Editorial Results (free)
1. Top 10 2018 Marketing Trends
- Wednesday, January 17, 2018
Editor’s Note: This is the first in a two-part series. The field of marketing is evolving at an unprecedented rate. If you simply don’t have the time to dig in – which is reality for many a small and mid-sized company CEO with limited internal marketing resources – it can feel like a runaway train.
2. Make These Sales Resolutions
- Wednesday, December 27, 2017
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 2017, to break ineffective sales habits, and to resolve to adjust your approach.
3. 5 Deadly Sales Call Pitfalls
- Wednesday, December 13, 2017
Good, old-fashioned sales calls are making a comeback, given how few salespeople are leveraging them anymore. With digital communication now serving as the preferred form of initial outreach to new prospects, there is a sizable opportunity for sales reps skilled at making a truly skillful sales call.
4. Does Your Brand Evoke Emotion?
- Wednesday, November 29, 2017
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.”
5. The Power Of Saying No
- Wednesday, November 8, 2017
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, however, even after their business is more established, with the “say yes to everything” mentality trickling down to the front-line sales team. This can ultimately be a death sentence to a business.
6. Focus on EQ Vs. IQ with Sales Hires
- Wednesday, October 25, 2017
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? Salespeople 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’re getting an unfiltered view of each candidate.
7. Avoid These Top Sales Excuses
- Wednesday, October 18, 2017
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.
8. Avoid These Sales Proposals Fails
- Wednesday, October 11, 2017
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, which inconsequentially, is essentially what my team did this past Sunday.
9. Ignite Your Website’s SEO
- Wednesday, August 30, 2017
You have likely invested, to some degree, in search engine optimization – or SEO – to improve how prospective customers find you via an internet search. Unfortunately, few companies continue to invest in this vital strategy.
10. Complacency is the No. 1 Business Killer
- Wednesday, July 19, 2017
While the actual activities take on different forms, at the end of the day, I’ve come to the realization that I’m a change agent for companies dissatisfied with their current sales and marketing outcomes. I was taken back years ago by the clarity offered from an area CEO in this statement: “We can’t expect a different outcome if we aren’t willing to change what we’re doing.”
11. Reviving Prospects That Go Dark
- Wednesday, July 12, 2017
If you’ve been in sales, you’ve found yourself wondering about a prospect who was highly interested in your offering – and for whom you invested significant time – only to find them suddenly incommunicado.
12. Marketing Folks Should Try Thinking Like a CEO
- Wednesday, June 21, 2017
Many marketing professionals have found themselves at odds with their CEO, whether they are not on the same page, have competing priorities or have a different version of success. The same often holds true for marketing agencies and their clients’ leadership teams. The divide can be painful and, for some, impossible to bridge.
13. From LinkedIn Amateur to Pro
- Wednesday, June 14, 2017
Editor's Note: This is the second in a two-part series. LinkedIn is one of the few social platforms that still allows your network to see your organic, unpaid content. It also is the single largest social platform focused exclusively on the business sector. So, if all you use it for is accepting the occasional connection request, it’s time to stop playing and get serious.
14. Stop Playing & Get Serious About LinkedIn
- Wednesday, June 7, 2017
Editor’s Note: This is the first in a two-part series. Would it shock you to learn that one out of every three professionals on the planet and two-thirds of working-age Memphians are on LinkedIn? Perhaps even more surprising is that only one-third of LinkedIn users report fully leveraging it. That’s an enormous amount of unproductive effort and missed opportunity.
15. Influencer Marketing To Dominate in 2017
- Wednesday, April 26, 2017
I am part of Generation X – the last generation that ever scheduled their childhood evenings around when a beloved TV program was set to air. It was a time when television created celebrities that brands coveted as spokespeople to promote their products. Think of Michael Jordan for Nike, Suzanne Somers for the ThighMaster or Michael Jackson for Pepsi.
16. Hitting the Ceiling
- Wednesday, April 19, 2017
Nearly every growing company faces a phenomenon – at multiple points in its growth trajectory – where the leadership team feels stuck, growth stalls or halts, and everything starts to feel complex. The strategies of the past that served them so well are no longer working. Revenue has plateaued and frustration is creeping into the organization.
17. Avoid the ‘Me, Me, Me’ Trap
- Wednesday, April 12, 2017
It’s official – you are on the social media bandwagon. Your company has a presence on major social-media platforms because you want to drive traffic to your website, engage customers in conversation and learn their insights, build brand loyalty, deliver better customer service and manage your reputation. But just being on Facebook and Twitter won’t make those things happen. You have to work for it. Positioning your company as an information source can help you achieve those goals.
18. Responding to Bad Reviews
- Wednesday, April 5, 2017
It’s a catch-22 type of situation. You need to put your business out there in this age of social media, but in doing so, you open yourself up to criticism, bad reviews and the like.
Despite the risks, social media is a marketing tactic that is a must for most companies. If you aren’t out there, your competitors are, and that is riskier than the possibility of a bad review. Knowing you won’t please all of the people all of the time, understand that an occasional bad review will happen. Knowing what to do next is key.
19. PR is Your Fire Department
- Wednesday, March 29, 2017
Public relations departments are like fire departments. PR folks would much rather prevent your organizational fire than put it out. So, why is it that PR is almost always brought in after a crisis occurs? It’s simple. Many executives only see PR playing a role in generating earned media or planning events. While it involves that, it’s so much more.
20. Business Survival Lessons from Palm
- Wednesday, March 22, 2017
Editor’s Note: This is part two in a two-part series. When Palm Computing was in its heyday, many analysts thought they couldn’t be beaten. They had technology coveted by the market and an internal culture – dubbed Zen of Palm – which employees described as the best they’d ever experienced.
21. Conversational Capacity Matters
- Wednesday, March 15, 2017
Editor’s Note: This is part one in a two-part series. The secret to a successful sales team – or any type of team for that matter – is in their ability to perform when the pressure is on. That can only happen when the team is able to have open, non-defensive dialogue about tough issues. It makes all the difference between success or failure, and there are numerous examples of it in corporate America that prove just that.
22. Winners Are Adopting Change
- Wednesday, March 8, 2017
As I reflect over the companies large and small that I have had the privilege to partner with over the past decade, there is a theme across those who have consistently improved and grown. That common thread is a culture of receptivity to change that permeates from senior-most leadership to the front line.
23. The Art and Science Of E-Commerce Sales
- Wednesday, March 1, 2017
The secret to inspiring visitors to purchase from your e-commerce platform is equal parts art and science.
The science is your technology – how the e-commerce platform functions. Continuous improvements in functionality on your site are necessary to meet the growing demands of consumers.
24. Why ‘No Comment’ is No Good
- Wednesday, February 22, 2017
How can two words speak volumes? Think of the words “I do.” Say those two words, and you enter a lifelong contract. Say “no comment” during a media interview, and you catapult your company into crisis mode.
25. Avoid Business Crisis With Plan
- Wednesday, February 15, 2017
Natural disasters, bankruptcy, insider trading, bad social media reviews, product recalls and the like are certainly what initially comes to mind when you think of a crisis that could strike and devastate your business. Then you think to yourself – what is the likelihood that any of those things will really happen to me?
26. Last Word: Council Day, Strickland on Immigration and Super Bowl Ad Review
- Tuesday, February 7, 2017
Just when the Shelby County Commission seems to settle into a rhythm of short, concise meetings, along comes a relatively smallish grant for a free condom distribution program locally. And the commission chambers are packed.
27. Analysis: Some Super Bowl Ads Score, Others Fumble
- Tuesday, February 7, 2017
There is no greater scrutiny that a brand faces for its marketing prowess than during the biggest U.S. sporting event of the year. Courageous brands bet big that their ad would win hearts and minds among consumers, but alas, only 40 percent of Super Bowl ads earned favorable ratings from our team of advertising professionals.
28. Last Word: The Borders of Violence, Guilty Verdict and Blue Suede Security
- Wednesday, February 1, 2017
Whenever there is a shooting of or near school children, one of the first things that happens once the police have investigated is detailing exactly where the incident happened – specifically whether it was actually on school property or near school property.
29. JT Returns and Mr. Clean Channels Magic Mike
- Wednesday, February 1, 2017
Buzz is building around this year’s Super Bowl ads, which will feature Justin Timberlake, political controversy, Mr. Clean as Magic Mike, and the first-ever live ad.
In another record-breaking year, with ad costs exceeding last year’s $5 million per 30-second spot, big brands are, once again, putting it all on the line. Some will score big and others will be nursing a multimillion-dollar headache Monday morning. Here’s what we know so far.
30. Super Bowl Ad Sales Going Slow
- Wednesday, January 25, 2017
Super Bowl advertising sales have been slow-going this season, with only 90 percent sold by December of last year. While that may sound like solid performance given the big game isn’t until February, consider that Super Bowl ads usually sell out in September or October given how long it takes advertisers to produce their big-game spots.
31. Marketers Warm Up to Instagram
- Wednesday, January 4, 2017
In a hot-off-the-presses study by eMarketer, marketing professionals have spoken with gusto about their intended 2017 investments in Instagram.
It was just September 2015 when Instagram opened up advertising opportunities. However, the company is on track to bring in more than $1.85 billion in ad revenue this year, and that revenue is predicted to rise to $2.73 billion in 2017. Similarly, a poll of U.S. marketers conducted by Advertising Age and RBC Capital Markets found that 30 percent of respondents were currently leveraging Instagram advertising and an additional 31 percent plan to do so in 2017.
32. New Business Ideas for the New Year
- Wednesday, December 28, 2016
It won’t be long before the ball will be dropping in Times Square, signaling a new year and a new start. While people everywhere vow to make changes in their personal lives, businesses should be no different.
33. Crafting the Right Launch
- Wednesday, December 21, 2016
The launch of a new product is just about as important as the product itself. As good as the product may be, if the launch is lackluster, the product may sit on the shelf until it one day lands in a clearance bin.
34. Brand Dissonance Boosts Marketing Performance
- Wednesday, December 14, 2016
The primary reason that most advertising fails is that the message sounds remarkably similar to most competitors in the marketplace. With all the advertising noise competing for consumer attention these days, it’s becoming increasingly challenging for the market to differentiate one brand from another. This translates to a waste of precious advertising dollars. It’s the equivalent of flushing your marketing budget down the drain.
35. 5 Killer Sales Call Missteps
- Wednesday, November 30, 2016
Good old-fashioned sales calls are making a revival given how few salespeople are leveraging them anymore. With digital communication now serving as the preferred form of initial outreach to new prospects, there is a sizable opportunity for sales reps skilled at making a truly impactful sales call.
36. 10 Offline Marketing Strategies
- Wednesday, November 9, 2016
We’re so knee-deep in the digital age that the phrase “digital marketing” is now synonymous with “marketing.” As such, there is so much digital noise competing for the attention of consumers, your message can be easily lost. That’s why now, more than ever, a combination of offline and online strategies are your best bet.
37. Self-Trust Boosts Integrity And Sales Performance
- Wednesday, October 26, 2016
I’ve always contended that there are few business professions as challenging as a career in sales, so it’s not surprising that more than 45 percent of salespeople don’t meet their annual quota, according to a CSO Insights 2015 Sales Compensation and Performance Management Study. The reasons are varied and often involve sales discipline. In the sales world, discipline is often defined as setting an activity schedule and sticking to it.
38. Why Sales Training Doesn’t Work
- Wednesday, October 19, 2016
Imagine you’re a football player and your coach shows you a new play by drawing it out on the white board. He asks you to execute the play in the next big game without ever practicing it. What is your likelihood for success? It’s likely very low, even if you’re an elite athlete, because elite athletes earn that moniker through hour upon hour of practice.
39. 12 Crucial Social Media Metrics
- Wednesday, October 5, 2016
Most businesses of any size are at least experimenting with social media marketing these days, though most remain unsure if that notable time investment is really paying off. How do you know if you should continue down the social media path, invest more time and money, or shift your investment to another marketing channel entirely?
40. 7 Irrefutable Laws of Social-Media Marketing
- Wednesday, September 28, 2016
Seemingly every brand has a presence on at least one social platform these days. Very few, however, are successfully converting that resource investment into engaged, loyal customers. What’s the secret of those realizing customer conversion? They are following these laws of social-media marketing.
41. Use Instagram to Gain Share
- Wednesday, August 24, 2016
Now with more than a half-billion users, mobile photo-sharing site Instagram has surpassed Twitter in popularity. In fact, according to GlobalWebIndex, it is the fastest-growing major social media network.
42. Market with a Startup Mindset
- Wednesday, July 27, 2016
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 ten 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.
43. Mapping the DNA of High-Performing Sales Talent
- Wednesday, July 20, 2016
Sales linguistic expert Steve W. Martin reveals, in the Harvard Business Review, the results of a fascinating study of the commonalities present in high-performance salespeople. His findings are the result of extensive analysis of more than 1,000 salespeople across the country. Those achieving 125 percent of their prior-year sales goal were considered high achievers, and it’s their common traits that give us insight into both the attributes to seek in the hiring process and the qualities to nurture on the job.
44. UTHSC Names Storgion Chair Of Physician Assistant Studies
- Wednesday, July 20, 2016
Dr. Stephanie Storgion has been named chair of the department of physician assistant studies at the University of Tennessee Health Science Center. Storgion’s appointment comes as the department moves to the College of Medicine from the College of Health Professions, where it started two years ago.
45. The Science Behind Viral Content
- Wednesday, June 22, 2016
The study of content popularity dates back to Aristotle in 350 B.C., who was curious about what makes for a persuasive, memorable speech that would ensure his message was passed from person to person. His conclusion was ethos, pathos and logos – meaning content should have an ethical, emotional and logical appeal. Modern studies indicate this initial thinking is still relevant today.
46. The Memphis CEO Challenge
- Wednesday, June 15, 2016
We have all heard the sentiment that successful CEOs must spend sufficient time focused “on the business,” not just operating “in the business.” As CEOs, we often get so far into the weeds of operating our respective businesses that we rarely take a concerted step back to think strategically about the direction of our companies.
47. Characteristics of Sales Winners
- Wednesday, June 1, 2016
Do you struggle to pinpoint exactly what makes your top sales performers excel? While common, this challenge can make it impossible to consistently recruit high performers. It also makes it difficult to translate those qualities into training for other salespeople on your team that would allow your organization to more quickly scale.
48. A Lesson From Oprah
- Wednesday, May 25, 2016
The service industry just isn’t what it used to be. Mediocre is the norm, and attention to detail seems all but lost in this fast-paced world. That’s why companies that actually deliver on what they say they will, when they say they will, stand a breed apart.
49. Last Word: Behind Brown, Selling 128 Adams and Preparing for School's Out
- Wednesday, May 18, 2016
It was a dark and stormy night. Well, dark but not really stormy – a little rain which is more than enough to activate all kinds of television mayhem and warnings that make your iPhone rattle and hum.
50. Rise of the Subscription Economy
- Wednesday, May 18, 2016
Today, you can buy almost anything on subscription, including dog toys from BarkBox, razors from Dollar Shave Club, streaming video content from Netflix, music from Spotify, beauty samples from Birchbox, ready-to-make meals from Blue Apron and even rental cars from Zipcars.
51. Trust Creates Sales Advantage
- Wednesday, May 11, 2016
I find myself inspired today by a book, recommended by a colleague, called The Speed of Trust by Stephen M. R. Covey. You are probably familiar with Covey’s father, who wrote The 7 Habits of Highly Effective People.
52. The Truth CEOs Must Help Employees Realize
- Wednesday, April 27, 2016
A “company-wide sales culture.” Every CEO and business owner dreams of it, but few realize it. It is where everyone in the organization plays some role in supporting sales and growth efforts, though roles will vary.
53. RedRover Hosts 10-Year Bash at FedExForum
- Monday, April 4, 2016
You know you’ve made it when you can throw a birthday party that draws guests like an NBA star in addition to a variety of high-powered business leaders.
Later this week, RedRover Sales & Marketing Strategy is hosting an invitation-only bash at FedExForum that will include a meet-and-greet session with Memphis Grizzlies guard Tony Allen. In addition to networking opportunities with the business crowd on hand, the firm will also give an early peek at its revamped website launching this month and will toast the release of CEO Lori Turner-Wilson’s new book, “WOOF! Why Ordinary Organizations Fail.”
54. Is Distraction Crushing Your Growth Potential?
- Wednesday, March 30, 2016
Business owners, marketing professionals and sales professionals – those that carry perhaps the greatest responsibility for driving company growth – are collectively facing a potentially catastrophic time epidemic.
55. Stop Settling for Ordinary
- Wednesday, March 16, 2016
We live in a world of stiff competition with so much noise competing for consumer attention that it can be painfully difficult for brands to get noticed and stand apart from their competition.
That’s why the lion’s share of brands simply settle for being ordinary. It’s just easier. As football coaching legend Lou Holtz said, “In this world you’re either growing or you’re dying, so get in motion and grow.”
56. Profit from a Growth Mindset
- Wednesday, February 24, 2016
There can be many reasons that a company’s growth stalls – from competitive pressure to a rising cost of goods to the changing needs of the marketplace. The common thread among all of these challenges – and what’s really driving the stall – is the lack of a growth mindset among employees and leadership.
57. Last Word: TN(not)Ready, Hatiloo Expands and Tax Season Advice
- Tuesday, February 9, 2016
So what do you do when the test-makers fail the test?
You go back to the old test in the case of the Tennessee Education Department and the TNReady tests.
These were the new tests for the new statewide student achievement standards that replaced Common Core standards.
They can only be taken online.
But the system crashed Monday, which was the day that all of the preparation in the last year was geared toward. That included two tests locally of the on-line capacity and other technical standards necessary to make this go smoothly.
Here is a good account of what happened statewide and locally with a few other stops across the state to take in the scope of how big a failure this was and what failed.
58. Winners and Losers From Super Bowl 50’s Advertising Game
- Tuesday, February 9, 2016
The Super Bowl is the biggest advertising competition of the year. Brands that win big can reap the viral benefits for months to come. And those that fail do so publicly, oftentimes with mounting consumer criticism that can take just as long to overcome.
59. Super Bowl Advertising Huge Gamble
- Wednesday, February 3, 2016
History has already been made at this year’s Super Bowl of advertising – thanks to a record price tag of $5 million for a 30-second spot. It’s a hefty spike from the $4.5 million advertisers ponied up last year, but it didn’t slow CBS from nearly selling all of its big-game ad time by last November.
60. Last Word: A Turn Away From Mud Island, Capitol Hill Soap & Collierville Keeps FedEx
- Wednesday, January 27, 2016
Sometimes you get another story when you are pursuing a different story.
In this case, the quest was a simple one. Get a good basic idea of what the five companies interested in redeveloping Mud Island River Park are telling the Riverfront Development Corp. of their still-forming plans.
While going through the submissions, we had a talk with RDC president Benny Lendermon about the process and the interview moved pretty effortlessly into the Pyramid’s relationship to Mud Island.
It’s a natural follow-up given the history of past efforts to link up the two landmarks on different sides of the city harbor and the decidedly mixed results of those attempts. I might have been charitable there in describing the results as mixed.
That context led to a discussion about how the Pyramid is faring eight months into Bass Pro Shops' long-term lease in the reconfigured Pyramid.
When Lendermon said, “This probably isn’t a politically correct thing to say,” the interview turned topics and we followed it.
The result is, I think, at least something to consider and probably pretty provocative.
Judge for yourself.
61. The Death of ‘Digital’ Marketing
- Wednesday, January 27, 2016
Editor’s Note: This column is the final in an 11-part series on the Top Ten 2016 Marketing Trends. Search memphisdailynews.com for the remainder of the series.
62. Mounting Consumer Expectations
- Wednesday, January 20, 2016
This column is the 10th 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.
Over the last couple of decades, consumers have flipped the buying process on its ear. Long gone are the days when your sales team was the sole source of research for prospective customers prior to making a purchase.
63. Mobile Is Everything
- Wednesday, January 13, 2016
Editor’s Note: This column is the ninth 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.
64. Meteoric Rise of Digital Leaves TV in Dust
- Wednesday, January 6, 2016
Editor’s Note: This column is the eighth 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.
65. Video to Dominate in 2016
- Wednesday, December 30, 2015
This column is the seventh 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.
A shocking 80 percent of the world’s Internet traffic will be video by 2019. Think about the sheer magnitude of that for a moment.
66. App Explosion Projected for 2016
- Wednesday, December 23, 2015
This column is the sixth 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 our sights set on 2016, it’s the perfect time for reflection on your growth strategy. What marketing successes will you carry over from 2015 into the New Year, and which will you abandon? What marketing trends, anticipated for 2016, are worthy of consideration in your 2016 plan?
67. Next Evolution Of Social Media
- Wednesday, December 16, 2015
This column is the fifth 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 the New Year almost upon us, it’s time to adjust your marketing strategy to propel your company’s growth in 2016. Reflect on what worked and what didn’t with your 2015 plan, and consider trends on the horizon that could further amplify your results.
68. Expand Sales Team Reach Without Headcount
- Wednesday, December 9, 2015
This column is the fourth 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.
There is perhaps no shorter path to increased sales than shortening the sales cycle or improving your close ratio with prospects already interested in your brand. Recent tech advancements offer marketers a host of marketing automation tools that can do this heavy lifting for you.
69. All the Business You’re Losing From Siri
- Wednesday, December 2, 2015
This column is the third 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 the holidays approaching at lightening speed, the New Year will be here before we know it. That means your 2016 marketing planning should be well underway.
70. Proximity Marketing Skyrockets
- Wednesday, November 25, 2015
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.
71. Top Ten 2016 Marketing Trends
- Wednesday, November 18, 2015
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.
72. Delivering Value To Educated Buyers
- Wednesday, November 11, 2015
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.
73. Get Real Results From LinkedIn
- Wednesday, November 4, 2015
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.
74. Are Salespeople Born or Made?
- Wednesday, October 14, 2015
“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.
75. Use EQ vs. IQ to Recruit Sales Talent
- Wednesday, September 9, 2015
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.
76. The Priorities Of The Data-Driven Marketer
- Wednesday, August 26, 2015
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.
77. The Evolution Of Consultative Sales Process
- Wednesday, July 29, 2015
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.
78. Six Best Practices to Boost Sales Efficiency
- Wednesday, July 15, 2015
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.
79. How to Ask the Tough Questions
- Wednesday, July 8, 2015
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.
80. Engaging Followers Via LinkedIn
- Wednesday, July 1, 2015
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.
81. Sales Gauging Techniques that Move the Needle
- Tuesday, June 23, 2015
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.
82. Predicting Sales & Marketing Plan Returns
- Wednesday, June 17, 2015
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.
83. Dashboards Drive Business Performance
- Wednesday, June 10, 2015
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.
84. Align Sales and Marketing to Grow Revenue
- Wednesday, June 3, 2015
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.
85. 6 Tips for Selling to Millennials
- Wednesday, May 27, 2015
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.
86. A Business-Altering Essential: Repeatable Sales Process
- Wednesday, May 20, 2015
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.
87. Six Easy Ways to Kick Referral Fears
- Wednesday, May 13, 2015
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.
88. Google Gets Inside Our Heads
- Wednesday, April 29, 2015
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.
89. Spokesperson Offers Brands Larger Voice
- Wednesday, April 22, 2015
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.
90. Memphis Airport Inks Partnership With Grizzlies, Tony Allen
- Thursday, April 16, 2015
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.
91. Lessons Learned from $800 Million Cookie Franchise
- Wednesday, April 15, 2015
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.
92. Google: Go Mobile Or Go Home
- Wednesday, April 8, 2015
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.
93. Prevent Business Complacency
- Wednesday, April 1, 2015
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.
94. Twitter Marketing Strategies
- Wednesday, March 25, 2015
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.
95. Facebook Marketing Strategies
- Wednesday, March 18, 2015
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.
96. What Social Channels Work Best
- Wednesday, March 11, 2015
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.
97. Digital Marketing for All Generations
- Wednesday, March 4, 2015
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.
98. PR That Gets Media Results
- Wednesday, February 25, 2015
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.
99. Building Trust In Sales
- Wednesday, February 18, 2015
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?
100. Taking Charge of Reviews
- Wednesday, February 11, 2015
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.