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Editorial Results (free)

1. Proximity Marketing Skyrockets -

This column is the second in an 11-part series on the Top Ten 2016 Marketing Trends. Check back for the remainder of the series and a deep dive into each of these trends.

With 2016 just around the corner, it’s the right time to consider emerging marketing trends that could benefit your company’s growth strategy.

2. Top Ten 2016 Marketing Trends -

This column is the first in an 11-part series. Check back for the remainder of the series and a deep dive into each of these 10 trends.

As the new year draws closer, it’s an ideal time to reflect on this past year’s marketing strategies – those where you hit it out of the park, as well as those where you may have struck out. This honest self-reflection on historical performance is the key to continuous improvement and the development of a solid 2016 strategic marketing plan. Equally important is the ability to look ahead to marketing trends on the horizon that will or already are impacting your company’s growth.

3. Delivering Value To Educated Buyers -

These days, most buyers engage in significant online research before they ever consider speaking with sales professionals. Today’s buyers are further along in the sales process, with a much clearer understanding of what they need, before your sales team ever says a word.

4. Get Real Results From LinkedIn -

One out of every three professionals on the planet is on LinkedIn and that includes a whopping 60 percent of Memphis-area professionals. That’s why, if you sell to other businesses or B2B, LinkedIn has the power to transform your company.

5. Airport Touts New Website, Tony Allen Video -

Memphis International Airport has a new website bringing easier navigation, better mobile capability, new features and an enhanced design to those looking to travel to and from Memphis.

Visitors to flymemphis.com will be able to plan routes and book tickets directly from the site’s comprehensive list of nonstop flights. Memphis International carriers like Frontier, Allegiant and Southwest do not list flights with aggregator services.

6. Airport Touts New Website, Tony Allen Video -

Memphis International Airport has a new website bringing easier navigation, better mobile capability, new features and an enhanced design to those looking to travel to and from Memphis.

Visitors to flymemphis.com will be able to plan routes and book tickets directly from the site’s comprehensive list of nonstop flights. Memphis International carriers like Frontier, Allegiant and Southwest do not list flights with aggregator services.

7. How Training Can Sabotage A Sales Team -

Institute training. This is number six of 14 key points W. Edwards Demings offers managers to improve effectiveness in an organization.

Demings is the father of the modern quality movement and is best known for helping Japan rise out of the ashes of WWII to become a major industrial power, and for his belief that 94 percent of workplace problems are caused by management. In his landmark (though now dated) book “Out of the Crisis,” Demings poignantly states, “We have neglected this extremely important function to the extent that too many Western workers do not know how to do their jobs.” It’s become an epidemic dragging down companies across our nation.

8. Let Your Team Lead -

Have you empowered your sales and marketing pros to lead?

Leadership isn’t a title or a salary range. And I bet every one of your employees is capable of leading.

The trick is to allow their different leadership tendencies to benefit your business. There are seven tendencies, which you can read about more in the Harvard Business Review’s piece on the Seven Transformations of Leadership.

9. Are Salespeople Born or Made? -

“Is greatness born – or is it made?”

It’s an age-old question, but in my view, greatness can be made – especially in sales. While sales skills can be taught, the learning curve is shorter for candidates with two key character traits: empathy and drive.

10. How To Destroy Trust in The Workplace -

Company culture can make or break a sales team. Sales leaders have seen promising sales representatives start off strong, then plateau and ultimately burn out more times than they can count. Tough days of rejection in the field are challenging to overcome and are major contributors to the high attrition rate associated with sales positions.

11. Sales Teams Create Advocates -

Now more than ever, the line between the marketing department and the sales team has been blurred. Marketing teams are connecting tech-savvy customers with the information they most want to know about your brand, essentially taking on those crucial, early phases of the client lifecycle.

12. Sales & Marketing Disconnects -

Most companies have historically used marketing to drive brand awareness and generate sales leads, relying on seasoned sales teams to close these deals by identifying the prospect’s needs, recommending strategic solutions and creating a sense of urgency.

13. 6 Ways to Gauge If Your Business is Built to Last -

Perhaps Benjamin Franklin summarized a major business challenge best: “When you’re finished changing, you’re finished.”

14. Use EQ vs. IQ to Recruit Sales Talent -

Hiring sales talent is tricky, as it can be difficult to distinguish between those who are merely strong at interviewing and those who will actually be strong on the job. Why?

Sales people are particularly good at reading people and delivering the desired response. The trick is to peel back the onion during an interview to ensure you are getting an unfiltered view of each candidate, which can be done by combining two techniques.

15. Death of A Sales Team -

Is the next generation of salespeople heading toward extinction?

Former IBM president Thomas Watson was known for saying, “Nothing happens until a sale is made.” We saw that truth painfully realized during the 2007-09 recession. According to a report by the Bureau of Labor Statistics, as demand plummeted, approximately 1.6 million sales jobs were cut across multiple industries.

16. The Priorities Of The Data-Driven Marketer -

When I began my career in marketing more than 20 years ago, measurement was straightforward. We simply monitored revenue growth and our marketing expense, making assumptions about how the two might be correlated.

17. The Sales Team Of The Future -

Many sales managers want to be leaders, but they have trouble motivating their team to willingly follow them. While they see themselves as a leader, others don’t. What makes others willing to follow you as a leader? How can you move beyond management, and make yourself stand out?

18. Defining Your Ideal Millennial Client -

While the youngest millennials may still be 18, many of them are in their late 20s or even mid-30s now.

Despite the fact that most of “Generation Selfie” has fully entered adulthood, at least according to their birthdates, many millennials still haven’t reached the traditional milestones that were important for their parents.

19. The Tortoise and the Hare of Sales -

The goal of business development is to create strategic business relationships, which drive revenue and help a company grow.

Even the most seasoned business development pros often confuse business development with sales. Our sights become so focused on closing a deal that we miss critical opportunities to gain the trust we need to win that new business. You can reach low-hanging fruit quickly and easily, but reaching prime coconuts requires more effort.

20. The Evolution Of Consultative Sales Process -

Consultative selling is a discovery-based approach that puts the sales professional in the enviable role of partner or adviser versus the stereotypical pushy rep looking to close a deal at any cost.

21. Curiosity Closed the Sale -

Curiosity may have killed the cat – but in sales, curiosity can almost always close the deal.

Questions are a powerful tool in the sales process, but if you’re only using questions to identify your prospect’s needs at the beginning of the sales process, you may be missing key opportunities. If you’re not integrating questions from start to finish, you may not catch possibilities for cross-selling and up-selling – and you might as well be trying to overcome objections blindfolded.

22. Six Best Practices to Boost Sales Efficiency -

Thomas Watson, president of IBM in the 1950’s, insightfully declared, “Nothing happens until a sale is made.” A company’s sales effort is the ultimate driver of organizational growth. It is the most critical function within any company and requires advanced training and intestinal fortitude for success.

23. How to Ask the Tough Questions -

The world’s best salespeople excel at asking engaging questions and actively listening to a prospect’s response without interruption. They master the art of posing high-impact questions that generate insightful responses, which offer a glimpse into a prospect’s decision-making process, competitors also under consideration, the likelihood of purchase, or even the factors that will be weighed most heavily by decision makers.

24. Engaging Followers Via LinkedIn -

LinkedIn, the world’s largest social media platform specifically targeting the business community, has grown to roughly 350 million users in 2015 according to Statista. And businesses have taken note with more than 4 million of them flocking to create company pages in order to tap into this critical mass of business professionals.

25. Sales Gauging Techniques that Move the Needle -

Unless you have more sales from ideal customers than you know what to do with, your organization can benefit from sales measurement strategies. They allow you to not only forecast future sales but also to dissect your team’s success through each step of the sales cycle in order to fine-tune your approach and improve results.

26. Predicting Sales & Marketing Plan Returns -

Far too many companies look to past growth as the single best predictor of future growth in setting annual revenue targets with little analysis of the factors driving that past progress, anticipated market shifts over the coming year, and the predictability of the sales and marketing strategies built into their annual plan. It is a goal-setting process with a high likelihood for failure caused by either unrealistically high goals or those which aren’t nearly aggressive enough.

27. Dashboards Drive Business Performance -

Numerous studies support the fact that companies that excel at aligning their marketing and sales efforts enjoy significantly higher revenue growth. A best-in-class strategy for creating such cohesion is the regular development of a business dashboard.

28. Align Sales and Marketing to Grow Revenue -

Teamwork. Every highly successful team gets just how important it is to propelling an organization forward. When true teamwork exists, all players are in lockstep.

Just like in sports, every player must be consistently in sync in each play for a maximum result. And the proverbial chain is only as strong as its weakest link.

29. 6 Tips for Selling to Millennials -

Roughly 75 million strong, millennials are on a course to soon surpass their baby boomer parents as our nation’s largest living generation. This generation, also known as Gen Y, was born between 1981 and the early 2000s, and they are beginning to wield great influence in their professional roles.

30. A Business-Altering Essential: Repeatable Sales Process -

The old adage, “nothing happens until a sale is made,” couldn’t be truer. And for many a start-up, identifying a predictable, repeatable sales process that ensures needed sales targets are always met, can seem like the Holy Grail – enticing but ever illusive.

31. Six Easy Ways to Kick Referral Fears -

For most businesses, especially those selling to other businesses (or B2B), there is no more efficient way to generate new business than through referrals from existing happy customers. “Pre-selling” has occurred, which means there is already built-in trust, which inevitably shortens the sales cycle. Plus, there is typically little, if any, hard cost in that new customer acquisition.

32. What Business Leaders Can Learn From Improv Actors -

Take a moment to think of someone you know who is confident and fast to adapt in the moment, someone who routinely performs well under pressure and who has an uncanny ability to deftly counterbalance risks and rewards in an instant to make a smart decision.

33. Google Gets Inside Our Heads -

In the Internet search world, Google is clearly king and marketing professionals across the globe give this tech giant the lion’s share of their search marketing attention. Every time Google makes a change to its infamous algorithm, search engine marketers scramble to assess the impact and adjust their strategies.

34. Spokesperson Offers Brands Larger Voice -

Partnering with a brand spokesperson is a strategy for giving a larger voice to your message and allowing the positive feelings the market has for that spokesperson to transfer over to your brand.

A brand spokesperson could be someone in the business community, someone with social clout or even a local/national celebrity.

35. Memphis Airport Inks Partnership With Grizzlies, Tony Allen -

Memphis International Airport is ready for a little grit-n-grind.

Airport officials announced Thursday a three-year marketing partnership and business sponsorship with the Memphis Grizzlies worth more than $500,000. In a separate deal, Tony Allen will become an official airport spokesperson for one year.

36. Lessons Learned from $800 Million Cookie Franchise -

I knew from the age of 7 that marketing was my destiny as I embarked on my first moneymaking venture, but I hadn’t really reflected, until recently, on the combination of forces that in all likelihood nudged me down that path.

37. Events -

Greater Memphis Chamber will host a Lunch in the Know on Wednesday, April 8, from 11:30 a.m. to 1 p.m. in Baptist Memorial Health Care Medical Plaza B, 6027 Walnut Grove Road. RedRover and Memphis-Shelby County Airport Authority representatives will present “A Better MEM in in Progress,” discussing the airport’s future and new marketing strategy. Cost is free for chamber members. Email lloeb@memphischamber.com.

38. Google: Go Mobile Or Go Home -

If your business is at all dependent upon Google search results for generating leads, then mark your calendars for April 21, 2015. On this day, Google plans to dramatically shake up the way it delivers search results to its users by shifting emphasis toward mobile-friendly websites. If your site isn’t mobile optimized, your ranking could decline radically, and your business could suffer.

39. Prevent Business Complacency -

Why do so many great organizations struggle with change? After all, “the only thing that is constant is change,” according to Greek philosopher Heraclitus, and the sentiment couldn’t be truer today.

40. Twitter Marketing Strategies -

This friend of mine – we’ll call him Luke – told an interesting story recently.

He was considering hiring a lawn care service, and his eye was on a particular company. Then a competitor offered a deal that gave him $10 off each of his first five applications. Luke was now also considering the competitor.

41. Facebook Marketing Strategies -

Facebook is a platform that has more than 1.39 billion monthly active users that, in theory, can be accessed for free. Seems like a no-brainer for businesses to be on board with a presence on the social media site.

42. What Social Channels Work Best -

The recent news that Google is reorganizing Google Plus probably only registered on the radars of hardcore social media users and marketing professionals.

It is unclear what is going on over at Google with regard to Google Plus and what it will become with the reported switch to Google Photos and Streams. Frankly, many consumers just haven’t been clear on how best to use the product since its launch more than three years ago.

43. Digital Marketing for All Generations -

A few years ago when speaking to the Vancouver Board of Trade, Starbucks CEO Howard Schultz talked about the need for companies to use social media to build a “reservoir of trust” rather than just to sell more products.

44. PR That Gets Media Results -

The press release was written with no mistakes, explaining all the virtues of your company’s remarkable product. It was sent to all the newspapers and TV stations, and you even managed to send it to select radio stations and bloggers.

45. Building Trust In Sales -

A key to sales success is identifying the prospect’s needs. But that knowledge doesn’t mean much if the potential relationship lacks a foundation of trust.

Smart buyers are generally willing to consider the guidance of salespeople provided trust has been established first. If a prospect trusts the seller, the first – and arguably hardest – step to success has been achieved. But how do you build trust with a prospect?

46. Taking Charge of Reviews -

In a perfect marketing world, consumers would trust what a company is selling, believing in the maxim “You get what you pay for.”

But trusting a brand’s word is no longer the final say in consumer decisions. Consumers increasingly are turning to social media and user-generated review sites to make purchasing decisions.

47. Top Domestic Destinations for Americans -

Best Beaches, Best Luxury Hotels, Top 10 Islands to Visit, Top 10 Cities for Kids, Top Five Destinations for Seafood – travel lists can be so exhausting.

The latest that has come my way is Hotels.com’s compilation of the most popular domestic destinations for Americans in 2014. Memphis made its debut on the list, squeaking in at No. 50. Here’s to Memphians demanding a recount and getting the Bluff City ranked higher next time.

48. Super Bowl Ad Winners and Losers -

Think there was only one big game on Super Bowl Sunday? A typical NFL game has only 11 minutes of actual “game action” compared to 63 minutes of commercials, according to The Wall Street Journal. With 30 seconds of commercial airtime going for $4.5 million this year, it is clear that Super Bowl advertising is serious business, making for an equally interesting off-the-field game unfolding when the clock stops.

49. Super Bowl Ad Preview -

Regardless of what happens on the field, history will be made at this year’s Super Bowl of advertising – starting with a record price tag of $4.5 million for a 30-second spot, a significant spike from the $4 million advertisers forked over last year.

50. Selling Professional Services -

Architects, lawyers, engineers, accountants and consultants: I am betting you didn’t get into the professional services field because you have a natural affinity for sales. It is more likely that the mere thought of selling makes your stomach turn a bit and, as a result, you probably make very little time for it.

51. How to Deal With Prospect Stall Tactics -

Those in sales inevitably face stall tactics designed to prevent prospects from either having to make a decision or having to tell you no. It can be one of the most challenging of the sales objections, because the root cause of the stall is often not directly or immediately known.

52. Top 10 2015 Marketing Trends That Matter -

2015 marketing trend reports are a dime a dozen this time of year, though in reality many focus on fads, which by definition, have fleeting popularity. Fads are for gamblers. Marketing trends, on the other hand, are generally slower building, longer lasting and ideally a result of factual supporting data. As such, the RedRover Sales & Marketing team is predicting these 10 marketing trends worthy of consideration in your 2015 marketing strategy.

53. Four Transformational Sales Resolutions -

Change is hard for most people, but only through change can we grow. The New Year is the perfect time to take a hard look at what worked in your sales approach and what didn’t deliver for you in 2014, to break ineffective sales habits, and to resolve to adjust your approach. 

54. Airport Officials Ready for New Reality -

It was a year of massive change at Memphis International Airport with continued cuts from the dominant airline there, new or increased service from other carriers and the beginnings of a concourse modernization plan to craft a cozier, more customer-friendly Concourse.

55. Make These LinkedIn Resolutions for 2015 -

Much like the old adage that we only use 10 percent of our brains, you may fall into the camp of LinkedIn users leveraging less than a tenth of what this robust business-networking platform has to offer.

56. Ad Retargeting May Spoil Holiday Surprise -

When you shop Amazon for a product and then see that same product in a Facebook ad days later, it is certainly not a coincidence. It is a marketing strategy called ad retargeting, and it is dominating online advertising.

57. 8 Social Media Missteps To Avoid -

Social media can be an effective marketing channel and the cost to entry – the hard cost that is – is relatively low. Consider, though, your annual salary multiplied by the number of hours you and your team spend on social media each year, and you will no doubt want to ensure that you are getting the most out of that significant time investment by avoiding these common missteps.

58. 10 Useless PR Tactics to Avoid in 2015 -

The explosion of the Internet and the ensuing 24/7 news cycle combined with a significant reduction in reporting staff at most media outlets over the past decade has created a perfect storm driving a significant shift in public relations (PR) tactics that are effective and worth your time. If you are still deploying any of these tactics, make it your 2015 resolution to better invest your time for a better result.

59. Mobile Dependency Energizes Text Marketing -

The average consumer typically has at least one mobile device within arm’s reach at any given time throughout the day. Our growing dependency on these devices has increased the opportunity for marketers to reach targeted consumers with greater immediacy than ever before via text marketing.

60. Mobile Advertising Trends -

2014 marked the first year that mobile Internet usage surpassed desktop, which is no doubt why a recent Forrester Research study predicts sales from consumers shopping on mobile phones will increase to $38 billion this year.

61. 'Success is a Lousy Teacher' -

In sales, as in life, many a person throws in the towel after failure, not realizing that failure is actually an inevitable outcome of the innovative. Thomas Edison is reported to have had more than 1,000 failures before finally inventing a practical electric light bulb. Aptly, he said, “Many of life's failures are people who did not realize how close they were to success when they gave up.”

62. Why Your Brand Should Care About Millennials -

Millennials. They're unmotivated. They lack the work ethic of their Gen X predecessors. They're perfectly happy living off mom and dad versus making their own way. They'll never really have spending power.

63. No More ‘Hope and Prayer’ Marketing -

The average company spends 3 to 5 percent of revenue on marketing, which is certainly not a trivial expense. Why, then, do so many companies invest so little time in the construction of the marketing plan that ensures that investment is well spent?

64. Marketing Association Approves Memphis Chapter -

Memphis is now home to the 75th local chapter of the American Marketing Association.

Memphis marketers have been working since June to attain that charter from the national association. RedRover founder and CEO Lori Turner-Wilson is president of the Memphis AMA.

65. Marketing Association Approves Memphis Chapter -

Memphis is now home to the 75th local chapter of the American Marketing Association.

Memphis marketers have been working since June to attain that charter from the national association. RedRover founder and CEO Lori Turner-Wilson is president of the Memphis AMA.

66. Avoid These Perils Of Unintentional Salespeople -

If you are an owner or manager, odds are you are in sales to some degree – whether intentionally or not.

Unintentional salespeople may not think of their primary role as selling, but find they spend much of their day doing just that – from selling their expertise to ideas to products. Think about the entrepreneur who is selling his ideas to financial backers. Consider the business owner or manager who sells his services in virtually every personal and professional conversation, simply due to his belief in what he offers. Or how about those in professional service roles, like attorneys and doctors, who desire to grow their practices but prefer not to entrust others to market on their behalf?

67. The Psychology Behind Persuasive Headlines -

If you are writing lackluster headlines, you are wasting your time developing marketing content that will never be read.

Too often, the headline is a mere afterthought, which is a colossal misstep. Copyblogger reports that eight of 10 people seeing your headline will read it, but only two out of 10 will read the accompanying article – and that’s only if your headline is compelling.

68. Top Advertising Week Trends -

Advertising geeks from across the nation unite annually at “Advertising Week” to hear industry experts share opinions on the current state of advertising and predictions for the future.

69. Social Media Impact on Buying Decisions -

Research giant Gallup released its State of the American Consumer Report in June of this year with the overarching finding that few brands are winning the battle for consumer engagement. Those that are, inevitably steal share and pull away from the competitive pack.

70. 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.

71. 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.

72. Airport Officials Recommend RedRover for Branding Contract -

Memphis International Airport officials are recommending that RedRover Co. LLC be engaged to help develop an image and marketing campaign for the airport, which is reinventing itself as an origin-and-destination facility.

73. 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.

74. 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.

75. 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.

76. 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.

77. Westin Memphis Honored for Community Service -

When an F-5 tornado tore through Angela Copeland’s hometown of Moore, Okla., last year, she initially felt helpless.

78. 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.

79. 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.

80. 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.”

81. 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.

82. 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.

83. 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.

84. 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.

85. 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.

86. 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.

87. 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.

88. 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.

89. 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.

90. 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.

91. 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.

92. 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.

93. 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.

94. 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.

95. RedRover Picks Up 5 Industry Awards -

RedRover Sales and Marketing has picked up five 2014 Communicator Awards from the Academy of Interactive and Visual Arts.

The firm won three Awards of Excellence for The Jones Clinic website, the MED Gala invitation design and the MED Gala invitation special event promotion.

96. 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.

97. RedRover Picks Up Five Industry Awards -

RedRover Sales and Marketing has picked up five 2014 Communicator Awards from the Academy of Interactive and Visual Arts.

The firm won three Awards of Excellence for The Jones Clinic website, the MED Gala invitation design and the MED Gala invitation special event promotion. The firm also won two Awards of Distinction for DreamCatcher Hotels’ business-to-business brochure and The Jones Clinic integrated rebranding campaign.

98. 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.

99. 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.

100. 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.