Editorial Results (free)
1. Ensure 2014 Plan Delivers
- Wednesday, December 04, 2013
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.
2. Entrepreneurs Not Always Leaders, and Vice Versa
- Wednesday, November 27, 2013
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.
3. Online Marketing Ideas for the Holidays
- Wednesday, November 20, 2013
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.
4. Five Ways to Tick Off Google
- Wednesday, November 13, 2013
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.
5. Social Media: Best of the Rest
- Wednesday, November 06, 2013
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.
6. RedRover Completes Move to New Office
- Saturday, November 02, 2013
RedRover Sales & Marketing has completed its move from South Main to its new home at 22 N. Front St.
7. RedRover Completes Move to New Office
- Wednesday, October 30, 2013
RedRover Sales & Marketing has completed its move from South Main to its new home at 22 N. Front St.
8. Investing in the Right Social Media
- Wednesday, October 30, 2013
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.
9. How to Discount Without Harming Brand Integrity
- Wednesday, October 23, 2013
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.
10. Top Twitter Turnoffs
- Wednesday, October 16, 2013
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.
11. Beware of Shiny Object Syndrome
- Wednesday, October 09, 2013
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.
12. Universal Sales Pitfalls
- Wednesday, October 02, 2013
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.
13. Top Reasons Salespeople Find Failure
- Wednesday, September 25, 2013
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.
14. 6 Internet Marketing Myths Dispelled
- Wednesday, September 18, 2013
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.
15. Six Tips for Shortening the Sales Cycle
- Wednesday, September 11, 2013
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.
16. Tenacity Lifts Low Rate of Sales Closings
- Wednesday, September 04, 2013
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.
17. 10 Ways to Attract Pinterest Followers
- Wednesday, August 28, 2013
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.
18. Selling in a Knowledge Economy
- Wednesday, August 21, 2013
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.
19. CEOs Say Inbound Marketing Pays Off
- Wednesday, August 14, 2013
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.
- Monday, August 12, 2013
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.
- Saturday, August 10, 2013
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.
22. Seek Holy Grail of Sales World: Inbound Leads
- Wednesday, August 07, 2013
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.
23. Southwest Shows Right Model for Surviving Crises
- Wednesday, July 31, 2013
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.
24. Memphis Economic Indicator Surveys Landscape
- Wednesday, July 31, 2013
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.
25. Moving the Pack
- Tuesday, July 30, 2013
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.
26. Narrowcasting Kills Broadcast Marketing
- Wednesday, July 24, 2013
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.
27. RedRover Relocating to Falls Building
- Saturday, July 20, 2013
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.
28. No-Nonsense Negotiating Strategies
- Wednesday, July 17, 2013
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.
29. Stop Bargaining; Start Negotiating
- Wednesday, July 10, 2013
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.
30. Boost Sales by Talking Their Talk
- Wednesday, July 03, 2013
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.
31. Research: Optimists Sell More
- Wednesday, June 26, 2013
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.
32. RedRover Expands Business, Headcount
- Monday, June 24, 2013
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.
33. How to Murder A Brand
- Wednesday, June 19, 2013
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.
34. Convert Web Traffic to Sales
- Wednesday, June 12, 2013
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.
35. Helping Hands
- Tuesday, June 11, 2013
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.
36. Keller Finds Right Culture at RedRover
- Friday, June 07, 2013
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.
37. Gender Matters in Advertising
- Wednesday, June 05, 2013
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.
38. The Secret Of Instant Rapport
- Wednesday, May 29, 2013
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.
39. Boosting Email Newsletter Results
- Wednesday, May 22, 2013
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.
40. Employ Both Push and Pull Marketing
- Wednesday, May 15, 2013
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.
- 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.
- 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..
- 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 firstname.lastname@example.org or 466-6476.
44. 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.
45. 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.
46. 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.
47. 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?
48. 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.
49. 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.
50. 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.
51. 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.
52. 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.
53. 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?
54. 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.
55. 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.
56. 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.
57. 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.
58. 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.
59. 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.
60. 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.
61. 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.
62. 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.
63. 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.
64. 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.
65. 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.
66. 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.
67. 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.
68. 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.
69. 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.
70. 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.
71. 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.
72. 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.
73. 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.
74. 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.
75. 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.
76. 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.
77. 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.
78. 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.
79. 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.
80. 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.
81. 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.
82. 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?
83. 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.
84. 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.”
85. 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.
86. 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.
87. 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.
88. 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.
89. 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.
90. 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.”
91. 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.
92. 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.
93. 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.
94. 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.
95. ‘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.
96. 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.
97. ‘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.
98. 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.
99. 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.
100. 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.