Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Basics Of Good Proposals And Presentations

May 20, 2019

Whatever you do in your proposals and the delivery of your presentations,  love giving them . Enthusiasms sells, and remember: 80 percent of what the prospect buys (in local media sales) is the faith and trust they have in  you , the ...

The Way

May 17, 2019

You’ll have to be in a real quiet place to understand this article. And you’ll have to switch your mindset to “Eastern thought” to understand the book I mention below. You might not understand it at all, and that’s fine ...

Believe In Yourself

May 16, 2019

Yes, you can do many things with your cell phone -- one of them is put a picture of an affirmation or of yourself on your home screen. “The people you’re around – the successful people you’re around – people that will help ...

You Need To Get A Bible

May 15, 2019

In my first experience in media sales, selling radio, I was hired at the same time as four other people. It’s what’s commonly known as a “cattle call.” In this case, you throw five rookies up against the wall (unbeknownst to me) ...

Hiring With No Stone Unturned

May 14, 2019

One of the toughest things to do as a sales manager is fire someone. That makes hiring the right people the most critical aspect of sales management. If you don’t hire the right people, then you will have a lot of stress in your management life. ...

The Pressure To Reach Your Greatness

May 13, 2019

Have you ever heard someone say, or maybe even you have made the comment, “I’m stressed out.” Or, “There’s a lot of pressure to get that sale.” Is stress and pressure really real? We all go through tough cycles in ...

How Do You Stay Motivated?

May 10, 2019

A reader sent over a message this week and asked: How can I stay motivated? Not easy. Running 100 miles per hour every day is tough at your job. We all need to find some balance in life. Maybe you have been in sales all of your career and sometimes you ...

Do What You Fear

May 9, 2019

Doing what you fear is easier said than done, I promise you. How many of us really take on the thing we fear the most and conquer it or continually challenge it until we overcome that fear? The sales profession has a graveyard of people who couldn’t ...

The Dirty Dozen Of Social Events

May 8, 2019

In our field of media sales (outside sales, in most cases), which is very social-friendly, we have to pay attention to the perception we give new prospects and customers after-hours. If you break society’s rules, you easily can sabotage yourself ...

Is Selling The Internet Really Hard

May 7, 2019

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

May 6, 2019

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

May 3, 2019

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

May 2, 2019

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

May 1, 2019

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!

Apr 30, 2019

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

Apr 29, 2019

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

Apr 26, 2019

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

Apr 25, 2019

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

Apr 24, 2019

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

Apr 23, 2019

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. ...
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