Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Whats In A Name? The Power To Influence

Aug 16, 2018

The sweetest-sounding word in any language is your name coming off of someone else's lips. When someone knows your name after meeting you only once, you feel important, powerful, worthy of respect. You will go out of your way to do things for ...

Executive Summary. A "must have" In Every Proposal

Aug 15, 2018

During my last market visit to Kelowna, British Columbia, I worked with the staff on proposal writing. As I scoped out the proposals about to leave the station, I noticed that something was missing. Sales reps often skip this item, which happens to be ...

Get Out! A client has just kicked you out - now what?

Aug 14, 2018

In your selling career, hopefully, you will never be physically thrown out of a customer's business. Customers can become irate for many reasons. We must make sure we are not the reason for their frustration. When translated, an old Chinese proverb ...

Keeping Your Media Property Financially Healthy

Aug 13, 2018

Almost anyone can get the order the first time. The mark of a great salesperson is to get the re-order. Getting the re-order is in direct proportion to how well you service the account once you book an active campaign. I have discovered that most ...

Getting The Appointment - Guaranteed

Aug 10, 2018

In Media, making telephone calls to set up sales appointments is like having a root canal. You know you need to go to the dentist, but you're not looking forward to it. However, if you look at the phone as a step-by-step appointment-getting system, ...

10 New Time Management Techniques

Aug 9, 2018

How much time do you actually spend in front of prospects or clients in a face-to-face posture each day? Maybe 45 minutes? Yet, most of us work at least eight or nine hours a day. Could you squeeze in one more call per day? Most would answer, yes. But ...

Are you a World Class Negotiator? 5 Tips you should know

Aug 8, 2018

1 Time : In negotiating, those who control the time usually control the negotiation. Agency buyers do this to us. They want us to rush because they know that in a time crunch we are likely to make mistakes in their favor. 2 Loose Lips Sink Ships : Never ...

Improve Your AE's Slugging Percentage

Aug 7, 2018

A few weeks ago, David Winters, CEO of Badger Communications in San Francisco, sent me a book. I read approximately two books a week, and this one caught my attention once I read the first chapter. The book is Moneyball by Michael Lewis, and it takes ...

Time Management Don't Let Inmates Run Your Asylum

Aug 6, 2018

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

Aug 3, 2018

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, 9/23/02 , what can ...

Its Q3. Do You Know Where Your Revenue Is?

Aug 2, 2018

Don't think for a minute that forecasting/projections in not an art. Some managers spend their entire careers (and some have short ones) trying to correctly project their revenue - not only today, but also over a three-month period several months ...

Bring Back The Lost Art Of The Spec Spot

Aug 1, 2018

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

Jul 30, 2018

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

Jul 27, 2018

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

Jul 26, 2018

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

Jul 25, 2018

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 ...

Back To School Shopping Already Underway

Jul 24, 2018

It's Happening.  Already Back To School Shopping is center stage with your clients and the Center For Media Research reports that there are already surprises in the data, especially how early shopping started... " Deals associated with ...

5 Steps to Becoming a World Class Sales Manager

Jul 24, 2018

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, ...

Social Media Marketing Best Practices

Jul 23, 2018

The Center For Media Research released a short list of best practices recently that bear sharing... "Here are some simple yet effective ways to improve your social media marketing performance, from the report. The key is to understand the simplicity ...

Twitter Builds Iconic Brands

Jul 20, 2018

If you have ever wondered the Social Media significance of Twitter, the recent article from MediaPost lays it all out there for your to absorb and start helping to build iconic brands for your clients... "Twitter is the social network of champions ...
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