Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Avoiding The 8 Sins of Media Sales

Feb 20, 2020

Most of us know what it takes to make the sale. However, many times we find ourselves flabbergasted when we lose the sale or don't get the reorder. There are thousands of reasons customers get upset with us. When you draw the line in the sand, the ...

Just Say No To Bad Sales Tactics

Feb 19, 2020

Listed below are the still-too-common mistakes made by sales reps that I work with around the world. This list can serve as a reminder for veteran sales reps and an initiation for new hires. Sales managers can cover this material in their next sales ...

40 tips to close more sales

Feb 18, 2020

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5 Steps to Becoming a World Class Sales Manager

Feb 17, 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, ...

Waterman Vs. Parker A Streetfighter's Advice For Sales Managers

Feb 14, 2020

It sounds like a court case, but it's about sales management and common sense. Several years ago, I was fortunate to spend time on a flight to California with sales rep Denise Bianco, 2002 Luce Performance Group Rising Star of the Year and finalist ...

What's Really Changed? Radio Station Management, Then And Now

Feb 13, 2020

I've now been in radio for 32 of its 100 years. In a 2006 interview with a state broadcast association, I discussed the changes I've witnessed in radio station management during my tenure in the industry (note how these still have relevance ...

Are You Stressed To Kill?

Feb 12, 2020

A highly respected sales manager, who led his team to some outstanding years, recently came apart at the seams. This year, he missed only one monthly sales goal and was over his annual pacing budget; but in just six short months, he put on 80 pounds ...

Second Place Is Not Second Best

Feb 11, 2020

I arrived in Thessaloniki, Greece for a market trip on Sunday, Sept. 3. Two days earlier, the Greek National Basketball team had defeated the Americans in the FIBA World Championships in Japan, and needed to play one more game for the championship. Their ...

Filling in the Gap for Sales Managers

Feb 10, 2020

Sales managers benefit from a 360-degree review How would you rate yourself as a manager in the following critical areas of sales management?   Communication Leadership Adaptability Personal Development Development of Others Production Task Management ...

Make A Plan To Go "Above And Beyond"

Feb 7, 2020

It's vital to execute above and beyond just selling your property especially if you're not in a top 10 market. Most agencies have a hard time accurately tracking results for their clients, so the support you provide when everybody has close ...

Do You Know Your Sales Reps' SQ?

Feb 6, 2020

Do your sales reps really know your competition? Do your sales reps know their own product? My everyday experience in the field tells me that media account executives hardly know their own medium, let alone the media we consider our competition. ...

Do You Really Know Your Number One Goal for 2020?

Feb 5, 2020

A general manager we consult was preparing to present his goals to his station's owner. He had identified his number one goal, but he also wanted a number two goal. That year, the station had increased its cash flow by $300,000 over the previous ...

Improve Your New-Hire Success Rate To 80%

Feb 4, 2020

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

Feb 3, 2020

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

Jan 31, 2020

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 ...

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

Jan 30, 2020

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

Jan 30, 2020

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 ...

Beyond ROI. Sourcing and Taking The Credit For Success From A Radio Case Study!

Jan 29, 2020

Part of the problem is that retailers still expect people to come through the door saying they "heard it on the radio." That might work in some cases, but in reality most retailers are sadly disappointed - largely because we in radio have ...

Simple Tool To Determine ROI

Jan 28, 2020

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. ...

A Simple Tool To Determine The Return On Interactive Investment

Jan 27, 2020

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 ...
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