Guerilla Sales & Marketing by Lori Turner-Wilson http://www.stategazette.com/blogs/1736/ en-us Marketing that connects http://www.stategazette.com/blogs/1736/entry/70894 Many businesses use socially and civically conscious marketing to both demonstrate their commitment to causes and connect with consumers who share similar interests. This form of marketing often involves participation in commemoration campaigns for specific, historically significant moments. Commemorations offer a chance for people to publicly come together to honor the accomplishments and sacrifices by those who came before us and to take stock of modern-day opportunities to continue to... Sat, 17 Feb 2018 01:04:30 -0600 Mystery surrounds Super Bowl ads http://www.stategazette.com/blogs/1736/entry/70815 In another record-breaking year, with ad costs exceeding $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 answering to their boards about their multi-million dollar blunders. Super Bowl ad sales were slower than in prior years with contributing factors including the protest-related decline in NFL viewership combined with the competing PyeongChang Winter Olympic advertising opportunities that begin just a few days... Sat, 03 Feb 2018 01:52:36 -0600 Top 10 2018 marketing trends: Part 2 http://www.stategazette.com/blogs/1736/entry/70772 Editor's Note: This is the second in a two-part series. As a small or mid-sized company CEO, time is likely not a luxury with which you're familiar. Staying abreast of evolving marketing technology can seem impossible in light of all of your competing priorities. That's why this year's top 10 marketing trends for the new year are tailor-made for companies of your size -- strategies which can be practically applied in 2018 on a small to mid-sized company budget. Predictive Lead Scoring:... Sat, 27 Jan 2018 01:51:54 -0600 Top 10 2018 marketing trends http://www.stategazette.com/blogs/1736/entry/70732 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. That's why this year's top 10 marketing trends for the new year are tailor-made for companies of just that size. Sure, artificial intelligence, chatbots and virtual reality will no doubt... Sat, 20 Jan 2018 01:44:21 -0600 One stop, one start in the new year http://www.stategazette.com/blogs/1736/entry/70684 The start of a new year is a time of both reflection and motivation. Many of us develop a goal list for the upcoming year and those goals often have “stops” and “starts” associated with them. At the start of this new year, I’d like to offer one stop and one start for marketing and sales teams. First, the stop. Stop thinking that your marketing and sales pitches should be about you. They shouldn’t, and here’s why: “Breaking through” and being relevant is hard in today’s environment. There’s... Fri, 12 Jan 2018 14:54:39 -0600 Trim the fat from communications http://www.stategazette.com/blogs/1736/entry/70642 Leslie Graff While we all try to start the year healthier by substituting celery for cookies, it’s also time to make your internal communications a little leaner with a New Year’s reboot.ot to sabotage your new diet with a food analogy, but you might say “internal communications” is a smorgasbord of information for your employees, channels for reaching them and company goals to reinforce. It’s easy to let this hefty buffet of messaging weigh you down. In any plan to get healthy, you have... Sat, 06 Jan 2018 01:23:08 -0600 Make these sales resolutions http://www.stategazette.com/blogs/1736/entry/70603 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. Consider these four resolutions for 2018 to ensure you start the year ahead of the pack. While seemingly fundamental on the surface, mastering these sales skills will transform your sales performance. • Stop winging it.... Fri, 29 Dec 2017 23:59:11 -0600 Is your expertise coming through? http://www.stategazette.com/blogs/1736/entry/70570 Inc. magazine columnist Joseph Gulfo said it best: “Expert. This is one of the most overused words you’ll ever hear.” At the heart of that overuse are people in my profession – marketing and PR – who need to do right by their employer, idea or client and capture marketplace awareness. Yet, today, with pervasive access to user-generated content by people who aren’t on a corporate script and may challenge your claim, “expert” is a meaningless word until backed up by evidence. When... Sat, 23 Dec 2017 01:37:58 -0600 5 deadly sales call pitfalls http://www.stategazette.com/blogs/1736/entry/70524 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 skillful 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, 16 Dec 2017 01:54:27 -0600 Does your brand evoke emotion? http://www.stategazette.com/blogs/1736/entry/70442 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... Sat, 02 Dec 2017 01:53:46 -0600 Three C’s to building a powerful team http://www.stategazette.com/blogs/1736/entry/70400 Many business owners and executives want to be surrounded by empowered and motivated employees who join them in seeking new heights for their companies. But are they creating the right environment for that world to exist inside their companies? To achieve those great new heights, think about a recipe of courage, curiosity, and culture. One or two of these ingredients alone in your team could be fine. The three of them fused together is pure power. Look out, competition. Let’s break... Sat, 25 Nov 2017 00:59:10 -0600 Capturing consumer attention http://www.stategazette.com/blogs/1736/entry/70369 By Leslie Graff Marketing Strategist at RedRover Sales & Marketing How much time do people spend with your marketing materials? For years we’ve been telling you to make your marketing content shorter. After all, the human attention span is 8 eight seconds. That’s 1 one second shorter than your average goldfish. But what if you could get your customers to spend 30 minutes with you, maybe even share your materials with their colleagues over lunch? According to the Content... Sat, 18 Nov 2017 01:06:28 -0600 The power of no http://www.stategazette.com/blogs/1736/entry/70320 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. What if you could tell a prospective customer “no” and actually earn... Sat, 11 Nov 2017 01:09:03 -0600 Two reasons brand stories take off http://www.stategazette.com/blogs/1736/entry/70271 Recently, Tony Allen’s not-goodbye letter to Memphis spread across our social-media feeds and dinner conversations. It was a letter that left some misty-eyed and others full of hometown pride and hope for the future. That Tony Allen … he sure does know how to make us feel, doesn’t he? Tony’s letter both began and ended with his nod to being the brand spokesperson for Memphis International Airport. For the past two NBA seasons, this strange-bedfellows partnership won... Sat, 04 Nov 2017 01:31:57 -0500 Focus on EQ Vs. IQ with sales hires http://www.stategazette.com/blogs/1736/entry/70224 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. This can be done by combining two techniques. The first is behavioral interviewing, which is based on... Sat, 28 Oct 2017 00:38:28 -0500 Avoid these top sales excuses http://www.stategazette.com/blogs/1736/entry/70172 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. Being aware of these top sales excuses and how to overcome them can ensure you continue to sell at the top of your game. Our prices are too high. There will always be a cheaper... Sat, 21 Oct 2017 00:44:55 -0500 Avoid these sales proposals fails http://www.stategazette.com/blogs/1736/entry/70122 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 ten-yard line and then sitting down on the field, which inconsequentially, is essentially what my team did this past Sunday. Consider these top reasons most sales proposals fail. Many... Sat, 14 Oct 2017 01:39:53 -0500 Linkedin lead gen best practices http://www.stategazette.com/blogs/1736/entry/70059 According to HubSpot’s State of Inbound 2017, 63 percent of marketers find generating traffic and leads to be their biggest challenge. In that same report, sales representatives find identifying good leads as one of their primary struggles. While marketers and salespeople alike find generating quality leads to be challenging, LinkedIn offers plenty of new features that allow you to prospect and gain leads. Sure, Facebook is larger, but LinkedIn reached 500 million business... Sat, 07 Oct 2017 00:00:00 -0500 Mobile optimization – a competitive advantage http://www.stategazette.com/blogs/1736/entry/70016 By 2019, mobile ad spending will likely represent 72 percent of total U.S. digital spending (source: eMarketer). In 2016, mobile became the primary type of device used to access websites. That's a huge milestone and the reason properly optimizing your website for mobile users is a critical brand priority. It can create a highly coveted competitive advantage. Follow these best practices in mobile optimization to ensure you're giving an ideal experience to mobile visitors to your site.... Sat, 30 Sep 2017 01:08:26 -0500 Corporate disaster aid: how and when http://www.stategazette.com/blogs/1736/entry/69950 Disasters are chaotic and complex. Just a few minutes of howling wind or shaking earth can leave years of cleaning up, rebuilding and coping with a new reality. Naturally, people want to help when they witness significant duress, like we’ve seen recently with hurricanes Harvey and Irma and like we’ve seen countless times globally. Some of the greatest moments I’ve witnessed in business have come in the aftermath of disasters. But, those moments didn’t happen by chance.... Sat, 23 Sep 2017 01:11:06 -0500