Guerilla Sales & Marketing by Lori Turner-Wilson en-us 5 killer sales call missteps Good old-fashioned sales calls are making a reprisal 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. The resurgence of this timeworn sales technique is like the opportunity that now exists in the direct mail space, given how dependent brands have become on email and social communication. When you... Sat, 03 Dec 2016 00:48:37 -0600 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. Because social media is essential to your business, conversations about it often take on a tone of seriousness. However, this mindset is the antithesis of social media’s purpose. There is a way to treat social media as fun and innovative while still... Fri, 25 Nov 2016 23:47:56 -0600 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. When your competition puts up a billboard about the efficiency of a product or service, you wonder if you need one, too. When they start advertising with client testimonials on television, you consider... Sat, 19 Nov 2016 02:05:29 -0600 10 offline marketing strategies that work 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. Consider these old-school, offline strategies as a way to break-through the digital clutter and win the hearts and minds of your... Sat, 05 Nov 2016 00:00:00 -0500 How planning wins the war on 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. But why would a team of professionals who should be soaring high... Sat, 29 Oct 2016 01:28:57 -0500 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. I want to challenge you to think about discipline in a new... Sat, 22 Oct 2016 02:18:59 -0500 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. Likewise, our successful execution of new sales skills naturally requires substantial practice before consistent and flawless behavior change... Sat, 15 Oct 2016 01:52:24 -0500 5 tips to keep your marketing emails out of the trash 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. So how can you make your company's marketing emails stand out in a sea of doomed correspondence? If you want to get your email opened, the... Sat, 08 Oct 2016 01:07:50 -0500 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? Arriving at that decision begins by assessing your performance against these 12 crucial social media metrics -- which are extracted from a larger list published by... Sat, 01 Oct 2016 04:30:18 -0500 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. So far, most brands have avoided these live video streams because of the obvious risks of a live broadcast. However, even Thomas Jefferson knew that with great risk comes great reward. How can your... Fri, 23 Sep 2016 23:16:44 -0500 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. The law of targeting: Given the dozens of major social platforms vying for your attention, it's easy to lose focus -- spreading your attention across too many channels. Instead, select one channel... Fri, 16 Sep 2016 23:23:30 -0500 Plan ahead in these 4 areas for 2017 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. 1. Competitive Scan: It can feel time-consuming to stay abreast of the moves your competitors are making. After all, you have your own business to run. However, becoming too disconnected from the competition's price points, expansions or product launches, personnel changes and customer feedback can... Fri, 09 Sep 2016 23:49:04 -0500 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. Never wait until the event is over to connect with a hot prospect you met at the show. Especially if... Sat, 03 Sep 2016 00:54:12 -0500 How top sales teams maximize trade shows 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. However, no matter how great your marketing team might be, none of these marketing investments will ever pay off in closed sales--unless your sales team shows up prepared. If you want your sales team to generate trade show successes, you need to develop a strategy that goes beyond marketing. First, create a... Fri, 26 Aug 2016 23:27:34 -0500 How Fortune 500 brands use Instagram 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. So what is driving Instagram's meteoric rise? Overall consumer appetites for photo and video content is certainly a dominant factor, but demographically speaking, it's young people that Instagram has to thank for its growth. Sixteen- to 24-year-olds have been jumping on the Instagram... Sat, 20 Aug 2016 00:09:52 -0500 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. Motivating your customers and clients to spread the word, however, is another story entirely. According to a 2015 Harvard Business Review survey, 25 percent of customers are likely to share a positive experience, compared to 65... Fri, 12 Aug 2016 22:58:19 -0500 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. Having more followers is not the answer to social media world domination; quality is.... Sat, 06 Aug 2016 00:25:54 -0500 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. Reward failure. A company that never experiences failure no doubt lacks innovation. Perhaps the... Sat, 23 Jul 2016 00:07:46 -0500 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... Fri, 15 Jul 2016 23:44:48 -0500 6 signs your website doesn't work 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. If this is the case for your company, chances are you're experiencing other factors that might be preventing you from getting the biggest return on your website... Fri, 08 Jul 2016 23:58:48 -0500