Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Champions Are Not Born, They Are Created!

Mar 27, 2020

Bo Pelini, the head football coach at the University of Nebraska, is a member of a very select group who coached a Super Bowl winning team and a BCS National Championship team. You could say he knows what it takes to be a champion. At a recent Peak ...

Do Your "Quiet" Research First

Mar 26, 2020

  Several years ago, I was on a call with several key decision makers from Pepsi. During the luncheon, I ordered a Coke. One of the most utterly stupid moments in my sales career was ordering that Coke. I try to limit those "stupid moments" ...

Seven Questions to Ask SM's

Mar 25, 2020

Sales Managers I work with complete a weekly questionnaire. In addition, they forecast 3 month rolling projections for their sales staff. The recaps give me a chance to prepare for weekly conference calls that keep the consultant and management on ...

How To Master The Sales Game

Mar 24, 2020

Are you a student of the sales game? When I first started my career, I believed that the sum of sales boiled down to three elements: 1. Qualifying prospects; 2. Determining the prospects' needs; 3. Influencing prospects to spend money on my product ...

Fifty Shades Of The Ozarks

Mar 23, 2020

On a recent consulting trip to the Ozarks, I rode shotgun on sales calls with Brad Trail who is one of our top performers. Brad is the leading producer for the Ozark Horse Trader (ozarkhorsetrader.com), a weekly shopper of unusual market dominance. Brad ...

Sell Digital To Increase Revenue

Mar 20, 2020

I attended Convergence 13 in Santa Clara, California. It seems like yesterday I had my then-less-than one-year-old son, Henry in the very same auditorium 13 years ago. That was 1999. In radio, we were Prince and partying like it was 1999 -- and going ...

Ask For Referrals On Every Call

Mar 19, 2020

We work way too hard in media sales: making 20 prospect calls a day to secure just four appointments -- a typical, industry-wide 20 percent closing ratio. That's a tough way to make a living. To make your life a little easier -- and more profitable ...

THEY Totally Motivated Me

Mar 18, 2020

We all need to get out of our comfort zone occasionally. I stepped out of my comfort zone this past weekend in Atlantic City. I attended the World Congress on Disabilities to see how I might be able to give back to some people truly in need. However, ...

Coaching Sales Reps to Make the Grade

Mar 17, 2020

How many sales managers ride in the field with their sales reps on coaching calls? Coaching calls should be the most basic and on-going part of training sales reps. For various reasons, training in the field has gone by the wayside. Since lack of instruction ...

A Perfect Sales Call. Never Give Up.

Mar 16, 2020

A Perfect Sales Call. Never Give Up. by Sean Luce In todays world of media, there are more sales reps selling various forms of media than ever before. The Internet world has added at least twice the number of reps we saw 10 years ago, either calling ...

5 Steps to Becoming a World Class Sales Manager

Mar 13, 2020

Sales managers, how should you be spending your time, and what should be your priorities? Here are how and where your priorities should lie. 1. Planning: (20%) The average manager spends too little time thinking about the future. You should have weekly, ...

How to use Facebook, Email and your phone to land huge accounts!

Mar 12, 2020

As a sales rep in today's world, you have never had more technical options to help you do your job....enter social media and the ease of communication from anywhere, anytime.  Where would we be without our Cell (Smart) Phones, Email ...

The One That Shouldn't Be Asked In A Sales Call

Mar 11, 2020

Regardless of what media you sell or represent, finding an emotional connection between yourself and the prospect is one of the most demanding aspects of a sales call. If you don't go deep enough, you could skim over the prospect's real needs. ...

Liquid Fire...Christine De Alba...then there was one

Mar 10, 2020

In the summer of 1999, I was setting up my business, Luce Performance Group. I actually started it on March 4, 1999. It started from scratch from nothing. I gave up a huge salary in broadcast management to train and help other sales reps grow and be ...

How To Define Return On Interactive Investment

Mar 9, 2020

In today's measured and sourced world, if advertisers can't attribute their traffic to you, you're going to get cut off the buy by the local business owner. Advertisers want to know what's working, and will quickly discard the media they ...

Is Selling Internet Really Hard?

Mar 6, 2020

During one of my recent seminars for business owners, called "The Shift -- How Online Advertising Can Strengthen Your Media Mix," I pointed out that since 2007-2008, how ad dollars are allocated has been changing, with the Internet grabbing ...

Never Give Up

Mar 5, 2020

Those of you who have attended my seminars know that I tend to show a lot of motivational videos, and especially those of athletes, as business and sports have a great deal in common. Not only does your attitude determine your altitude, being physically ...

"That's Some Sick Prospecting"

Mar 4, 2020

In the new world vocabulary, or at least in the new English vocab, the word "sick" doesn't relate to being physically ill. Rather, it means something that is totally incredible, unreal, awesome -- something really fantastic. Prospecting ...

How To Overcome The "Radio Doesn't Work" Objection

Mar 3, 2020

The Background Two weeks ago, I made a prospecting call with a sales rep. It was right in the wheelhouse demo of our station, right in the geographical circumference of the stations coverage and the product would be a product (above mid-line specialty ...

LPG Mantra...Focus & Dominate

Mar 2, 2020

Our mantra at LPG this year is "Focus and Dominate." Focus on the things we can do and do it better than anybody else. Dominate our (your) competition either as a manager, sales rep or business advertiser with focused planning and execution. ...
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