Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 

How will you rally your Troops in the year ahead

Dec 12, 2019

One degree makes a big difference. Water is hot at 211 degrees. But at 212 degrees it boils ? and boiling water generates steam, and that steam can power a locomotive. A few weeks ago, I sent a 3 1/2- minute movie that plays off of this theme to the ...

4 Stages of the Buyer Awareness Cycle

Dec 11, 2019

    The 4 Stages of The BAC / Pre-Purchase Experience   Stage 1 Stage 2 Stage 3 Stage 4 Prospect Goal Become Aware of Product / Service Get Familar with Product / Service Feel Relevant Connections to Product or Service Feel Confident ...

Eraticate the "Toxic Fumes" In Your Office

Dec 10, 2019

During the past 20 months I have had the chance to experience the Grecian work environment. The Greeks are known for partying hard (see My Big Fat Greek Wedding) and working a balanced schedule. On my travels abroad, I hear many complaints from Europeans ...

Leadership Lessons From Alexander The Great

Dec 9, 2019

During a recent European trip, I noticed that the influence of Alexander the Great is still felt this day in Europe and Asia - some 2400 years after his death. There's been a resurgence of interest in Alexander because of the new film Alexander. ...

If the 4 Ps don't Add Up --- Take a Hike!

Dec 6, 2019

It's been approximately 40 years since marketing professor (and subsequent guru) Dr. Philip Kotler conceptualized the four Ps of marketing: product, price, place, and promotion. When I work with sales reps, I stress that when advertising campaigns ...

Selling To An Egomaniac

Dec 5, 2019

Selling to someone with a massive ego can be one of the easiest sales to make. It can also be one of the hardest when a little mistake or infringement wrecks havoc with your chances of selling this person. The bigger the ego, the more fragile the psyche. ...

Your Job Is To Make Your Boss Look Good

Dec 4, 2019

Your Number One job priority as a manager is to make your boss look good. Your boss' agenda always comes first. When I ask managers their most important job as a sales manager or general manager, the answer is always: "Take care of my customers, ...

Check your Company's Fun Meter

Dec 3, 2019

The days are over when fear was a driving motivator. Fear might work for shortterm gain, but in the long run, fear drives people out the door. The new adage for today's corporate climate should be "focus follows fun." What can you do at ...

Dress For Success... Or Not!

Dec 2, 2019

A few years back, the "casual dress" fad went to such extremes that people came to work wearing jeans,T-shirts, and even "wife beaters." In my opinion, it was the worst thing that could happen to American business. What you wear around ...

Hey Manager Is your Door Really Open?

Nov 29, 2019

Most managers I know have an open-door policy - although I think it's more a philosophy than a policy. My observations have led me to believe there are more closed doors than open doors in the managers' wing of a building. As a day-to-day ...

Planning Your Weekly "One-On-One" Meetings

Nov 27, 2019

As a day-to-day sales manager, I loved 99 percent of my job: coaching, training, motivating and leading the troops. The one percent I hated was the Monday morning one-on-one meeting with each of the sales reps, in which we spent 30 minutes discussing - ...

Every Staff Needs A Reality Check

Nov 26, 2019

Most managers will agree that the most important factor separating the mediocre sales rep from the superstar rep is the efficient (and effective) management of time. The second most important factor: the average sale - or the number of our stations ...

Five Surefire Signs You're Failing as a Manager

Nov 25, 2019

You think you're running a tight ship? Here are five warning signs that can help you be more proactive in the way you manage your sales department. You must be open-minded, but the results could save you the experience of termination. 1) Staff Late ...

Make Money By "Flying Under The Radar"

Nov 22, 2019

How important is it for retailers to know if their front-end help is running people out of the store, or hindering a consumer's return trip because of bad service? This information is vital - and if you can be the one to present it, wouldn't ...

If You Fail To Plan.. You Plan to Fail

Nov 21, 2019

The title of this column is an old adage, but it is so true. Here is a typical scenario for many media properties around the world - a Monday in the life of a sales rep: 6:00 am: Alarm goes off 6:10 am, 6:20 am, 6:30 am, 6:40 am, 6:50 am: Alarm ...

If Your AEs Aren't Making It, Blame Yourself

Nov 20, 2019

Four days after one of my recent sales seminars, I received an e-mail from an attendee I'll call Ted, who was asked to resign from his sales job. After a little e-mail bantering, I asked him what had happened; it's not very often that management ...

People Are Not Your Best Asset... But Well-Trained People Are

Nov 19, 2019

How important is company-sponsored training when you're competing in recruitment against big companies that offer company cars to new sales reps? When prospective sales reps make a decision on where they will spend their next few years, here is the ...

Black and ... Yellow

Nov 18, 2019

In the world of outdoor advertising, black letters on a yellow background are the combination that has the best recall among drivers. Check billboards on your local highways those colors rise above the clutter. What does your sales staff do to get the ...

Get Out! A client has just kicked you out - now what?

Nov 15, 2019

In your selling career, hopefully, you will never be physically thrown out of a customer's business. Customers can become irate for many reasons. We must make sure we are not the reason for their frustration. When translated, an old Chinese proverb ...

Whats In A Name? The Power To Influence

Nov 14, 2019

The sweetest-sounding word in any language is your name coming off of someone else's lips. When someone knows your name after meeting you only once, you feel important, powerful, worthy of respect. You will go out of your way to do things for ...
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