Broadcast Media Sales and Management Training Blogs

Luce Performance Group
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Improve Your New-Hire Success Rate To 80%

Dec 10, 2018

A friend of mine always told me that hiring potential super stars is much like dating.You can interview (or date) someone for the next six months, but until the day you hire him or her and the person starts working in your office (the day your date eventually ...

Boss Man is Taking it very Seriously

Dec 7, 2018

A Secret Shopper Can Provide A Glimpse Into Clients' "Customer-Service Quotient"   How much responsibility do we bear when we run a media schedule for a sales client? Are we responsible for customer traffic that the ads are expected ...

Sales Meeting Idea Starter

Dec 6, 2018

This is an internal sales contest for your sales reps. Your card has 25 squares. Onto each square, write important goals for sales staff members - long-term orders, new business orders with specific dollar amounts, sold specs, increased rates, testimonial ...

Connected TV's Now At Critical Mass

Dec 5, 2018

An article from MediaPost highlights what is happening with Smart TV's and the 83% that are connected to the internet...a great stat to know if your property sells a CTV or OTT video solution... "The number of smart TV owners who have connected ...

The Rate-Increase Letter For 2005 That You Can Use Today

Dec 4, 2018

Lets step into the "way-back" machine and review an article from 2004.  There are lessons to be learned about raising rates and taking the sales department out of the equation and approaching the change from a position of strength that ...

I Choose Not To Participate In the Recession

Dec 3, 2018

If you pay attention to Jim Cramer, he says we are beyond a correction in the market, he believes the Bull is now a Bear and signaling a recession.  What tactics can be taken to insure your revenue in any market?... Dan Barron , director of sales ...

Programmatic Streaming Buys For Local Channels

Nov 29, 2018

If you have wanted to allow monetization of your local audio stream with programmatic advertising, your choices were pretty limited until Katz released thier new product, Audiology... "In the battle of media format dominance, video still commands ...

Video Ad Growth

Nov 27, 2018

Video is the hot digital medium as MediaPost reports Mobile Video leads the pack for large increases in Ad spend... "Digital video advertising revenue is moving at a rapid pace, with mobile video leading the way. That is according to the Interactive ...

Big Digital Spenders Are Top Financial Performers

Nov 26, 2018

MediaPost reports that your clients that are top financial performers spend 10.1% of thier revenue - not thier budget - thier revenue, on Digital Advertsing... "Top financial performers invest in digital at a rate much higher than their peers, according ...

Sports Marketing For Generation Z

Nov 21, 2018

Each demographic has unique challenges for marketers trying to reach them and Generation Z is certainly no exception.  MediaPost reports on the latest Sports Marketing trends to reach this audience... "The Gen Z demographic is expansive, not ...

If Trade Shows Are On The 2019 Schedule, Make The Most Of ROI Opportunities

Nov 20, 2018

Most of us have various items on our media property budget that we have a hard time justifying if we don't really do our homework.  Trade shows can be one of those but MediaPost points out some ways to help maximize the opportunities with careful ...

5 Tips For Black Friday Success

Nov 19, 2018

Is your audience part of the 68% of consumers who will take part in Black Friday online or does your audience prefer the touch, feel, and scramble for retail deals?  MediaPost reports on how our clients can make the most of this Friday's retail ...

Video Production From Your Phone

Nov 16, 2018

Have you wondered when your phone would act as your video production studio and deliver live video to several platforms at once and allow on-screen messages or calls to action?  It's happening with Socialive according to MediaPost... "You ...

A Simple Tool To Determine The Return On Interactive Investment

Nov 15, 2018

Yesterday we reposted the E.F.S. (Equation For Success) calculator launched 10 years ago to determine traditional media ROI.  Today, we share the second ground-breaking tool that deliveres the same powerful analytics back to businesses that need ...

Simple Tool To Determine ROI

Nov 14, 2018

A look back at the launch 10 years ago of a game-changing tool to gauge traditional media ROI, The Equation For Success or E.F.S. Generator. ...

Why Can't Sales and Programming Just Get Along?

Nov 13, 2018

Successful radio stations balance on a three-legged stool: sales, programming, and promotions/marketing. All three legs have to be intact or the chair falls. Programming and production are an integral combination for getting "rise above the clutter" ...

Funny Motivational Posters

Nov 12, 2018

I found these while browsing google image search.  We have all seen the original posters that have some climatic picture ( or not ) with word or two to describe it.  The guys over at have a collection of shirts and merchandise with ...
Achievement - You can do anything you set your mind to when you have vision, determination, and an endless supply of expendable labor.Ambition - The Journey of a thousand miles sometimes ends very, very badly.Arrogance - The best leaders inspire by example, When that's not an option brute intimidation works pretty well too.Burnout - Attitudes are contagious. Mine might kill you.Challenges - I expected times like this, but I never thought they'd be so bad, so long, and so frequent.Change - When the winds of change blog hard enough, The most trivial of things can turn into deadly projectiles.Compromise - Lets agree to respect each other's views, no matter how wrong yours may be.Conformity - When people are free to do as they please, they usually imitate each other.
Dare to Slack - when birds fly in the right formation, they need only exert half the effort. Even in nature, teamwork results in collective laziness.Defeat - For every winner, there are dozens of losers. Odds are you're one of them.Effort - Hard work never killed anybody, but it is illegal in some places.Elitism - Its lonely at the top. But its comforting to look down upon everyone at the bottom.Hope- May not be warranted at this point.Idiocy - Never Underestimate the power of stupid people in large groups.Incompetence - When you earnestly believe you can compensate for a lack of skill by doubling your efforts, there's no end to what you can't do.Mistakes - It could be that the purpose of your life is only to serve as a warning to others.
Quality - The race for quality has no finish line so technically it's more like a death march.Success - Some people dream of success while other people live to crush those dreams.Tradition - Just Because You've Always done it that way doesn't mean its not increadibly stupid

Its All Greek To Me, Do niche formats require niche selling?

Nov 9, 2018

Consulting Christian radio and working in Greece with English formats have both provided perspective on selling a niche - at least perceptually - in the minds of the business owner. But is there really a difference? Vasileios Touronis, owner ...

Air Force, Ground Force, Make Sales Pop

Nov 8, 2018

Why don't we get credit for producing results for our advertisers? Why is it that print, particularly newspaper - a medium that traditionally delivers such a low Return on Investment - keeps taking the lion's share of advertising dollars ...
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