Broadcast Media Sales and Management Training Blogs

Luce Performance Group
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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 ...

Funny Motivational Posters

Jan 24, 2020

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

Why Can't Sales and Programming Just Get Along?

Jan 23, 2020

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" ...

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

Jan 22, 2020

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 ...

Micro-Management Means Mayhem

Jan 21, 2020

If you want to micro-manage people, sign up as an aide at Children's World. You're not running a day-care center; you're managing a team of adults. When things go wrong in the sales department, it's usually because we, as SMs, are to ...

Air Force, Ground Force, Make Sales Pop

Jan 20, 2020

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 ...

Why Radio's Service Sucks

Jan 17, 2020

  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 get it on the air. Harvard Business School did a ...

How to fill Your Sales-Rep Pipeline

Jan 16, 2020

Throughout my travels - and this applies more to the U.S. than New Zealand, Europe and Canada - the toughest job for a sales manager today is finding qualified sales reps. In that statement, however, lies the problem, as "finding" ...

Battling Complacency with A Tough Love Case Study From Radio

Jan 15, 2020

Are your salespeople getting too complacent in their jobs? Are they showing up late for staff meetings, leaving the station early, not pushing for new clients, dressing sloppily, or simply submitting paperwork late? If the answer is 'yes' - ...

8 Sins Of Selling Media

Jan 14, 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 ...

Black Belt Laws For Life, 4 simple steps to reach success

Jan 13, 2020

When I decided to leave a relatively lucrative sales manager's position and go full time on the speaking circuit, I went on an 18-city tour sponsored by Radio Ink magazine in the first quarter of 2000. Ads had run in all radio publications announcing ...

NTR Synergy Where Everyone Wins

Jan 10, 2020

If you haven't realized by now that you can use radio to drive listeners to your station's website or your advertiser's website, then you've probably just wakened from a 5-year sleep. I have seen few new revenue ideas or NTR or promotions ...

Recognize Your Superior Performers--- Without $$$

Jan 9, 2020

Not everyone is motivated by money. Research has shown that one in four top performers leaves an organization every year because of lack of recognition. Whether it's the Grammys, the Oscars or the Radio Wayne Awards sponsored by Radio Ink, all you ...

Martial Arts Weapons For Your Sales Reps

Jan 8, 2020

In my martial arts training, one of my favorite weapons was the staff. The best-known staffs are the Japanese Bo and Jo. The Bo staff, made of hardwood, is five or six feet in length; its practice is called Bojitsu. The Jo staff is more appropriately ...

The Pros and Cons of Raiding And Pillaging

Jan 7, 2020

First-year attrition of sales reps in our industry is 80 percent,which means that only one in five makes it to the first anniversary. Recruiting analysts say that, if 50 percent of your new (never-sold-Radio) hires in Radio make it 12 months, you're ...

Keeping Your Top Billers Happy Three Surefire Techniques

Jan 6, 2020

If you are going to keep your sales reps happy, and more important, your top billers happy, here are three points to consider:  1) Determine what you are willing to pay . Most of us use different sales percentages in cost per sale. Depending on ...

5 Ways to Boost Revenue No Matter What the Economy Does

Jan 3, 2020

Here are five ways to increase your revenue, no matter what the Economy does. 1. Sales Trainees For Prospecting : Hire a few entry-level salespeople to generate and qualify leads for your top people. Give the leads to your top people, who will do ...

Are You Hiring Russian Dolls

Jan 2, 2020

ARE YOU HIRING RUSSIAN DOLLS                                                                                                       ...
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