Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Five Surefire Ways You're Failing As A Manager

May 8, 2020

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?

May 7, 2020

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?

May 5, 2020

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!

May 4, 2020

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

May 1, 2020

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 30, 2020

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 29, 2020

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

Apr 28, 2020

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 ...

Increase Your Appointment Closing Ratio

Apr 27, 2020

In the early morning, when most sales departments are abuzz with reps on the phone setting up appointments with prospects, I often hear the proverbial, "I'd like to come over and talk to you about advertising". Inevitably, I also hear, ...

Don't Get Burned With Objections

Apr 24, 2020

Objections are an everyday fact of life. They are also a key part of the selling process. Learning to overcome objections should be an ongoing training and roleplaying topic for sales reps of all experience levels. This point is especially true during ...

Six Tactics to Get And Keep Clients

Apr 23, 2020

Although many sales reps do not want to admit it, they have taken a client for granted at least once. One reps top client is usually someone elses number one prospect. There is a tendency to take our current clients for granted in a rush to procure ...

Who Should Attend The Next Training Seminar?

Apr 22, 2020

Measuring desire in a salesperson is a question that I have tossed and turned about many times over the years. Before making an investment in a potential sales rep, what characteristics should managers consider? I received the following email regarding ...

Should All Sales Reps be Treated Equally?

Apr 21, 2020

Absolutely yes without a doubt, and I would start by treating them all with dignity and respect. Sales reps are high on the list of the most valuable assets in a business. The sales department is the money generator that keeps the cog in the wheel turning. ...

10 Tips To Increase Your Billing

Apr 20, 2020

How much time do you actually spend in front of prospects or clients each day? Is it as much as 45 minutes per client? Most of us work eight to nine hours per day. Could one more call be squeezed in per day? The answer in most cases is "yes". ...

Checking Your Fun Meter

Apr 17, 2020

I called a sales meeting in the middle of the month. We were behind budget and my people were expecting me to pull out one of the latest video training series. Things were tense. I did pull out a video, but it wasn't the customary training video. ...

A Life Lesson, A Sales Lesson. Never Give Up

Apr 16, 2020

An Alexander Karelin will appear in each of our lives sooner or later in the form of one of life's challenges. These life challenges can be from the minute to the massive. These trials can be anything from a flat tire on the way to see a customer ...

How To Find The Decision Maker

Apr 15, 2020

Sometimes a sale will backfire at the last minute even though it appears that the prospect is signed, sealed and delivered. Other influences can have an impact  on the sale. Sales reps have been conditioned to call on people with the right titles: ...

Limit Your Pink Slips. Always Recruit.

Apr 14, 2020

Let me start by saying there is no doubt that a sales team needs to be fired up versus being fired. If firing someone is the best answer, then something was missed in the recruiting process. Many of the mistakes made in hiring a sales force start with ...

Have You "Red Tailed" A Client Lately?

Apr 13, 2020

How much bonding can be done with a client over a PowerPoint presentation even with all the bells and whistles? How stimulating is it for a prospect or client to sit through that Customer Marketing Profile or a seventeen minute closing presentation? ...

Finding Your Property's Sales Leaks

Apr 10, 2020

The following is a case study I used last week for a consultant property in Missouri to identify and assess challenges and opportunities in the sale department. This is a good exercise for January-when you come back from the holidays-or anytime you ...
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