Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Is Selling The Internet Really Hard

Jun 5, 2020

During one of my recent seminars for business owners, called "The Shift -- How Online Advertising Can Strengthen Your Media Mix," I pointed out that since 2007-2008, how ad dollars are allocated has been changing, with the Internet grabbing ...

Luce's Top 40 List For Sales Success

Jun 4, 2020

Just in case you forget -- and we forget about 99 percent of what we encounter daily -- here are my Top 40 Points for Sales Success, which I believe can lead to selling more every day. They are not easy to follow, and I have struggled with them many ...

Observations From The Road

Jun 3, 2020

I have noticed some common threads in my travels, and I wanted to share some of those observations. 1. Referrals. Why won't media reps ask for referrals? I cannot figure it out. Media reps know that they should be asking for them, but they just will ...

Make Your Advertising "Rise" Above The Clutter

Jun 2, 2020

According to research from "Advertising Age" magazine, a typical consumer encounters between 254 and 5,000 advertising messages per day in one form or another. That number includes signage on cars, t-shirts, radio, TV, newspapers, and so on. ...

Recognizing Your Superior Performers

Jun 1, 2020

At Luce Performance Group, we continue to give out awards that recognize top performances in several categories from the various media companies that we consult. I remember one night when we gave out our awards tied to the Radio Advertising Bureau's ...

It's Your Choice To Win!

May 29, 2020

James Allen had a quote that I've always loved, "You will become as small as your controlling desire; or as great as your dominant aspirations." After finishing a speaking engagement in Los Angeles, I was having dinner at Casa Vega restaurant ...

Entertainment Is Education

May 28, 2020

A few years ago, after giving a speech in Dallas, I ran across some interesting words inscribed on a plaque at one of Dallas’ famous downtown pubs. The words, were simple, yet succinct: “Entertainment is education, education is entertainment, ...

Five Tough Tactics To Tackle Ad Agencies

May 27, 2020

As a boy, I used to play Stratego, a two-person, war-type board game. The object was to uncover the opponents flag before yours was found. Whenever a confrontation occurred between one of your pieces and one of your opponents, the hidden number behind ...

How To Calculate Your Clients' Full ROI

May 26, 2020

The No. 1 buzzword (okay, buzz phrase) for retailers is return on investment. Media salespeople are discovering that one way to quantify and qualify their clients' objectives is to use the ROI formula. Here are a few reasons you should use ROI calculations ...

Selling To An Egomaniac

May 25, 2020

Selling to someone with a massive ego can be one of the easiest sales to close, or it can be one of the most difficult. Making a little mistake or infringement to this personality type can wreak havoc with your chances of selling. A large ego creates ...

Establishing Your Credibility Statement

May 22, 2020

What makes a new prospect want to meet with you? Even sales veterans have a tough time establishing a reason why a prospect should meet with them, but a well-rehearsed credibility statement will provide that information in a succinct, effective manner. ...

The Black Belt Formula

May 21, 2020

If you invested approximately 1,820 hours over five years to earn a black belt just to break into sales management, would you have been a better sales manager when you took over your first sales department? Most probably we all would have. Thats what ...

Your Bushido In Business And Life

May 20, 2020

Yes, we always finish on time during my seminars. The flipside of that is sometimes we don't get to cover all the material in the handouts. Below are pages 33 and 34 (the last pages) of my sales and/or advertiser seminars. They're probably the ...

Less Stress + Less Pressure = More Success

May 19, 2020

The media industry has always been rife with stress for sales reps and their managers. The highs and lows of selling media can be as fast and furious as a roller coaster. I remember many a day in sales being on top of the world one minute only to be ...

"Ichinen Iwa Wo Mo Tosu"

May 18, 2020

Thats Japanese for a focused mind can pierce through stone, and it came from a Samurai warrior. The Samurai were known for their intense focus on the battlefield, which required a plan, a goal, and plenty of focus. Are you prepared for the battle of ...

It's How You Make Them Feel

May 15, 2020

One of the shortest and most remembered speeches in American history was the 273-word Gettysburg address by Abraham Lincoln. He didnt need to say much after the Union and Confederate forces lost 50,000 men in one battle over a three-day period that was ...

Leadership Lessons From A Great One

May 14, 2020

During my travels in Europe, I often took note of the influence of Alexander the Great who is a favorite leader of mine. Almost 2400 years after his death, his presence is still felt in modern-day Europe and Asia. In the past few years, a resurgence ...

Never Let Success Go To Your Head, And Never Let Failure Go To Your Heart

May 13, 2020

In your selling career, hopefully you will never be physically thrown out of a customer's business. I have been thrown out before. Customers can become irate for many reasons. We must make sure we are not the reason for their frustration. An old ...

Coaching Reps To Make More Money!

May 12, 2020

The challenge of coaching sales reps in the field has never been more important than it is today, due to increased media consolidation that has increased responsibilities of sales management. The real art lies in the difference between just riding with ...

Improve Results With Clients Now

May 11, 2020

One of the functions that I perform in my consulting business is to travel in the field with media reps to coach and train them. I see the issues first-hand that the reps encounter day in and day out. I would like to share five practices that I have ...
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