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Friday, Apr. 18, 2014
Cold Calling Gets Bad Rap
Posted Tuesday, April 15, at 9:56 PM
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 down hill from there...

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Talk Like TED In Your Sales Pitch
Posted Thursday, April 10, at 10:34 PM

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."...

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Ambiverts Make Sales Rock Stars
Posted Wednesday, April 2, at 5:54 PM

Inability to find good sales talent is a common source of frustration among business owners and hiring managers nationwide. I would contend that it's because many are simply focusing on the wrong candidate profile. It's a common stereotype that extroverts make the best salespeople. ...

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Measurement Holy Grail of Marketing (Part 2 of 2)
Posted Wednesday, April 2, at 5:53 PM

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. Sixty percent of marketers report that email marketing produced a measurable return on investment according to MarketingSherpa's 2013 Email Marketing Benchmark Survey of over 1000 marketing pros across the country. ...

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Reports of Email's Death Greatly Exaggerated (Part 1 of 2)
Posted Tuesday, March 18, at 4:09 PM

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...

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Vine Crawling Into Brand Marketing Strategies
Posted Tuesday, March 11, at 5:57 PM

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 over 40 million users in just over a year, it's making a strong run at rival Instagram, now over three years old with more than 150 million users...

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Stop Asking for Referrals
Posted Thursday, March 6, at 4:28 PM

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. So why do most companies have, at best, inconsistent referral generation strategies? Reasons often cited include not knowing how to broach the subject and being fearful of forcing an awkward conversation with a good client...

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2014 Search Engine Trends
Posted Tuesday, February 25, at 3:22 PM

There is certainly 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. Avoid attempts to manipulate search engine algorithms for short-term ranking benefits. It's a loser's bet given how often the formulas change. Instead, focus on these search-engine trends for 2014...

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Role of Personal Branding in Business
Posted Wednesday, February 19, at 11:58 PM

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...

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Your Biggest Competitor is Prospect Indecision
Posted Tuesday, January 21, at 6:57 PM

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...

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The Psychology Behind Social Media
Posted Monday, January 13, at 11:02 PM

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...

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2014 Game-Changing Sales Trends
Posted Thursday, January 9, at 1:03 AM

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...

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Christmas Miracle Goes Viral
Posted Monday, December 30, at 3:01 PM

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...

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Social Media Predictions for 2014
Posted Monday, December 23, at 10:15 PM

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...

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Ensure Your 2014 Plan Delivers
Posted Wednesday, December 11, at 2:57 PM

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...

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Online Marketing Ideas for the Holidays
Posted Wednesday, December 11, at 2:55 PM

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...

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5 Fast Ways to Tick Off Google
Posted Wednesday, November 20, at 5:37 PM

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 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...

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Investing in the Right Social Media Networks (Part 2 of 2)
Posted Tuesday, November 19, at 7:42 PM

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...

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Investing in the Right Social Media Networks (Part 1 of 2)
Posted Tuesday, November 12, at 3:04 PM

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 over three years report an increase in sales over that period, according to the 2012 Social Media Industry Report. Achieving these results requires a significant time investment, making it crucial -- especially among small and mid-sized companies -- to focus efforts on the right networks versus every network...

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Top Twitter Turnoffs
Posted Tuesday, October 22, at 5:44 PM

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. ...

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Guerilla Sales & Marketing
Lori Turner-Wilson
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Lori spent over 15 years leading corporate marketing and communications divisions in the financial services, hospitality and franchise restaurant sectors. As Director of Target Marketing for the Hampton Hotels brand of Hilton Hotels Corporation, Lori managed promotional, direct and Web marketing, as well as custom publishing, for the brand's franchise system. In her role as Vice President of Employee Communications and Development for First Horizon National Corporation, she managed the corporation's internal culture initiatives, communications, and employee recognition programs. Other positions held include Sr. Communications Director/Corporate Editor for TCBY Enterprises, Inc., and Vice President of Marketing for First National Banking Company. Lori is a founding sponsor and member of the Board of Directors for LaunchMemphis -- an organization committed to developing an entrepreneurial community in Memphis comprised of investors, entrepreneurs and local organizations. In addition, Lori is on the Board of Directors of the Sales and Marketing Society of the Mid-South and on the Advisory Board for the Humane Society of Memphis and Shelby County. She is a sought-after speaker in the Memphis area, delivering sales and marketing keynote addresses and workshops to organizations like: the Memphis Chapter of the American Advertising Federation, the Sales & Marketing Society of the Mid-South, LaunchMemphis, EmergeMemphis, the Memphis Regional Chamber, the National Association of Women Business Owners, and the Hospitality Sales and Marketing Association International. Lori holds a B.S. in Marketing from the University of Nebraska, Lincoln, in addition to having completed the University of Colorado's School of Bank Marketing and Management. She is the recipient of numerous industry awards including local and district Addy's, Communicator awards, and a Telly. She received recognition as one of the Memphis Business Journal's "Top 40 Under 40" recipients in 2009. Lori also served as a contributing ghost writer for the renowned "Complete Idiot's Guide to Guerilla Marketing." Beyond her passions for marketing and dogs of all shapes and sizes, Lori is an avid traveler, runner and foodie.
Hot topics
Cold Calling Gets Bad Rap
(0 ~ 9:56 PM, Apr 15)

Talk Like TED In Your Sales Pitch
(0 ~ 10:34 PM, Apr 10)

Online Marketing Ideas for the Holidays
(1 ~ 1:37 AM, Apr 8)

Ambiverts Make Sales Rock Stars
(0 ~ 5:54 PM, Apr 2)

Measurement Holy Grail of Marketing (Part 2 of 2)
(0 ~ 5:53 PM, Apr 2)