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Sunday, Nov. 23, 2014
Mobile advertising trends
Posted Saturday, November 22, at 7:15 PM
2014 marked the first year that mobile Internet usage surpassed desktop, which is no doubt why a recent Forrester Research study predicts sales from consumers shopping on mobile phones will increase to $38 billion this year. In fact, the average-order size on smart phones is expected to nearly match those on desktops and tablets this year, indicating a growing consumer comfort level in shopping via mobile devices...

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'Success is a lousy teacher'
Posted Wednesday, November 19, at 1:43 AM

In sales, as in life, many a person throws in the towel after failure, not realizing that failure is actually an inevitable outcome of the innovative. Thomas Edison is reported to have had more than 1000 failures before finally inventing a practical electric light bulb. Aptly, he said, "Many of life's failures are people who did not realize how close they were to success when they gave up."...

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Why your brand should care about millennials -- now
Posted Saturday, November 8, at 7:23 PM

Millennials. They're unmotivated. They lack the work ethic of their Gen X predecessors. They're perfectly happy living off mom and dad versus making their own way. They'll never really have spending power. Believe these uninformed sentiments, and you'll miss out on the greatest marketing opportunity since social media...

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Say goodbye to 'hope and a prayer' marketing
Posted Saturday, November 1, at 9:11 PM

The average company spends 3 to 5 percent of revenue on marketing, which is certainly not a trivial expense. Why, then, do so many companies invest so little time in the construction of the marketing plan that ensures that investment is well spent? Your organization's ability to maintain, let alone grow share, is riding on the strength of that plan. ...

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Avoid these four common perils of unintentional salespeople
Posted Saturday, October 25, at 7:13 PM

If you are an owner or manager, odds are you are in sales to some degree -- whether intentionally or not. Unintentional salespeople may not think of their primary role as selling, but find they spend much of their day doing just that -- from selling their expertise to ideas to products. ...

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The psychology behind persuasive headlines
Posted Saturday, October 18, at 8:08 PM

If you are writing lackluster headlines, you are wasting your time developing marketing content that will never be read. Too often, the headline is a mere afterthought, which is a colossal misstep. Copyblogger reports that eight of 10 people seeing your headline will read it, but only two out of 10 will read the accompanying article -- and that's only if your headline is compelling...

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Top advertising week trends
Posted Saturday, October 11, at 7:42 PM

Advertising geeks from across the nation unite annually at "Advertising Week" to hear industry experts share opinions on the current state of advertising and predictions for the future. As the 2014 conference comes to a close, four key trends have bubbled to the surface -- trends you'll want to keep in mind as you craft your 2015 marketing strategy...

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Social media impact on buying decisions
Posted Monday, October 6, at 10:47 PM

Research giant Gallup released its State of the American Consumer Report in June of this year with the overarching finding that few brands are winning the battle for consumer engagement. Those that are, inevitably steal share and pull away from the competitive pack...

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Top 5 sales excuses
Posted Saturday, September 27, at 7:21 PM

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...

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5 top sales negotiation mistakes
Posted Saturday, September 20, at 7:09 PM

More than 75 percent of the sales reps I've coached through the years cite price as their No. 1 objection. Given the state of our economy for the last several years, it's no wonder. And even though our economy is beginning to rebound, the side effect of a recession is the bargainer's mindset that it creates in the market. It's a reality salespeople everywhere face, and the reason why sharpening sales negotiation skills is vital. Avoid these top-negotiating mistakes to improve sales performance...

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Three secrets to closing more business
Posted Friday, September 19, at 3:49 AM

Considering how hard salespeople have to work to land a meeting with a prospective customer, it's surprising how little effort is typically put into the follow-up with that prospect after the meeting. The result is a lost opportunity and the need to work harder than necessary to meet sales targets...

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Brand voice -- the ultimate competitive advantage
Posted Friday, September 12, at 2:51 AM

Your brand is more than your logo. In fact, customers view brands through three distinct lenses -- verbal, visual and experiential. Your logo and the broader look and feel of your brand identity certainly drive a customer's visual interpretation of your brand. How they are treated when engaging with your brand drives their experiential impression of your brand. That leaves the verbal lens, which is all about your brand's spoken and written voice...

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ALS Ice Bucket Challenge spotlights power of viral video
Posted Wednesday, September 3, at 2:30 AM

Perhaps one of the greatest viral phenomena -- the ALS Ice Bucket Challenge -- has dominated social media channels for the past month, raising an impressive $70 million to date, compared to $2.5 million typically raised by the nonprofit during the same time period. ...

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6 revealing sales interview questions
Posted Wednesday, August 27, at 2:10 AM

The new hire failure rate is astonishing and expensive; and it's even worse for sales candidates who can be among the toughest to properly vet. Leadership IQ reports that of 20,000 new hires tracked in a recent study, 46 percent failed within 18 months...

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Cold email mastery -- a click away from anyone
Posted Wednesday, August 20, at 2:41 AM

Cold calling is a tough business, though a necessity for many companies. The cost of sales is high, as is sales rep rejection and fatigue. Imagine if email could significantly improve your engagement rate with otherwise cold prospects. If executed well, it can, explains Scott Britton with life-longlearner.com, the forensic accountant of the email world whose company was acquired by Constant Contact for $100M in 2012...

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How is your brand changing the world? Lessons from Apple.
Posted Wednesday, August 13, at 1:48 AM

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."...

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5 Pinterest marketing myths debunked
Posted Thursday, August 7, at 12:15 AM

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...

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Right-brained sales reps in a left-brained world
Posted Wednesday, July 30, at 8:42 AM

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...

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10 surprising social media facts
Posted Wednesday, July 23, at 7:41 AM

With the pace with which 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. No. 10 -- Social monitoring site "Mention" reviewed over 1 billion social mentions and discovered over 90 percent of mentions came from users with fewer than 500 followers. Simply engaging power users is therefore not a sound strategy...

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Top 10 email marketing best practices
Posted Thursday, July 17, at 8:42 AM

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...

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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.