Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 

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. ...

The Black Belt Formula

Apr 22, 2019

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

Apr 19, 2019

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

Apr 18, 2019

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"

Apr 17, 2019

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

Apr 16, 2019

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

Apr 15, 2019

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

Apr 12, 2019

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!

Apr 11, 2019

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

Apr 10, 2019

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 ...

Five Surefire Ways You're Failing As A Manager

Apr 9, 2019

How would you rate yourself as a manager? Have you ever received a handful of surveys that were not what you expected? An IBM general sales manager who thought that she could do no wrong received some surprising news. After reading the surveys like ...

What Size Russion Doll Are You Hiring?

Apr 8, 2019

When searching for a new sales rep in the pool of recruits, is there a list of magic-bullet interview questions to use when searching for the fire-breathing, wont-take-no-for-an-answer over-achiever? David Ogilvy, the advertising guru and founder of ...

Which 50% of Advertising Is Wasted?

Apr 5, 2019

John Wannamaker, of retail fame, is credited with that jewel of a statement I know that 50 percent of my advertising is wasted, I just dont know which 50 percent. Being a business owner myself, quite frankly, that statement scares the heck out of me ...

Focus Follows Fun!

Apr 4, 2019

In our crazy deadline-oriented world, we often forget to have some fun. I like to remind the sales managers that I work with that focus follows fun. Creating a fun work environment can be accomplished in various ways. One of the best that I have found ...

Find The Liquid Fire In You

Apr 3, 2019

I started my consulting business, Luce Performance Group, in the summer of 1999. My venture began with a vision of coaching media reps to become the best that they could be in their field. As with any career change, I was taking a risk in starting over. ...

The Art Of Dynamic Closing

Apr 2, 2019

One of the great, compelling aspects of my job is sharing sales success and style with my sales managers. I was a bit shocked when a sales manager asked me to send the best written proposal I have seen lately. I realized that while riding on coaching ...

Quantify. Qualify. Close.

Apr 1, 2019

Closing a new client is a pinnacle point for the sales rep. It builds confidence, character, and their bottom line. If your sales reps are complaining about gut-wrenching, arm-twisting closing, they are not excelling at the most important aspects in ...

Service After The Sale

Mar 29, 2019

We are all guilty of it. We sign an annual contract, turn in the order and count the commission in our pockets. As soon as the first ad hits the open market, the competitors will target a fresh prospect which is your new client. If a sales rep does not ...
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