Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 

That Takes A Cake

Jun 27, 2019

If you want an appointment with a prospect bad enough, you can get it if you are willing to do something extra to prove to the prospect you are deserving of their time. Far too often, we just use the phone to try to set up appointments. And far too often ...

Keep Calm And Sale On!

Jun 26, 2019

The substance of a closing presentation is as critical as covering all the pertinent points on achieving the client's expectations and objectives for the campaign. However, the delivery of that presentation is equally as important! Remember, prospects ...

The Call Of The Wild

Jun 25, 2019

If you haven't been to the Yukon, you haven't been anywhere. It's still the wild wild west. There's still gold in the Klondike! This gold comes in the form of business owners reaping a bumper crop of results from an advertising seminar ...

Going For The Gold

Jun 24, 2019

There is nothing that brings a team closer together than having a team-building event. And it doesn't have to be a once-a-year thing. In the market I was in last week, we held our annual Castanet.net and TheTango.net 6th Annual Olympics. Last year ...

Scoring Huge In 7 Easy Steps

Jun 21, 2019

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today's media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...

Top 40 Prospecting List of Do's and Don'ts

Jun 20, 2019

Here's a little "Liquid Fire" for your prospecting. Here are my Top 40 "Hang on Your Wall" list of do's and don'ts for successful prospecting. Never, ever stop prospecting! This list should hang right next to Luce's ...

With A Little Help From My Friends

Jun 19, 2019

"What would you think if I sang out of tune, would you stand up and walk out on me.Oh, I get by with a little help from my friends."- The Beatles In the early days, I had some people walk out of my training seminars, so I sought out some mentors. ...

Stopped Dead In My Tracks

Jun 18, 2019

When I conduct seminars, I rarely get stopped dead in my tracks by an audience member. It happened recently while I was doing a seminar for the Missouri Broadcasters Association. I had an electric group in attendance, and they kept me on my toes while ...

Live Your Dream

Jun 17, 2019

Life is too short to let it pass you by. Live your dreams. This one goes out to Vince Flynn. We lost not only a best-selling author, but a fine individual. Vince passed away after two years battling prostate cancer. Vince Flynn was the best-selling, ...

"Thank You Notes" That Rise Above The Clutter

Jun 14, 2019

Off to the firing squad I go. Yes, I am guilty! I do not write enough thank you notes. A thank you note is so much more than sending a simple acknowledgement. George Bush 41 attributed his presidency to writing personal thank you notes. He would always ...

Taking Total Control Of The Sales Call

Jun 13, 2019

Out in the field last week, I noticed some moves by a couple of young sales reps that exemplified controlling a sales call from start to finish. On average, once we get into the meat of the sales call, we have about 17 minutes to accomplish our intended ...

Prospecting Tool That WILL Make You Money Today!

Jun 12, 2019

For many, the toughest thing to do in sales is prospecting for new accounts. I have always said that referrals should be the number one prospecting tool. However, sales reps often fail to ask for referrals. I think satisfied clients can wrap up for a ...

Selling Annual Agreements -- All The Time

Jun 11, 2019

It's mind blowing and excruciatingly tough to sell short-term, one-hit-wonder schedules. It's fatiguing and quickly burns out a sales rep. If you're selling short term and you're dealing with more than just agency business, then your ...

Must-Haves For Your Advertising Strategy

Jun 10, 2019

In my advertising seminars for business owners, I cover many points in a short period of time. By far, the most asked about section is the one on developing an overall advertising and marketing strategy. Listed below are the tips that I share with business ...

Advertising Above The 60th Parallel

Jun 7, 2019

Recently I have spent time with advertisers and marketers in the Canadian north -- the Yukon Territory -- in a city called Whitehorse. Being somewhat of a history buff, it was always one of my dreams to come to where the last great gold rush happened ...

Could Your Team Pull This Off?

Jun 6, 2019

Recently, on a visit to a media company where I consult, the sales manager and I decided to conduct an interactive sales training with a twist. The goal was in-depth training in several specific areas. The training method that I am about to describe ...

Reviewing This Week's Game Films

Jun 5, 2019

Sales managers would love to have a video cam in the field with their reps to watch how their stars perform on sales calls. Obviously, we don't have this luxury in media sales like the NFL does on Monday morning when the coaches break down game ...

Duck Dynasty Rules!

Jun 4, 2019

I'm probably the only person in America who hasn't seen a full episode of "Duck Dynasty." Little did I know I would be right smack in the middle of a full day of Duck Dynasty-style team-building in the Ozarks last week. Before last ...

Lean In And Let's Get Started!

Jun 3, 2019

Come on, come on Feel it, feel it Feel the vibration It's such a good vibration It's such a sweet sensation      -- Marky Mark and the Funky Bunch Great sales reps have that vibration. They are magnetic and electric. You can ...

Awesomeness Is Being And Feeling Fit!

May 31, 2019

"Never let success go to your head, and never let failure go to your heart."      -- Old Chinese proverb I'm not sure about you, for me failure can be not staying in decent shape physically. After some long summer months ...
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