Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Who Should Attend The Next Training Seminar?

Mar 25, 2019

Measuring desire in a salesperson is a question that I have tossed and turned about many times over the years. Before making an investment in a potential sales rep, what characteristics should managers consider? I received the following email regarding ...

Checking Your Fun Meter

Mar 22, 2019

I called a sales meeting in the middle of the month. We were behind budget and my people were expecting me to pull out one of the latest video training series. Things were tense. I did pull out a video, but it wasn't the customary training video. ...

10 Tips To Increase Your Billing

Mar 21, 2019

How much time do you actually spend in front of prospects or clients each day? Is it as much as 45 minutes per client? Most of us work eight to nine hours per day. Could one more call be squeezed in per day? The answer in most cases is "yes". ...

How To Find The Decision Maker

Mar 20, 2019

Sometimes a sale will backfire at the last minute even though it appears that the prospect is signed, sealed and delivered. Other influences can have an impact  on the sale. Sales reps have been conditioned to call on people with the right titles: ...

Limit Your Pink Slips. Always Recruit.

Mar 19, 2019

Let me start by saying there is no doubt that a sales team needs to be fired up versus being fired. If firing someone is the best answer, then something was missed in the recruiting process. Many of the mistakes made in hiring a sales force start with ...

A Life Lesson, A Sales Lesson. Never Give Up

Mar 18, 2019

An Alexander Karelin will appear in each of our lives sooner or later in the form of one of life's challenges. These life challenges can be from the minute to the massive. These trials can be anything from a flat tire on the way to see a customer ...

Have You "Red Tailed" A Client Lately?

Mar 15, 2019

How much bonding can be done with a client over a PowerPoint presentation even with all the bells and whistles? How stimulating is it for a prospect or client to sit through that Customer Marketing Profile or a seventeen minute closing presentation? ...

Should All Sales Reps be Treated Equally?

Mar 14, 2019

Absolutely yes without a doubt, and I would start by treating them all with dignity and respect. Sales reps are high on the list of the most valuable assets in a business. The sales department is the money generator that keeps the cog in the wheel turning. ...

Finding Your Property's Sales Leaks

Mar 13, 2019

The following is a case study I used last week for a consultant property in Missouri to identify and assess challenges and opportunities in the sale department. This is a good exercise for January-when you come back from the holidays-or anytime you ...

Breaking Old Habits

Mar 12, 2019

With 2019's first quarter drawing to a close, I like to do an inventory and take out the old and bring in the new which translates to setting goals for the upcoming quarters and the remainder of the year. I have had an affinity for sports since ...

Why Businesses Should Advertise Every Day

Mar 11, 2019

During a recent keynote address to business owners, I posed a question that has been asked many times over the years. Which is more important in advertising, the frequency or the message? The majority of hands were raised for the message. Surprisingly, ...

Your Daily Management Test What Would a Daily Test For a Sales Rep Look Like?

Mar 8, 2019

After my last article on "Listening." I was asked for the 10 questions on my Daily Management Test. I hung them up on my car's dashboard in laminated fashion. They were 10 questions to give myself a quick critique on my day's performance. ...

Want To Sell More? Listen To Your Clients.

Mar 7, 2019

Listen, do you want to know a secret? You'll never know how much I really love you. You'll never know how much I really care Listen, do you want to know a secret. Do you promise not to tell, whoa, oo. Closer, let me whisper in your ear Say the ...

SM's Set Simple Rules For High Performance

Mar 6, 2019

My previous article entitled: Ten Reasons I failed as a Sales Manager received an interesting question from one of Radio Inks readers. Before I respond to the question, let me state that I made all of those mistakes as a sales manager. The key is to ...

Three Million Miles To Boston

Mar 5, 2019

If you count all the "Seal" team travel -- sea, air and land -- it's been roughly three million miles of travel since I started my business in 1999. On November 14, 2013, was a seminar for the Massachusetts Broadcasters Association ...

10 Reasons I Failed As A Sales Manager

Mar 4, 2019

Monday was Columbus Day here in the States, so let's revisit the Christopher Columbus School of Management. The mantra is:"You don't know where you're going when you leave, you don't know where you are once you get there, and you ...

The Management Magnificent Seven

Mar 1, 2019

Are you a micromanager of people? By all means, please sign up as an aide at Children's World. Although some days may seem like Children's World, sales managers are supposed to be supervising adults, not kids at a daycare center. When something ...

Strictly Confidential

Feb 28, 2019

I recently had something hit me like a smack in the head -- metaphorically speaking. It was in the form of a client reminder and a question. I was on a rather important customer marketing profile call (a.k.a. a CMP). I was delving deep inside the client's ...

Champions Are Not Born, They Are Created!

Feb 27, 2019

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

Feb 26, 2019

  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" ...
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