Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 

Is Your Website Billing Three Million Dollars?

Feb 22, 2019

Sean's Note:  This article was written back in 2007, add 12 years of sizable growth and you have some serious revenue.  Castanet.net has added a Radio station back into the Media property...Soft 103.9. and has offices in Penticton ...

Digital Media Hits A Milestone

Feb 21, 2019

Overtaking all traditional media is a big milestone and Digital Media looks to do that in 2019 according to MediaPost... "Digital advertising will exceed traditional advertising in the U.S. this year, according to an eMarketer forecast -- growing ...

How To Master The Sales Game

Feb 20, 2019

Are you a student of the sales game? When I first started my career, I believed that the sum of sales boiled down to three elements: 1. Qualifying prospects; 2. Determining the prospects' needs; 3. Influencing prospects to spend money on my product ...

Fifty Shades Of The Ozarks

Feb 19, 2019

On a recent consulting trip to the Ozarks, I rode shotgun on sales calls with Brad Trail who is one of our top performers. Brad is the leading producer for the Ozark Horse Trader (ozarkhorsetrader.com), a weekly shopper of unusual market dominance. Brad ...

Sell Digital To Increase Revenue

Feb 18, 2019

I attended Convergence 13 in Santa Clara, California. It seems like yesterday I had my then-less-than one-year-old son, Henry in the very same auditorium 13 years ago. That was 1999. In radio, we were Prince and partying like it was 1999 -- and going ...

Ask For Referrals On Every Call

Feb 15, 2019

We work way too hard in media sales: making 20 prospect calls a day to secure just four appointments -- a typical, industry-wide 20 percent closing ratio. That's a tough way to make a living. To make your life a little easier -- and more profitable ...

THEY Totally Motivated Me

Feb 14, 2019

We all need to get out of our comfort zone occasionally. I stepped out of my comfort zone this past weekend in Atlantic City. I attended the World Congress on Disabilities to see how I might be able to give back to some people truly in need. However, ...

Coaching Sales Reps to Make the Grade

Feb 13, 2019

How many sales managers ride in the field with their sales reps on coaching calls? Coaching calls should be the most basic and on-going part of training sales reps. For various reasons, training in the field has gone by the wayside. Since lack of instruction ...

A Perfect Sales Call. Never Give Up.

Feb 12, 2019

A Perfect Sales Call. Never Give Up. by Sean Luce In todays world of media, there are more sales reps selling various forms of media than ever before. The Internet world has added at least twice the number of reps we saw 10 years ago, either calling ...

How to use Facebook, Email and your phone to land huge accounts!

Feb 11, 2019

As a sales rep in today's world, you have never had more technical options to help you do your job....enter social media and the ease of communication from anywhere, anytime.  Where would we be without our Cell (Smart) Phones, Email ...

The One That Shouldn't Be Asked In A Sales Call

Feb 8, 2019

Regardless of what media you sell or represent, finding an emotional connection between yourself and the prospect is one of the most demanding aspects of a sales call. If you don't go deep enough, you could skim over the prospect's real needs. ...

Is Selling Internet Really Hard?

Feb 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 ...

"That's Some Sick Prospecting"

Feb 6, 2019

In the new world vocabulary, or at least in the new English vocab, the word "sick" doesn't relate to being physically ill. Rather, it means something that is totally incredible, unreal, awesome -- something really fantastic. Prospecting ...

Never Give Up

Feb 5, 2019

Those of you who have attended my seminars know that I tend to show a lot of motivational videos, and especially those of athletes, as business and sports have a great deal in common. Not only does your attitude determine your altitude, being physically ...

How To Define Return On Interactive Investment

Feb 4, 2019

In today's measured and sourced world, if advertisers can't attribute their traffic to you, you're going to get cut off the buy by the local business owner. Advertisers want to know what's working, and will quickly discard the media they ...

How To Overcome The "Radio Doesn't Work" Objection

Feb 1, 2019

The Background Two weeks ago, I made a prospecting call with a sales rep. It was right in the wheelhouse demo of our station, right in the geographical circumference of the stations coverage and the product would be a product (above mid-line specialty ...

Liquid Fire...Christine De Alba...then there was one

Jan 31, 2019

In the summer of 1999, I was setting up my business, Luce Performance Group. I actually started it on March 4, 1999. It started from scratch from nothing. I gave up a huge salary in broadcast management to train and help other sales reps grow and be ...

LPG Mantra...Focus & Dominate

Jan 30, 2019

Our mantra at LPG this year is "Focus and Dominate." Focus on the things we can do and do it better than anybody else. Dominate our (your) competition either as a manager, sales rep or business advertiser with focused planning and execution. ...

Top 20 Things A Media Sales Rep Should Know Test

Jan 29, 2019

It is time for a test. You knew it was coming! Let's review your knowledge of retail terms and phrases along with some other key things you should know as a media sales rep. The answers and grading are at the bottom. No peeking at the answers! 1)      ...

Who Is Your Rowan?

Jan 28, 2019

Do you know anybody who would do this without asking you a single question of who, what, or why? Their mission is to find the leader of the Iranian insurgents deep in the heart of Iran that could tip the scales of the nuclear enrichment negotiations ...
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