Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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The 40 Power Laws of Sales

Aug 3, 2020

Here’s one you can pin up by your desk.  Read through this list every day before your first call. Go out that door with confidence every day. 1. The Look:  Look like a million dollars, even if they could flip you upside down and not ...

The 7 Steps To An Opening Call

Jul 31, 2020

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today’s media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...

20 Commandments For Success

Jul 30, 2020

I don’t know where this list of gems came from, or for that matter who wrote it, though from time to time it’s been there to remind me of what it takes to be a success in any endeavor. I hope it ends up somewhere in your home or office and ...

Be On Time For Meetings (& The Plane)

Jul 29, 2020

If there was one thing for which I was known for as a day-to-day sales manager, it’s that I locked the door at sales meetings. I know it might seem old-fashioned in the age of high tech and work from home. But promptness counts and being on time ...

That Takes A Cake

Jul 28, 2020

If you want an appointment with a prospect bad enough, you can get it if you are willing to do something extra to prove to the prospect you are deserving of their time. Far too often, we just use the phone to try to set up appointments. And far too often ...

Keep Calm And Sale On!

Jul 27, 2020

The substance of a closing presentation is as critical as covering all the pertinent points on achieving the client's expectations and objectives for the campaign. However, the delivery of that presentation is equally as important! Remember, prospects ...

The Call Of The Wild

Jul 24, 2020

If you haven't been to the Yukon, you haven't been anywhere. It's still the wild wild west. There's still gold in the Klondike! This gold comes in the form of business owners reaping a bumper crop of results from an advertising seminar ...

Top 40 Prospecting List of Do's and Don'ts

Jul 23, 2020

Here's a little "Liquid Fire" for your prospecting. Here are my Top 40 "Hang on Your Wall" list of do's and don'ts for successful prospecting. Never, ever stop prospecting! This list should hang right next to Luce's ...

Going For The Gold

Jul 22, 2020

There is nothing that brings a team closer together than having a team-building event. And it doesn't have to be a once-a-year thing. In the market I was in last week, we held our annual Castanet.net and TheTango.net 6th Annual Olympics. Last year ...

Scoring Huge In 7 Easy Steps

Jul 21, 2020

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today's media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...

Stopped Dead In My Tracks

Jul 20, 2020

When I conduct seminars, I rarely get stopped dead in my tracks by an audience member. It happened recently while I was doing a seminar for the Missouri Broadcasters Association. I had an electric group in attendance, and they kept me on my toes while ...

Live Your Dream

Jul 17, 2020

Life is too short to let it pass you by. Live your dreams. This one goes out to Vince Flynn. We lost not only a best-selling author, but a fine individual. Vince passed away after two years battling prostate cancer. Vince Flynn was the best-selling, ...

Taking Total Control Of The Sales Call

Jul 16, 2020

Out in the field last week, I noticed some moves by a couple of young sales reps that exemplified controlling a sales call from start to finish. On average, once we get into the meat of the sales call, we have about 17 minutes to accomplish our intended ...

"Thank You Notes" That Rise Above The Clutter

Jul 15, 2020

Off to the firing squad I go. Yes, I am guilty! I do not write enough thank you notes. A thank you note is so much more than sending a simple acknowledgement. George Bush 41 attributed his presidency to writing personal thank you notes. He would always ...

Rising Above

Jul 14, 2020

It's coming July 22 & 23rd to a virtual stage on your device! Register here   Watch the video here .         ...

Prospecting Tool That WILL Make You Money Today!

Jul 14, 2020

For many, the toughest thing to do in sales is prospecting for new accounts. I have always said that referrals should be the number one prospecting tool. However, sales reps often fail to ask for referrals. I think satisfied clients can wrap up for a ...

Selling Annual Agreements -- All The Time

Jul 13, 2020

It's mind blowing and excruciatingly tough to sell short-term, one-hit-wonder schedules. It's fatiguing and quickly burns out a sales rep. If you're selling short term and you're dealing with more than just agency business, then your ...

Must-Haves For Your Advertising Strategy

Jul 10, 2020

In my advertising seminars for business owners, I cover many points in a short period of time. By far, the most asked about section is the one on developing an overall advertising and marketing strategy. Listed below are the tips that I share with business ...

Advertising Above The 60th Parallel

Jul 9, 2020

Recently I have spent time with advertisers and marketers in the Canadian north -- the Yukon Territory -- in a city called Whitehorse. Being somewhat of a history buff, it was always one of my dreams to come to where the last great gold rush happened ...

Reviewing This Week's Game Films

Jul 8, 2020

Sales managers would love to have a video cam in the field with their reps to watch how their stars perform on sales calls. Obviously, we don't have this luxury in media sales like the NFL does on Monday morning when the coaches break down game ...
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