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Editorial Results (free)

1. 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.

2. Health Advocacy Groups File Lawsuit Against State -

NASHVILLE (AP) – Three advocacy groups filed a class action lawsuit on Wednesday accusing the state of Tennessee of failing to provide certain services required by the federal health care law.

3. 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.

4. 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.

5. Volkswagen to Build New SUV in Tennessee, Add 2,000 Jobs -

NASHVILLE (AP) – Volkswagen plans to build a new seven-passenger SUV at its factory in Chattanooga, Tennessee, adding about 2,000 factory jobs as it tries to reverse U.S. sales that have fallen for the past two years.

6. 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.

7. Poplar Plaza to Undergo Renovation -

The venerable Poplar Plaza shopping center at Poplar Avenue and Highland Street near the University of Memphis is slated to undergo a second facelift.

Finard Properties LLC is expected to soon launch extensive exterior improvements to the massive retail center at Poplar and Highland, starting with a fresh coat of paint.

8. 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.

9. Charlotte Firm Buys Mendenhall Warehouse -

4517 S. Mendenhall Road
Memphis, TN 38141
Sale Amount: $1.4 million

Sale Date: June 24, 2014
Buyer: TKC CLXXIX LLC
Seller: Tenn Thom Realty LLC
Loan Amount: $1.1 million
Loan Date: June 24, 2014
Maturity Date: N/A
Lender: First Tennessee Bank NA
Details: An affiliate of Charlotte, N.C.-based real estate development firm The Keith Corp. has paid $1.4 million for the 14,650-square-foot warehouse at 4517 S. Mendenhall Road in Hickory Hill.

10. Curtain Up -

Ekundayo Bandele could have gone for the standard opening ceremony for the new Hattiloo Theatre in Overton Square – a single ceremony with perhaps some theater, a couple of speeches and a ribbon-cutting.

11. 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.

12. 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.

13. ‘A Step Closer’ -

The general contractor for the Crosstown redevelopment project recently applied for three building permits totaling $115.3 million as the development team approaches a key period for financing the ambitious project.

14. Renovation, Expansion Underway at Saddle Creek -

The Shops at Saddle Creek has picked up a new tenant as the lifestyle center undergoes a renovation.

Marmi Shoes has leased 1,395 square feet between Vera Bradley and Madewell at Saddle Creek. St. Louis-based Marmi Shoes offers a wide variety of women’s shoe styles and sizes with a European influence. The Saddle Creek location, the first in the Memphis area and the second in Tennessee, is expected to open in the fall.

15. 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.

16. Health Choice Selects Jones to Lead Provider Engagement -

LaTasha Jones has been named director of provider engagement at Health Choice LLC, where she will be responsible for directing and managing the implementation of a clinical integration database for Health Choice providers and practices.

17. Nashville Mayor Maps Issues Similar to Memphis -

The Nashville mayor who was once Davidson County's public defender says schools in his city aren’t meeting his test for success in public education.

He is concerned with attracting talent to the city and touts diversity as a key component of that. And his city has a critical need for a “more robust” mass transit system, he said last week.

18. 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.

19. Redmont Joins HORNE as Tax Consulting Manager -

Richard Redmont has joined HORNE LLP as a tax consulting manager. Redmont, a certified public accountant, has more than 25 years of tax and consulting experience with international firms in the accounting and insurance industries, and has served clients in the manufacturing, retail, distribution, health care and financial services industries. He also served on a national Sarbanes-Oxley team for an international firm.

20. 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.

21. 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.

22. 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.

23. Grizz Looking Forward to Next Season’s Grind -

Tony Allen, still believing, had “packed for a three-day trip to L.A.” and another playoff confrontation with the Clippers.

24. 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.

25. 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.

26. 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.

27. 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.

28. Carnival Memphis Celebrates Trucking Industry -

Trucking industry representatives and employees packed the spacious Tennessee Ballroom at Hilton Memphis, the gleaming glass hotel in East Memphis, for Carnival Memphis’ salute to the trucking industry.

29. Graceland Files Notice for 450-Room Whitehaven Hotel -

Elvis Presley Enterprises has filed paperwork with the Land Use Control Board to move ahead with the first part of a long planned expansion of Graceland.

The filing with the LUCB Wednesday, April 30, is for construction of a 450-room hotel on the same side of Elvis Presley Boulevard as the mansion on a parcel of land EPE has owned since the mid 1990s.

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. Miles to Lead Germantown Community Theatre -

Michael D. Miles took over as executive director of Germantown Community Theatre Monday, April 28, about two weeks before the theater closes its 2013-2014 season with “A Funny Thing Happened on the Way to the Forum” May 16 to June 1.

32. Baptist Foundation Adds Dev. Officer -

Penny Aviotti has joined the Baptist Memorial Health Care Foundation staff as a development officer. Previously, she managed First Tennessee Foundation, evaluating the distribution of dollars to nonprofit agencies throughout Tennessee.

33. Baptist Foundation Adds Development Officer -

Penny Aviotti has joined the Baptist Memorial Health Care Foundation staff as a development officer. Previously, she managed First Tennessee Foundation, evaluating the distribution of dollars to nonprofit agencies throughout Tennessee.

34. 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.

35. Hands Up, You’re in Tennessee -

ARMED AND DANGEROUS. I got an email last week from a White Station classmate.

“Aren’t you the guy who once wore a western style .22 pistol in a holster into the drug store at Poplar and Perkins? Man, were you ever ahead of your time.”

36. 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.

37. 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.

38. 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.”

39. 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.

40. 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.

41. Stewart Joins Metal Museum as Collections Manager -

Grace Stewart has joined the Metal Museum as collections manager/registrar. Stewart, who previously served as registrar for the National Civil Rights Museum for a year and a half, says her goals are to help grow and define the Museum’s permanent collection and facilitate greater access to the collection through exhibits and education opportunities.

42. City Council Continues Pension Talks -

Memphis City Council members continue their discussions Tuesday, March 18, about the city’s unfunded pension liability as well as possible changes in city employee heath care benefits.

But there is still no action on any part of the issues on the council agenda for a vote.

43. Shelby County CRE Sales Up 14 Percent in February -

Shelby County recorded 49 commercial real estate sales in February, according to real estate information company Chandler Reports, www.chandlerreports.com.

44. Low-Wage Jobs Unexpectedly a Way of Life for Many -

WASHINGTON (AP) – For years, many Americans followed a simple career path: Land an entry-level job. Accept a modest wage. Gain skills. Leave eventually for a better-paying job.

The workers benefited, and so did lower-wage retailers such as Wal-Mart: When its staffers left for better-paying jobs, they could spend more at its stores. And the U.S. economy gained, too, because more consumer spending fueled growth.

45. 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.

46. 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.

47. 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.

48. Council Tours Pyramid, Weighs City Offices In Two Malls -

Memphis City Council members heard Tuesday, Feb. 18, that the administration of Memphis Mayor A C Wharton Jr. wants to move some city government offices into the Soulsville Town Center in South Memphis and is weighing whether to renovate or tear down and build anew on the site of the Southbrook Mall in Whitehaven.

49. 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.

50. 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.

51. Kemmons Wilson School Becomes Independent -

The University of Memphis is making the 10-year old Kemmons Wilson School of Hospitality and Resort Management an independent school within the university.

The school has its own bachelor’s degree curriculum with 60 credit hours of coursework. The coursework had been a third of that previously.

52. Events -

Memphis Botanic Garden will host the Green Your Home Winter Plant Sale Friday, Feb. 7, and Saturday, Feb. 8, from 9 a.m. to 5 p.m. at the garden, 750 Cherry Road. The sale will feature house plants, custom potting, terrariums and garden gift items. Admission is free. Visit memphisbotanicgarden.com.

53. Events -

Memphis Botanic Garden will host the Green Your Home Winter Plant Sale Friday, Feb. 7, and Saturday, Feb. 8, from 9 a.m. to 5 p.m. at the garden, 750 Cherry Road. The sale will feature house plants, custom potting, terrariums and garden gift items. Admission is free. Visit memphisbotanicgarden.com.

54. Kemmons Wilson School Becomes Independent -

The University of Memphis is making the 10-year old Kemmons Wilson School of Hospitality and Resort Management an independent school within the university.

The school has its own bachelor’s degree curriculum with 60 credit hours of coursework. The coursework had been a third of that previously.

55. Events -

The Association of Fundraising Professionals will meet Thursday, Feb. 6, from 11:30 a.m. to 1 p.m. at Christian Brothers University’s Sabbatini Lounge, 650 East Parkway S. Jeremy Park, president of the Lipscomb Pitts Breakfast Club, will discuss his book, “Giving Back With Purpose.” Cost is $20 for members and $25 for nonmembers. Visit afpmemphis.org.

56. University of Memphis' Kemmons Wilson School Becomes Independent -

The University of Memphis is making the 10-year-old Kemmons Wilson School of Hospitality and Resort Management an independent school within the university.

57. 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.

58. 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.

59. New Life -

When Rob Clark and his wife moved into their home in the historic Evergreen neighborhood in 1993, catalog and distribution operations were still active at the Sears Crosstown building.

That soon changed, and for roughly two decades the hulking property stood as a towering, painful reminder of the area’s faded glory.

60. New Life -

When Rob Clark and his wife moved into their home in the historic Evergreen neighborhood in 1993, catalog and distribution operations were still active at the Sears Crosstown building.

That soon changed, and for roughly two decades the hulking property stood as a towering, painful reminder of the area’s faded glory.

61. 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.

62. What a Difference Year Makes for Goodwin -

Months before the first practice, Tigers coach Josh Pastner believed in the fitter, more committed version of Shaq Goodwin that returned to the University of Memphis for his sophomore season.

“He’s done a 180,” Pastner said last summer. “Different human being and different player.”

63. What a Difference Year Makes for Goodwin -

Months before the first practice, Tigers coach Josh Pastner believed in the fitter, more committed version of Shaq Goodwin that returned to the University of Memphis for his sophomore season.

“He’s done a 180,” Pastner said last summer. “Different human being and different player.”

64. 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.

65. 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.

66. Ratings Agencies Weigh In on City’s Bonds -

Standard & Poor’s, one of the big three bond-rating agencies, has assigned a AA rating to the city’s general obligation bonds and the revenue bonds proposed for use in a city purchase of AutoZone Park, and has given the city’s financial health a “stable” outlook on both fronts.

67. 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.

68. Lindow Rejoins The Centre Group -

Tracy Lindow has rejoined The Centre Group human resources firm as a senior consultant following several years in Germany. As a senior consultant, Lindow will help organizations improve their bottom line through human asset development by leveraging compensations strategies, executive search, employee attitude research and leadership skills development.

69. Baptist CEO Set to Retire Next May -

Baptist Memorial Health Care Corp. President and CEO Stephen Reynolds will retire next May, with Jason Little, Baptist’s executive vice president and chief operating officer, taking over as the hospital system’s next president and CEO.

70. 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.

71. Bad Blood -

December was already going to be a busy month at City Hall for the administration of Memphis Mayor A C Wharton Jr.

He would be bringing a plan to provide $15 million in city financing for the $180 million Crosstown revitalization project and rolling out its fix to address the Tennessee Comptroller’s vocal concerns about the city’s unfunded pension liability.

72. 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.

73. Soulful Synergy -

What happened at the corner of McLemore Avenue and College Street in the 1960s is nothing short of extraordinary.

At the crossroads of segregated neighborhoods in South Memphis, two white business partners would open the doors wide to whites and blacks alike, who congregated to write and record songs that would set off a soul explosion heard around the world.

74. BizChair Leases Olive Branch Distribution Space -

BizChair.com, an Internet retailer that specializes in selling chairs and furniture for offices, schools, restaurants, medical facilities, and homes, has inked a lease for around 382,500 square feet at 8631 Polk Lane, inside Olive Branch Distribution Center in Olive Branch, Miss.

75. 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.

76. 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.

77. 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.

78. 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.

79. Rhodes Lecture Gives Insight Into ‘Genius’ -

You don’t have to be a genius to appreciate Wednesday night’s lecture by author and historian Darrin McMahon at Rhodes College.

80. 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.

81. Crosstown Developers Eye Project’s ‘Magic in the Mix’ -

It would seem the only thing that might hold up the locomotive that is the Sears Crosstown $180 million renovation at this point is a much-needed $15 million from the city of Memphis.

A lot of money, but not enough to worry project developers Todd Richardson and McLean Wilson, whose analogy – and attitude – is more pedal power than steam driven.

82. Crosstown Developers Eye Project’s ‘Magic in the Mix’ -

It would seem the only thing that might hold up the locomotive that is the Sears Crosstown $180 million renovation at this point is a much-needed $15 million from the city of Memphis.

A lot of money, but not enough to worry project developers Todd Richardson and McLean Wilson, whose analogy – and attitude – is more pedal power than steam driven.

83. 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.

84. Cardinal Way Has St. Louis Back in Fall Classic -

From 2002-2006, the St. Louis Cardinals had a farm director named Bruce Manno. He was a guy who had his own ideas on how things should be done. One of them was to require that all Cardinal minor-league players – from Rookie ball to Triple-A Memphis – wear their pants pulled up to their knees so their stirrup socks would show.

85. 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.

86. 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.

87. City Council to Vote on Bonds, Review Land Swap -

Memphis City Council members this week take up $375 million in refunding bonds and general obligation bonds, and discuss a land swap with Church of the River for access to a boardwalk on the Harahan Bridge across the Mississippi River.

88. Crosstown Wins 20-Year Tax Break -

The $180 million project to revitalize the Sears Crosstown building won a 20-year payment-in-lieu-of-taxes (PILOT) agreement Thursday, Oct. 10, from the Center City Revenue Finance Corp.

89. Crosstown Funding at Crossroads -

The $180 million plan to bring the former Sears Crosstown building back to life with a mix of residential, commercial and retail tenants faces a critical hurdle Thursday, Oct. 10, as the Center City Revenue Finance Corp. considers a 15- or 20-year payment-in-lieu-of-taxes (PILOT) agreement for the project.

90. 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.

91. City Explores Crucial Crosstown Funding -

City officials are exploring multiple options for financing $15 million in infrastructure improvements at the Sears Crosstown site, key funding that could make or break the ambitious $175 million project.

92. 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.

93. Chisley Named CEO of Methodist North Hospital -

Gyasi C. Chisley has joined Methodist North Hospital as CEO. In his new role, Chisley will lead thousands of associates and aligned and contracted medical staff. He says that as health care transitions from volume to value, his platform is to grow outpatient practices, physicians and services while creating a viable patient-centered environment.

94. 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.

95. Let’s Start Fixing City’s Broken Windows -

In 1982, two sociologists published their research on the causes of crime and the significance of deteriorating neighborhoods on rising crime rates.

James Wilson and George Kelling’s work, called “The Broken Window Theory,” states, “If you go into a neighborhood and you see a lot of broken windows, it tells you that nobody cares, that nobody is looking out for the neighborhood, and if you break some more windows, nobody will do anything about it.”

96. 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.

97. Mary Carter Decorating Center to Grow, Relocate -

A venerable Memphis cake decorating and supply store is moving to a new location on Summer Avenue.

Mary Carter Decorating Center signed a 4,800-square-foot lease in Cloverleaf Shopping Center at 733 N. White Station Road.

98. 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.

99. Divine Inspiration Helps Guide Renaissance’s Allen -

Brandon Allen, an architect with Renaissance Group, was raised with a pencil and paper in hand, and the blueprint for how to put them to use in a career.

100. 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.