Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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The Do's and Dont's of Telephone Etiquette

Sep 18, 2019

For most sales reps, phoning for appointments is Maalox time at the heartburn corral. Because 95 percent of radio and TV sales reps don't do any research before they pick up the phone, they're behind the 8 ball to start with. In both radio and ...

Make The Sale By Uncovering The Real Objection

Sep 17, 2019

What happens when a prospect rejects your proposal for reasons that make absolutely no sense? Maybe you've heard some of the reasons why they won't buy your station: - I hated the guy (company) that owned your station four years ago. - My competitor ...

Plow Through To the Real Decision Maker

Sep 16, 2019

Have you ever wondered why you were cut from the sale at the last minute when you thought you had the prospect signed, sealed and delivered to the traffic department? Other influences might have an impact on the sale. We have been conditioned to call ...

Divide and Conquer Why Zoning your Territory will Increase Sales

Sep 13, 2019

Who manages your sales reps? account lists? Your prospects and customers or your sales reps? The most common complaint I hear from sales managers across the country is, "How can I get my sales reps to see more people?" Not only do they need ...

Its Q3. Do You Know Where Your Revenue Is?

Sep 12, 2019

Don't think for a minute that forecasting/projections in not an art. Some managers spend their entire careers (and some have short ones) trying to correctly project their revenue - not only today, but also over a three-month period several months ...

The Traditional Media Powers And Digital

Sep 12, 2019

Borrell recently released information about Digital sales and how Radio and other traditional mediums have found their pace as it comes to selling digital in thier markets... This midyear update focuses on the big change in the market-level Addressable ...

Turning Content into Traffic

Sep 11, 2019

From Paul White, LPG Systems Administrator Even though many are pushing RSS news feeds as a source of content, I advise you to not take this approach. Most news feeds are not for commercial use.  They can only be used on non profit, or personal ...

World-Class Salespeople

Sep 10, 2019

Spotting the 20% who Sell the 80% PROFILEXTSALES TM , Let's examine the special qualities of the ProfileXTSales TM assessment. Salespeople work in an increasingly competitive pressure cooker. It's no wonder that 38 percent of salespeople ...

Motivational Video #14 (300)

Sep 9, 2019

  Click Here to Upgrade your Flash Player 300 ...

Motivational Video #13 (We are Marshall)

Sep 6, 2019

  Click Here to Upgrade your Flash Player We are Marshall (New Game Plan) ...

Motivational Video #12 (Planes, Trains & Automobiles)

Sep 5, 2019

  Click Here to Upgrade your Flash Player Planes, Trains & Automobiles ...

Motiational Video #11 (Run at Gettysburg)

Sep 4, 2019

  Click Here to Upgrade your Flash Player Remember the Titans - The Run at Gettysburg ...

Motivational Video #10 (4 Minute Mile)

Sep 3, 2019

  Click Here to Upgrade your Flash Player 4 Minutes - The 4 Minute Mile ...

Motivational Video #9 (Game Show)

Aug 30, 2019

  Click Here to Upgrade your Flash Player Chris Farley (Game Show) ...

Motivational Video #8 (Tommy Boy)

Aug 29, 2019

  Click Here to Upgrade your Flash Player Tommy Boy (Sales) ...

Motivational Video #7 (Matt Foley)

Aug 28, 2019

  Click Here to Upgrade your Flash Player Chris Farley - Matt Foley Motivational Speaker ...

Motivational Video #6 (Adam Sandler Song)

Aug 27, 2019

  Click Here to Upgrade your Flash Player Adam Sandler Song ...

Motivational Video #5 (Chris Farley Interview)

Aug 26, 2019

  Click Here to Upgrade your Flash Player Chris Farley (Interview) ...

Motivational Video #4 (The Death Crawl)

Aug 23, 2019

  Click Here to Upgrade your Flash Player Facing the Giants (The Death Crawl) ...

Motivational Video #3 (7 Minute Abs)

Aug 22, 2019

  Click Here to Upgrade your Flash Player There?s something about Mary (7 Minute Abs) ...
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