your Biggest Competitor is Indecision -

Ask about anyone in business about their biggest competition, and they’ll likely offer up the name of a rival company. I’d argue that for most companies, the fiercest of all competitors is prospect indecision and apathy – the predominant deal-killers faced by sales teams day in and day out.

46. The Psychology Behind Social Media -

Brands leveraging social media as an arrow in their quiver of marketing tools naturally want to know what drives people to engage with their brand. It’s perhaps the most important question of all, as mainstream social media sites like Facebook are placing increasing emphasis on how much your followers engage with your brand versus your total follower count.

47. 2014 Game-Changing Sales Trends -

With the rapid technological advancements that have accompanied the Information Age, the “selling process” has been shifting toward more of a “buying process” for years, as most buyers engage in significant online research prior to ever engaging a sales rep. Today’s buyers are further along in the sales process, with a much clearer understanding of what they need before your sales reps ever get their shot.

48. Christmas Miracle Goes Viral -

Canadian airline WestJet created a viral marketing sensation this holiday season. It was the second installment in what the brand has proclaimed an annual tradition.

Last Christmas, the brand converted one of its gates into the North Pole as a flash mob ensued, singing and dancing to “Deck the Halls.” The resulting video garnered more than a million views on YouTube.

49. RedRover Adds Trio of Employees -

RedRover Sales & Marketing has added three new employees to the roster.

They are creative director Carl Cottam, corporate trainer Lori Guy and marketing account executive Jennifer Seidman.

50. Social Media Predictions for 2014 -

If you’ve found yourself on the sidelines, hesitant to commit to social media until now, it’s time to get in the game. Social media is here for the long haul, and every day that you delay, you’re losing market share and handing your competitors a coveted competitive advantage.

51. RedRover Adds Trio of Employees -

RedRover Sales & Marketing has added three new employees to the roster.

They are creative director Carl Cottam, corporate trainer Lori Guy and marketing account executive Jennifer Seidman.

52. Social Media Fails of 2013 -

Social media is a terrific opportunity to engage with the marketplace and build brand loyalty. Unfortunately, along with the reward comes risk. When a social media campaign backfires, your failure can be quite public.

53. Ensure 2014 Plan Delivers -

Tired of chasing your proverbial tail in the quest for a sales and marketing plan that actually delivers? First acknowledge that a silver bullet rarely exists. The solution, while not particularly sexy, can and will deliver provided you trust the process and avoid the temptation to skip steps along the way.

54. Entrepreneurs Not Always Leaders, and Vice Versa -

Seventy percent of startup businesses fail within the first 10 years, according to a 2013 study conducted by Bradley University and the University of Tennessee. It’s a devastating reality given that the lion’s share of those are small businesses, from which more than half of domestic sales are generated.

55. Online Marketing Ideas for the Holidays -

December is crunch time for retailers and B2B companies reliant upon crucial holiday sales to hit annual sales targets. In fact, Google reports that 70 percent of consumers wait to make holiday purchases until after Thanksgiving, with the majority conducting at least some of that shopping online.

56. Five Ways to Tick Off Google -

Google holds the title of world’s most powerful search engine with comScore reporting an estimated 13 billion searches in July of this year compared to the next largest competitor, Bing, with 3.5 million. It’s no wonder why businesses of all sizes are allocating significant financial and labor resources toward improving their Google search rankings, a practice called search engine optimization, or SEO.

57. Social Media: Best of the Rest -

Part two of a two-part series. With more than 200 major, active social media networks cited by Wikipedia, it’s easy to get overwhelmed with all of the choices available. Given the considerable amount of time that businesses are investing in social media marketing, it’s vital to focus those efforts on the right networks versus every network.

58. RedRover Completes Move to New Office -

RedRover Sales & Marketing has completed its move from South Main to its new home at 22 N. Front St.

59. RedRover Completes Move to New Office -

RedRover Sales & Marketing has completed its move from South Main to its new home at 22 N. Front St.

60. Investing in the Right Social Media -

Part one of a two-part series. For the majority of industries, social media is an essential arrow in a company’s quiver of marketing tools.In fact, more than half of businesses using social media marketing for more than three years report an increase in sales over that period, according to the 2012 Social Media Industry Report.

61. How to Discount Without Harming Brand Integrity -

Ask a sales rep for the No. 1 objection they face with prospects and more often than not, they’ll say that it’s price. Given the state of our economy over the last several years, price can certainly be a legitimate concern. Often, however, a price objection is merely habit – the tendency of the buyer to attempt to negotiate before making any purchase. Or it may actually be another objection, one that’s more personal or revealing, in disguise. For example, a prospect might cite financial concerns to mask the fact that they have to consult with the real decision maker, which they failed to share with you upfront.

62. Top Twitter Turnoffs -

Twitter users often make a split-second decision whether to follow you, which means you have to make a positive first impression to gain new followers.

While some prospective followers may click to see your full profile, the lion’s share make their determination based solely on your summary screen – your personal avatar, the background image you’ve selected, your bio, your location, the Web address you choose to promote and your stats. Featured stats include the number of tweets you’ve made since creating the profile, the number of Twitter users you’re following, and the number following you. Since this is all most users will ever see about you before deciding whether you’re “follow-worthy,” make each element count and be sure to avoid these top Twitter turnoffs.

63. Beware of Shiny Object Syndrome -

The very quality that defines some of the world’s greatest entrepreneurs is the downfall of many. How’s that for irony?

The Harvard Business Review reports that most serial entrepreneurs display several common traits: persuasion, leadership, personal accountability, interpersonal skills and goal orientation. Likewise, there are several vital skills, necessary for long-term success, that many lack – one being the ability to organize, plan and stick with that plan.

64. Universal Sales Pitfalls -

Second in a two-part series. Sales is a tough profession – an art that can take years of practice to master. That’s perhaps why so many sales professionals struggle to find success, with the Harvard Business Review reporting that 63 percent of salespeople drive down performance versus producing a return on their employer’s investment in them.

65. Top Reasons Salespeople Find Failure -

The first in a two-part series Whether you’re in the for-profit or nonprofit world, you have a front-line sales team. It doesn’t matter if they are selling products, services or the benefits of donating to your organization – it’s all sales. There are fundamental skills that make or break all salespeople, regardless of the category they represent. Likewise, there are often universal failures among those who don’t find success in the field.

66. 6 Internet Marketing Myths Dispelled -

We live in a digitally dominated world, and consumers quite often make decisions about brands based solely on their digital presence before ever making direct contact with an actual brand representative. While business owners and marketing professionals alike are beginning to recognize just how important it is to get their digital houses in order, there are still many internet marketing myths to be dispelled.

67. Six Tips for Shortening the Sales Cycle -

A career in sales isn’t for the faint of heart. You must be thick-skinned in the face of adversity, have a dogged determination, and be prepared for some long days in the pursuit of the almighty sale. That’s why I have the utmost respect for sales professionals and have dedicated much of my career to helping them work smarter versus harder in an effort to close more sales more efficiently. Perhaps the fastest path for doing just that is by shortening the sales cycle.

68. Tenacity Lifts Low Rate of Sales Closings -

Often, we’re just too close to our businesses to clearly see glaring opportunities for growth. That’s likely why so many sales teams churn through perfectly good prospects, which are not in infinite supply, entirely too fast. More often than not, that churn is simply due to a lack of sales tenacity, resulting in the loss of significant business.

69. 10 Ways to Attract Pinterest Followers -

In its first three years, virtual scrapbooking site Pinterest has taken social media by storm – growing to an impressive 70 million users.

If you’re new to Pinterest, it’s a virtual scrapbooking site that allows users to “pin” images they like and share those pins with friends. It’s akin to online window-shopping, with the option to flag and organize photos of items you like for later viewing.

70. Selling in a Knowledge Economy -

The Internet has created an unprecedented power shift in the marketplace. Gone are the days where the salesperson alone carries the lion’s share of the knowledge about the products and services he’s selling and therefore holds the power in a sales exchange.

71. CEOs Say Inbound Marketing Pays Off -

Editor’s Note: This is the second in a two-part series. Forty-one percent of CMOs and CEOs report inbound marketing produced a measurable ROI in 2013, with half indicating an increased spend this year, according to HubSpot’s fifth annual State of Inbound Marketing Report.

72. Events -

Graceland will present “Salute to Memphis Music,” an Elvis Week concert featuring Memphis Jones and Brad Birkedahl, Monday, Aug. 12, at 7 p.m. on the Elvis Week main stage at Graceland, 3717 Elvis Presley Blvd. Tickets are $20. Visit elvis.com/elvisweek for more information.

73. Events -

Graceland will host the Elvis Week candlelight vigil Thursday, Aug. 15, at 8:30 p.m. at the gates of Graceland, 3717 Elvis Presley Blvd. Admission is free. Visit elvis.com/elvisweek for more information. More Elvis Week events are listed below.

74. Seek Holy Grail of Sales World: Inbound Leads -

Editor’s note: This is the first in a two-part series. Inbound leads are deemed by many as the Holy Grail of the sales world. These prospects likely have an immediate need for what you’re selling, which is why they typed the keywords into Google or read the blog post that ultimately led them to you.

75. Southwest Shows Right Model for Surviving Crises -

With all the attention paid to big brands making big blunders in the face of crisis, it’s refreshing to celebrate a brand getting it right.

Southwest Airlines deploys a combination of strategies to ensure it not only survives the inevitable PR crisis but emerges as a stronger brand afterward. The airline provides an opportunity for every brand – large or small – to examine its own readiness for a crisis and develop or strengthen its plan accordingly.

76. Memphis Economic Indicator Surveys Landscape -

The inaugural Memphis Economic Indicator, a new online survey launched by Dixon Hughes Goodman LLP and The Daily News to measure general business sentiment, shows little consensus about the local economy.

77. Moving the Pack -

RedRover Sales & Marketing is a few months away from starting a new chapter in the firm’s more-than-seven-year existence because of having arrived at what’s arguably a good problem to have.

78. Narrowcasting Kills Broadcast Marketing -

If you’re still operating under the marketing principles that worked 10 years ago, your brand equity and customer base may be slipping away before your very eyes. In many ways, the strategies that work today are polar opposites to those deemed effective a mere decade ago.

79. RedRover Relocating to Falls Building -

RedRover Sales & Marketing’s business has grown considerably in recent years, so the firm has now set its sights on a new “doghouse.”

The firm is relocating from South Main into new space in the Falls Building Downtown, which beat out two other possible Downtown locations. The relocation is expected to be finished this fall – in October – and RedRover’s new home meets the needs of its growth plans in several ways.

80. No-Nonsense Negotiating Strategies -

Editor’s Note: This is the second in a two-part series. If you’re fighting for who’s right in a negotiation, by definition, someone loses. That’s the philosophy behind negotiation strategies that build relationships versus tearing them down. Whether you “win” or not, a customer may not continue to buy from you if they felt beaten down through the negotiation process. The objective is to close a mutually beneficial deal versus winning the negotiation.

81. Stop Bargaining; Start Negotiating -

Editor’s Note: This is the first in a two-part series. Most business professionals have taken a class or read a book to sharpen their negotiating skills. Unfortunately, what’s often taught is how to bargain versus how to negotiate – and the two are vastly different. Bargaining is about determining who’s right, whereas negotiating is about determining what’s right.

82. Boost Sales by Talking Their Talk -

Linguistics is the study of human language. Since a sales pitch is essentially just a conversation between two people, those with a deep understanding of the nuances behind the spoken word – or linguistics – will find more success in the sales profession.

83. Research: Optimists Sell More -

Years ago psychologist Martin Seligman discovered a dramatic correlation between a salesperson's optimistic outlook and his ability to close sales. Optimists do indeed sell more than pessimists – 33 percent more. They handle rejection more easily; in fact, rejection increases persistence. Plus, they are more likely to stay motivated on their own and less likely to give up when a sales call doesn’t go well.

84. RedRover Expands Business, Headcount -

RedRover Sales & Marketing has added several new members to its “pack” in recent weeks.

In the last quarter alone, the firm – which hit its seventh anniversary in January – added four new professionals. They are marketing account executives Rachel Carpenter and Natalie Cunningham, graphic designer Kennon Adair and sales trainer and recruiter Gary Dean.

85. How to Murder A Brand -

Seventeen short months after former Apple retailer extraordinaire was tapped as CEO of J.C. Penney, Ron Johnson was fired in spectacular fashion for a 55 percent drop in stock and sales declines as high as 20 percent in a single quarter. This certainly wasn’t the legacy he intended to leave for this outdated brand struggling to connect with its “next generation” of customer.

86. Convert Web Traffic to Sales -

Every brand needs a Web presence to survive in the digital age, but how do you know that Web investment is actually performing?

The answer begins by shifting your focus from simply generating more traffic to generating more traffic that converts to actual business. Traffic that doesn’t convert has little value.

87. Helping Hands -

The Westin Memphis Beale Street Hotel is hosting a bash this week organizers are calling “Memphis to Moore,” an event that will raise money for the rebuilding effort in an Oklahoma community devastated last month by a mile-wide tornado.

88. Keller Finds Right Culture at RedRover -

Catherine “Kitty” Keller is one of the newest members of the team at RedRover Sales & Marketing, and her addition comes at a time of a steady swelling of the ranks, a recent batch of awards and consistent business growth for the firm.

89. Gender Matters in Advertising -

While the gender divide among men and women continues to narrow in regard to workforce equality, recent research from Nielsen NeuroFocus, reported by TechVibes, uncovers significant differences in the way men and women think and make purchase decisions. In fact, the mere manner in which the two genders process information is fundamentally different.

90. The Secret Of Instant Rapport -

People buy from those they like and trust, often regardless of the strength of the sales pitch or quality of the products and services. That’s reality. The challenge for sales professionals is to master the art of instant rapport with someone you may be meeting for the very first time versus leaving it to chance.

91. Boosting Email Newsletter Results -

These days most businesses invest in e-newsletter campaigns, but few realize a return on that significant time investment. Developing a results-driven email newsletter strategy is more of a science than an art, as technological advancements provide a wealth of information about what readers want.

92. Employ Both Push and Pull Marketing -

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.

93. Events -

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.

94. Events -

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..

95. Events -

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.

96. Assumptions That Cost You Sales -

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.

97. Time Management Secrets for Sales Pros -

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.

98. Don’t Let Zeal Kill the Sale -

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.

99. You Have a Nice Personality, But Does Your Brand? -

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?

100. The Psychology of Pricing -

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.