Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Time Management Don't Let Inmates Run Your Asylum

Nov 27, 2020

As a sales manager in this age of consolidation, you may find it difficult to stay on course throughout the week. It may seem that, after Tuesday, you're at the mercy of your sales reps, as their schedule (or lack of one) causes their emergencies ...

Building Your Sales Force From Scratch

Nov 25, 2020

So, if you don't go across the street and raid your rival because of non-compete clauses, or maybe you don't have the Fort Knox war chest to bring over competing reps right now See The Pros And Cons Of Raiding And Pillaging , what can you do ...

Bring Back The Lost Art Of The Spec Spot

Nov 24, 2020

A few weeks ago, I was interviewing a prospective sales rep for one of my clients in a market with a population well over 250,000. The rep, who had been working at another station in the market for about eight months, said her training consisted of watching ...

7 Ways to Avoid Burnout

Nov 23, 2020

Media is an industry where stress is prevalent, and the highs and lows associated with Media sales come fast and furious. So what do you do when energy and performance wane? Here are seven ways to avoid burnout. 1 Take a Nap! That's right, take ...

Learn Your Clients' Budgets

Nov 20, 2020

Imagine coming to work tomorrow morning and looking at the smoldering remains of what used to be your Media Property. Your desk and everything in it, toasted. Your computer and all the backups, singed. Nothing left; all documentation of your accounts ...

Don't De-Motivate Your Employees

Nov 19, 2020

You are about to have the most important meeting of the year - and it's not one of your sales meetings. It's called the "2019 Strategic Budget Planner." You should block out at least a full morning or afternoon for each of your ...

Your Sales Management Weekly Recap Test

Nov 18, 2020

Buzzing across the fax or downloaded from e-mail each Friday is a copy of the "Sales Managers Weekly Recap" form from Radio and television sales managers with whom I consult. Each week, these sales managers ask (and answer) a few questions ...

Calculating A Client's Listener-To-Prospect Ratio

Nov 17, 2020

The following e-mail came a few days ago in reference to a project we designed in Houston at the LPG offices early this summer. It has now been field-tested in three countries, and here is one of the many success stories that are swarming in: "I ...

5 Must-Haves to Up-sell Your Active Clients

Nov 16, 2020

Has this ever happened to you? You just took over someone's active on-air account at the Radio station and have just been handed the "Clients" folder. You open it to examine the contents and find only old orders dating back five years, ...

3 Month Pacing

Nov 13, 2020

If you have questions about hitting goals and solid numbers to hit at various points in the month, this makes it very clear what needs to be done. Date Month In One Month Out Two Months Out 1st going in a Minimum 80% 45% --- 7th/8th 90% 55% --- ...

Raise Your Rookie Team To Success

Nov 12, 2020

Let's suppose you have inherited a group of young (six months or less) sales reps as a result of the consolidation epidemic. Or, you have to build a staff of entirely new sales reps who have no Radio experience. Your job is to get them selling immediately ...

What To Look For In A Mid-Year Review

Nov 12, 2020

Let's begin with a definition: A mid-year review (MYR) is an account-by-account breakout of each salesperson's account list. It is the second X-ray of accounts that should be done by a sales manager in a 12-month period. The first, of course, ...

7 Ways To Build A Relationship with a New Buyer

Nov 11, 2020

You've spent many moons developing a relationship with a buyer who has paid your freight and become one of your best accounts. Now this person is on to bigger and better things. You should be able to make the transition from one buyer to the next ...

3 Great Sales Promotions From The Archives You Can Customize And Execute Now

Nov 10, 2020

Executing sales promotions can be like pulling teeth - painful. The key to effective sales promotions is to make sure they are simple and easy to execute. Sales and NTR promotions should have four elements: -  Consumer Strategy : Specific action ...

How Important is the Message

Nov 9, 2020

Who hasn't heard the advertisers' great debate: Which is more important: the frequency or the message? Both are vital, but I have to side with the message in the commercials. If you run a message that says, "Tell us you heard this commercial ...

How Far Will You Go For A Client?

Nov 6, 2020

How much bonding can you do during a PowerPoint presentation with all the bells and whistles? How stimulating is it for a prospect or client to sit through that 17-minute Customer Market Profile or closing presentation? Yes, you can add sizzle to ...

How To Go The Extra Mile For The Sale

Nov 5, 2020

How far will you go to show prospects that you will work for them? Here are three sizzling moves, regardless of your market. 1) Dry Ice : In your briefcase, have some pieces of dry ice and a small container of water. Open the briefcase toward you, and ...

Above and Below the Line Marketing and Metrics

Nov 4, 2020

I spent this week where the rubber meets the road-literally-with car dealers in Atlanta, Georgia. In front of Dodge, Saturn and other domestic and foreign dealers. Rising gas prices are taking its toll on car sales and also on media sales, especially ...

Yes, You Can Guarantee Results!

Nov 3, 2020

Can you guarantee the response your advertisers will get on your Media property? This question has been pondered for years and continues to be a hot topic for discussion. The two buzzwords (or phrases) for advertisers are: 1) Return on Investment ...

Beyond ROI Measurement Sourcing and Tracking

Nov 2, 2020

Several years ago, I remember attending industry conferences and hearing about the importance of being able to measure "return on investment" (ROI). Today, we're hearing the same thing, although it's known as an -equation for success. ...
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