Blogs, Editorials, Knowledge, Research

The following Articles were either written by LPG staff, or reposted by LPG staff with credit given to the original author.  Some are Editorials in which we share our opinions on the industry. Others were written from our knowledge of working in the field for years.  Finally we have research from LPG and or third parties. 

Feb 25, 2021

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

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 and GM of ...
Feb 24, 2021

Micro-Management Means Mayhem

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 ...
Feb 23, 2021

Air Force, Ground Force, Make Sales Pop

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 from ...
Feb 22, 2021

Why Radio's Service Sucks

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 survey ...
Feb 19, 2021

Battling Complacency with A Tough Love Case Study From Radio

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' - or ...
Feb 18, 2021

How to fill Your Sales-Rep Pipeline

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" poses a critical ...
Feb 17, 2021

8 Sins Of Selling Media

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 ...
Feb 16, 2021

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

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 ...
Feb 15, 2021

NTR Synergy Where Everyone Wins

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 ...
Feb 12, 2021

Recognize Your Superior Performers--- Without $$$

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 ...
Feb 11, 2021

Martial Arts Weapons For Your Sales Reps

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 ...
Feb 10, 2021

The Pros and Cons of Raiding And Pillaging

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 ...
Feb 9, 2021

Keeping Your Top Billers Happy Three Surefire Techniques

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 the variables ...
Feb 8, 2021

Are You Hiring Russian Dolls

ARE YOU HIRING RUSSIAN DOLLS Is there a magic-bullet question for hiring super-talented salespeople? What do you look for to get fire-breathing, don't-take-no-for-an-answer overachievers? David Ogilvy, advertising guru and founder of the advertising ...
Feb 8, 2021

Just How Important Is It To Protect A Brand?

Had to share this as we all work with businesses that need to pivot quickly at times to protect their brand and a longterm digital footprint. AppyPie's Samarpit reveals some fuel to move clients that don't see the value in managing their online ...
Feb 5, 2021

The Best Compensation Plan For Your New Sales Recruits

Nickel-and-diming a new sales rep in compensation will most likely leave you scrapping the bottom of the barrel for exceptional sales talent. Our attrition rate in Radio sales is 80 percent to 90 percent for first-year reps. What kind of future top-notch ...
Feb 4, 2021

The End Of The Line How And When to Fire Salespeople

A look at the LPG Blog archives brought this gem from 2000. The names and faces could be anyone in todays Sales Management vertical but the advice and perspective they share is timeless. The hardest thing a manager has to do is fire somebody. Of course, ...
Feb 3, 2021

5 Ways to Boost Revenue No Matter What the Economy Does

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 the ...
Jan 20, 2021

3 Great Sales Meeting Ideas!

Here are three sales meeting ideas that'll jazz up your meetings and pump up your team. 1) I'll Build On That : Objective is to have your AEs see where the holes might be in their Customer Needs Analysis. Have AEs bring their first-call database ...
Jan 19, 2021

Buyers Awareness Cycle Top 40

Ever want to know how long it takes a person to consider a product or service for purchase? Consumers were interviewed by Prophet Research as they completed purchases at each of these verticals and identified how long the Buyers Awareness Cycle was on ...
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