Broadcast Media Sales and Management Training Blogs

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Workplace Influencing Purchases

Jun 27, 2008

BIGResearch just came out with a new study on how you or your co-workers influence purchases during the course of a work day.  It is not suprising to read that 95% give advice to co-workers when you think about the Buyers Awareness Cycle and ...

EFS Generator

Jun 25, 2008

To use the Generator fill out the black Rows, and click Calculate Click Here to Upgrade your Flash Player // The Missing Piece to the E.F.S. This email came over a few days ago in reference to a project we designed in Houston at the LPG ...

Glossary of Interactive Advertising Terms

Jun 1, 2008

If you want to talk the talk, best to know the meaning of key terms used in the industry. ANA (Association of National Advertisers) the trade association serving the needs of advertisers and marketers by providing leadership in advertising ...

Shifting Newspaper Advertising To Radio And Online Pays Big

Nov 20, 2006

Scoping out the Oct. 2 issue of Automotive News, I noticed an article about a car dealer in Sacramento, CA. David Shirley, the general manager of Folsom Chevrolet, pulled $80,000 per month out of newspaper advertising, and put most of it into radio. ...

Take Your Staff To See Cinderella Man!

Jul 4, 2005

We all love underdogs, which is why the story of James J. Braddock is probably one of the greatest sports stories to hit the silver screen in recent years. Director Ron Howard did a fantastic job directing this extraordinary, true story of a heavyweight ...

Overcoming the Satellite Objection: Its Time to get "Siriusly" Prepared

May 9, 2005

During a recent call with a sales rep, the owner of a boat dealership exclaimed that traditional radio is going by the wayside, because his new boats are coming out with factoryinstalled satellite radio options, and his dealership is playing Sirius Satellite ...

The Importance Of (Not) Being Average

Mar 7, 2005

Every year at the Radio Advertising Bureau's annual management conference, the Luce Performance Group awards the top performers in the group of radio stations we consult. One of these awards, which recognizes the "executive of the year," is named the ...

If the Business is Broken Radio Alone Can't Fix It

Feb 7, 2005

Each year, I spend 200 days in the field, working with sales reps on local and national accounts ranging from mom-and-pops to the largest coffee producers in the world. As a result, I see eye-opening stuff every day, much of it in the form of marketing ...

Finding Your Sales "Oil Leaks" for 2005

Jan 17, 2005

The following is a case study I often use with our consultant stations to identify and assess problems or issues in the sales department. This is a good exercise for January - or any time you want to maximize your department's potential. Setting ...

New Blog Entry

Mar 22, 2004

Recently, my company - Luce Performance Group - was hired to do long-term consulting with a major broadcaster in Greece. The first thing I had our LPG people do was to go to Barnes & Noble and pick up the very best program on learning the ...

Lessons To Share With Your Advertisers

Nov 11, 2003

Over and over, Kmart made decisions that flew in the face of common retailing sense. In most cases, the company made the same mistake more than once [some mistakes are discussed in Part I in the 10/13/03 issue]. Instead of learning from its mistakes ...

Learning From Kmart's Mistakes

Oct 3, 2003

Eighteen months ago, I wrote an article about the demise of Kmart due to its failure to effectively advertise its brand in the mind of the consumer (Radio Ink, 4/1/02). Much of this downturn was due to the use of weekly advertising circulars and the ...

Attend Training Seminars With Your Sales Reps!

Jun 16, 2003

   Attendees at my seminars have heard me say more than once that,on average,only 13 percent of people who ever attend a seminar take the information or techniques and execute them in the field. A day after I gave a presentation to the ...

Flying By The Seat Of Your Pants

Sep 9, 2002

Over the years, I have had the opportunity to observe a number of startup companies. Some make it, but unfortunately, most don't. The aircraft industry has been of particular interest to me as I spend so many hours in the air. I think a Denver-based ...

Lessons From the Rise and Fall of WorldCom

Aug 5, 2002

After the fall of Enron, the 7th largest corporation in the country last December, the auditors were hot on the trail of such Fortune 100 companies as Tyco, Dynergy and, yes, even WorldCom. In February, I learned that the SEC had just notified WorldCom ...

Learn A Lesson From Kmart

Apr 1, 2002

February 2002 brought the collapse of Kmart, one of America's largest retailers. Long known for its "blue light specials," this retailing institution woke up the business world and, more important, the  advertising world by filing for bankruptcy ...

You, Too, Can Win A Radio Wayne Award

Jan 20, 2002

One of the most important days of my life occurred on February 7, 1998, when I stood up in front of 2,200 of my peers and accepted the Radio Wayne 'Sales Manager of the Year" award. Since that day I have been honored with several awards, but the one ...

How To Sell A 30-Share

Mar 6, 2000

You might not think that, in the age of Radio station fragmentation,there could exist a behemoth with market shares so high. Think again! They are out there, and they have the same challenges as any station at the bottom of the ratings. There are ...

To The RAB or Not to the RAB: When Should you send them?

Jan 24, 2000

How do you measure desire in salespeople? Before you make the investment in them, what characteristics do you look for? I have tossed and turned about this question many times, and the following letter broaches the subject once again. What would you ...
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