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Editorial Results (free)

1. Seek ROI in Sales Promotions -

It’s a common practice in business to set up a booth at the same trade show every year out of habit as part of your sales promotion strategy. Businesses show up, set up the same table display, and use the same fishbowl to collect many of the same business cards as they did in prior years. 

2. Marketers Warm Up to Instagram -

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.

3. New Business Ideas for the New Year -

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.

4. Crafting the Right Launch -

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. 

5. Brand Dissonance Boosts Marketing Performance -

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.

6. Five Fresh Ways to Add Value -

Any salesperson who’s been in the game for more than a day knows that products and services aren’t sold based on price. Top sales pros first focus on the value of what they are selling and how it can best meet the customer’s needs. 

7. 5 Killer Sales Call Missteps -

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. 

8. Get a Competitive Advantage With a Marketing Map -

It sometimes seems like marketing campaigns are an escalating game of chase. When your closest competition takes out an advertisement in the newspaper emphasizing their clients’ successes, you might feel like you need to make your presence known with a two-page spread doing the same.

9. Bring Your Social Content to Life -

Most business owners have been advised about the importance social media plays in the success of a company. It is the new-age version of word-of-mouth referrals, and it’s more dynamic than any marketing channel that preceded it.

10. Memphis Airport Takes Top Communications Honor -

Memphis International Airport was the big awards winner at the Airports Council International-North America national conference in Salt Lake City, Utah.

MEM received the 2016 Peggy G. Hereford Award as the airport with the most overall recognition in ACI-NA’s annual Excellence in Airport Marketing, Communications, and Customer Service Awards.

11. 10 Offline Marketing Strategies -

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. 

12. Memphis Airport Takes Top Communications Honor -

Memphis International Airport was the big awards winner at the Airports Council International-North America national conference in Salt Lake City, Utah.

MEM received the 2016 Peggy G. Hereford Award as the airport with the most overall recognition in ACI-NA’s annual Excellence in Airport Marketing, Communications, and Customer Service Awards.

13. Last Word: Pants Suits On the River, Early Vote Numbers & Chandler Parsons' Debut -

A busy last weekend for the Presidential campaigns in Shelby County where we have seen neither Hillary Clinton nor Donald Trump in the flesh since the primary campaign season and haven’t even seen their surrogates in the general election campaign.

14. Memphis International Airport Wins Top Communications Honors -

Memphis International Airport was the big awards winner at the Airports Council International-North America national conference in Salt Lake City, Utah this week.

MEM received the 2016 Peggy G. Hereford Award as the airport with the most overall recognition in ACI-NA’s annual Excellence in Airport Marketing, Communications, and Customer Service Awards.

15. Planning Can Defeat Mediocrity -

It’s a scenario many sales leaders know too well: You hire talented people with stellar track records and are left bewildered when they struggle to make their numbers week after week. You coach them. You put them on performance improvement plans. You remind your team of minimum targets and echo their bonus incentives at every sales meeting. Yet your team’s performance continues to decline and motivation nosedives as a result.

16. Self-Trust Boosts Integrity And Sales Performance -

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.

17. Why Sales Training Doesn’t Work -

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.

18. 5 Tips to Keep Your Marketing Emails Out of the Trash Folder -

On a typical day, the average professional receives about 100 emails and, according to a recent study, that number is only expected to grow. The average professional also is in the routine of quickly scanning the inbox and deleting emails that don’t quickly catch their attention. It can be tough for any email these days to not end up in the trash bin.

19. 12 Crucial Social Media Metrics -

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?

20. 7 Irrefutable Laws of Social-Media Marketing -

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.

21. How Could Your Brand Capitalize on Live-Streaming? -

Since Facebook Live launched in April of this year, live-streaming events have become very popular. While competitor Periscope has been around since early 2015, Facebook has integrated live-streaming directly into the timelines of 1.71 billion users, making these live videos more visible than ever.

22. Start Planning for 2017 In These Four Areas -

It’s not too soon to start thinking about how you’re going to make 2017 a success for your company. Here are four areas that are essential to the sales and marketing performance of your business.

23. Convert Trade Show Connections Into Clients -

Editor’s Note: This is the second in a two-part series. Does your company actually close sales on the trade show floor?

Trade shows can certainly heighten your brand awareness and guide prospects into your sales pipeline. However, unless you’re selling goods or services at the trade show itself, your sales team needs a compelling follow-up strategy – and it starts before the event ends.

24. How Top Sales Teams Maximize Trade Shows -

Editor’s Note: This is the first in a two-part series. Your marketing team can go all out before a trade show. They can create a compelling booth design, write informative collateral and come up with exciting giveaways to grab attention.

25. Use Instagram to Gain Share -

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.

26. 4 Proven Plays to Win Referrals -

It’s not news that creating an active referral pipeline is a game-changer for B2B sales teams. A recent Nielsen consumer insights survey revealed that up to 92 percent of people trust word-of-mouth recommendations from friends over any other form of advertising.

27. Ignite Your Social Followers -

How many times have you found yourself staring at your company’s social media page wondering why you are struggling to get your followers to engage? It’s easy to wonder how so many people could have so little to say. Many of us have gotten caught in the wormhole of chasing followers, expecting a predictable correlation between the number of followers you have and the engagement that will reflect on your page.

28. Three Reasons New Front-Line Managers Fail -

Executives often identify and promote top-shelf individual contributors to front-line managers. Six months into their new position, they are struggling. Team performance has decreased and turnover has increased. The executive is often left wondering what changed. 

29. Market with a Startup Mindset -

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.

30. Mapping the DNA of High-Performing Sales Talent -

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.

31. UTHSC Names Storgion Chair Of Physician Assistant Studies -

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. 

32. Using Technology to Effectively Engage Your Employees -

If you thought we had turned a corner from the days of “Take This Job and Shove It,” think again. According to a recent State of the American Workplace Report, seven in 10 U.S. workers don’t like their job. Even more disturbing, only 13 percent of employees across the globe are engaged at work.

33. Memphis Marketing Group Names New Board Members -

The Memphis Chapter of the American Marketing Association has announced the chapter’s 2016-2017 board of directors, which includes four new members. All terms took effect July 1.

Mary Stratton, director of marketing at Power & Tel, will lead the chapter as president, and Wendy-Sumner Winter, senior director of communications and marketing at Christian Brothers University, will serve as president-elect.

34. Profile of a Winning Sales Team -

It’s no secret that quality of life among team members leads to higher retention and satisfaction. Sales rep satisfaction is directly linked to customer satisfaction, and both impact your bottom line.

35. 6 Signs Your Website Is No Longer Working for You -

Your website is a first look into your company. It’s a reflection of your company’s culture as well as your leadership. But simply having a website isn’t enough. It must have a purpose – and if that purpose doesn’t yield measurable results, this could be the first sign that your website no longer fits the needs of your company.

36. The Science Behind Viral Content -

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.

37. The Memphis CEO Challenge -

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.

38. Four Signs It’s Time for a New Logo -

It seems 2015 was a big year for new logos. Several companies, including IHOP, OpenTable, Turner Broadcasting, Spike TV and Google made some sort of change last year.

There are a lot of reasons a company may want to change their current logo. Many times the current logo just isn’t getting the job done. Sometimes businesses outgrow their logo and need a refresh to make sure they are sending the right message to their customers.

39. Characteristics of Sales Winners -

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.

40. A Lesson From Oprah -

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.

41. Rise of the Subscription Economy -

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.

42. Trust Creates Sales Advantage -

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.

43. Data-Driven Marketing Decisions Spark Growth -

Correctly analyzed, data can be a catalyst for predictable, incremental growth and transformative change in your organization. However, we all know there’s more to creating measurable outcomes through data analysis than just crunching the numbers.

44. The Truth CEOs Must Help Employees Realize -

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.

45. I Wrote This Just for You -

In “Blink: The Power to Think Without Thinking,” acclaimed author Malcolm Gladwell addresses first impressions. His book doesn’t come from the angle of how to make great first impressions – a genuine smile, firm handshake, pressed clothing and all those tips we’ve turned into habits over the years.  

46. Aim for the Stars: How to Reach C-Level Decision Makers -

Getting a meeting with C-level decision makers is no easy task, but it can be done. As with any true success, it all starts with doing your homework.

First, target the right organizations. Make a list of 10 to 20 companies that would make an ideal customer. Once you do, you will want to spend some time researching those businesses. Use any online resource you can, from the website to social media to business journals.

47. Three Ways to Finish Last -

In the world of sales, we are conditioned to live life by the month. We are driven by monthly sales goals and monthly paychecks. But when we don’t take time to create a plan of attack at the start of each month, we are workhorses rather than stagecoach drivers.
We work reactively instead of proactively. We allow our sales pipelines to control us and ultimately find ourselves spending the last week of the month scrambling to close business and meet targets. 

48. Last Word: Basketball Intervention, Medical Inventory and Memphis in the 1960s -

Five games left for the Grizzlies to win three and then get to play more in the NBA playoffs. And what seemed to be a foregone conclusion is now not such a sure thing based on the Grizz performance in Sunday’s 119-107 loss to the Orlando Magic in Orlando.

49. RedRover Hosts 10-Year Bash at FedExForum -

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.”

50. Is Distraction Crushing Your Growth Potential? -

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.

51. Be a Rock Star – Be a Resource -

Being a business professional is much like being a rock star. If you make great music, your audience is going to like you. However, if you give them much more than just the music – such as an engaging performance – chances are, they are going to love you. How does this apply in the business world?

52. Stop Settling for Ordinary -

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.”

53. How PR Can Help Your Small Business Grow -

Public relations is a great way for a small business to raise awareness. But when business owners put together marketing plans, they usually think advertising, not public relations.

Why? We see advertising everywhere we look. It’s top of mind. Not a lot of thought goes into the fact that PR drives many of the articles you read or stories you see on the evening news.

54. Creating a Flexible Sales Pitch -

If you don’t bend, you’ll break. We’ve all heard that saying before, but it’s increasingly true for sales teams.

21st century prospects can research services, compare brands and read reviews online before they ever reach out to you directly – and they almost always do their homework. By the time you’re fielding a phone call, your prospect is almost always ready to make a quick purchasing decision. Your prospect knows what they want, and they believe you can deliver the goods.

55. Profit from a Growth Mindset -

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.

56. Three Phases of Effective Brainstorming -

I’ve always cringed when I get a calendar request with “Brainstorm” in the subject line. Immediately, I picture an unfocused free-for-all – after which nothing happens. But it’s a marketer’s mainstay, and there’s a right way to do it.

57. Crises Happen; Defend Your Company -

You likely haven’t gotten to where you are today with a “head in the sand” approach to managing your business. When it comes to crisis communications, busy executives sometimes neglect to plan against all that could go wrong.

58. Winners and Losers From Super Bowl 50’s Advertising Game -

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 -

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. The Death of ‘Digital’ Marketing -

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.

61. Mounting Consumer Expectations -

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.

62. Mobile Is Everything -

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.

63. Meteoric Rise of Digital Leaves TV in Dust -

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.

64. Video to Dominate in 2016 -

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.

65. App Explosion Projected for 2016 -

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?

66. Next Evolution Of Social Media -

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.

67. Expand Sales Team Reach Without Headcount -

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.

68. All the Business You’re Losing From Siri -

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.

69. Proximity Marketing Skyrockets -

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

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

70. Top Ten 2016 Marketing Trends -

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

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

71. Delivering Value To Educated Buyers -

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

72. Get Real Results From LinkedIn -

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

73. Airport Touts New Website, Tony Allen Video -

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

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

74. Airport Touts New Website, Tony Allen Video -

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

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

75. How Training Can Sabotage A Sales Team -

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

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

76. Let Your Team Lead -

Have you empowered your sales and marketing pros to lead?

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

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

77. Are Salespeople Born or Made? -

“Is greatness born – or is it made?”

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

78. How To Destroy Trust in The Workplace -

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

79. Sales Teams Create Advocates -

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

80. Sales & Marketing Disconnects -

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

81. 6 Ways to Gauge If Your Business is Built to Last -

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

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

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

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

83. Death of A Sales Team -

Is the next generation of salespeople heading toward extinction?

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

84. The Priorities Of The Data-Driven Marketer -

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

85. The Sales Team Of The Future -

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

86. Defining Your Ideal Millennial Client -

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

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

87. The Tortoise and the Hare of Sales -

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

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

88. The Evolution Of Consultative Sales Process -

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

89. Curiosity Closed the Sale -

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

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

90. Six Best Practices to Boost Sales Efficiency -

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

91. How to Ask the Tough Questions -

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

92. Engaging Followers Via LinkedIn -

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

93. Sales Gauging Techniques that Move the Needle -

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

94. Predicting Sales & Marketing Plan Returns -

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

95. Dashboards Drive Business Performance -

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

96. Align Sales and Marketing to Grow Revenue -

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

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

97. 6 Tips for Selling to Millennials -

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

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

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

99. Six Easy Ways to Kick Referral Fears -

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

100. What Business Leaders Can Learn From Improv Actors -

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