Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Executive Summary. A "must have" In Every Proposal

Nov 13, 2019

During my last market visit to Kelowna, British Columbia, I worked with the staff on proposal writing. As I scoped out the proposals about to leave the station, I noticed that something was missing. Sales reps often skip this item, which happens to be ...

Keeping Your Media Property Financially Healthy

Nov 12, 2019

Almost anyone can get the order the first time. The mark of a great salesperson is to get the re-order. Getting the re-order is in direct proportion to how well you service the account once you book an active campaign. I have discovered that most ...

Getting The Appointment - Guaranteed

Nov 11, 2019

In Media, making telephone calls to set up sales appointments is like having a root canal. You know you need to go to the dentist, but you're not looking forward to it. However, if you look at the phone as a step-by-step appointment-getting system, ...

10 New Time Management Techniques

Nov 8, 2019

How much time do you actually spend in front of prospects or clients in a face-to-face posture each day? Maybe 45 minutes? Yet, most of us work at least eight or nine hours a day. Could you squeeze in one more call per day? Most would answer, yes. But ...

Are you a World Class Negotiator? 5 Tips you should know

Nov 7, 2019

1 Time : In negotiating, those who control the time usually control the negotiation. Agency buyers do this to us. They want us to rush because they know that in a time crunch we are likely to make mistakes in their favor. 2 Loose Lips Sink Ships : Never ...

Improve Your AE's Slugging Percentage

Nov 6, 2019

A few weeks ago, David Winters, CEO of Badger Communications in San Francisco, sent me a book. I read approximately two books a week, and this one caught my attention once I read the first chapter. The book is Moneyball by Michael Lewis, and it takes ...

5 Sure-Fire Ways to Build Referral Business

Nov 5, 2019

If you could increase your business by 20 percent simply by asking one question, would you do it? Yet few Radio sales reps ask for referrals on every call. If you have been in the business more than five years, 80 percent of your new business should ...

Time Management Don't Let Inmates Run Your Asylum

Nov 4, 2019

As a sales manager in this age of consolidation, you may find it difficult to stay on course throughout the week. It may seem that, after Tuesday, you're at the mercy of your sales reps, as their schedule (or lack of one) causes their emergencies ...

Building Your Sales Force From Scratch

Nov 1, 2019

So, if you don't go across the street and raid your rival because of non-compete clauses, or maybe you don't have the Fort Knox war chest to bring over competing reps right now See The Pros And Cons Of Raiding And Pillaging , what can you do ...

Bring Back The Lost Art Of The Spec Spot

Oct 31, 2019

A few weeks ago, I was interviewing a prospective sales rep for one of my clients in a market with a population well over 250,000. The rep, who had been working at another station in the market for about eight months, said her training consisted of watching ...

7 Ways to Avoid Burnout

Oct 30, 2019

Media is an industry where stress is prevalent, and the highs and lows associated with Media sales come fast and furious. So what do you do when energy and performance wane? Here are seven ways to avoid burnout. 1 Take a Nap! That's right, take ...

Learn Your Clients' Budgets

Oct 29, 2019

Imagine coming to work tomorrow morning and looking at the smoldering remains of what used to be your Media Property. Your desk and everything in it, toasted. Your computer and all the backups, singed. Nothing left; all documentation of your accounts ...

Don't De-Motivate Your Employees

Oct 28, 2019

You are about to have the most important meeting of the year - and it's not one of your sales meetings. It's called the "2019 Strategic Budget Planner." You should block out at least a full morning or afternoon for each of your ...

Your Sales Management Weekly Recap Test

Oct 25, 2019

Buzzing across the fax or downloaded from e-mail each Friday is a copy of the "Sales Managers Weekly Recap" form from Radio and television sales managers with whom I consult. Each week, these sales managers ask (and answer) a few questions ...

Raise Your Rookie Team To Success

Oct 24, 2019

Let's suppose you have inherited a group of young (six months or less) sales reps as a result of the consolidation epidemic. Or, you have to build a staff of entirely new sales reps who have no Radio experience. Your job is to get them selling immediately ...

Calculating A Client's Listener-To-Prospect Ratio

Oct 23, 2019

The following e-mail came a few days ago in reference to a project we designed in Houston at the LPG offices early this summer. It has now been field-tested in three countries, and here is one of the many success stories that are swarming in: "I ...

5 Must-Haves to Up-sell Your Active Clients

Oct 22, 2019

Has this ever happened to you? You just took over someone's active on-air account at the Radio station and have just been handed the "Clients" folder. You open it to examine the contents and find only old orders dating back five years, ...

3 Month Pacing

Oct 21, 2019

If you have questions about hitting goals and solid numbers to hit at various points in the month, this makes it very clear what needs to be done. Date Month In One Month Out Two Months Out 1st going in a Minimum 80% 45% --- 7th/8th 90% 55% --- ...

What To Look For In A Mid-Year Review

Oct 18, 2019

Let's begin with a definition: A mid-year review (MYR) is an account-by-account breakout of each salesperson's account list. It is the second X-ray of accounts that should be done by a sales manager in a 12-month period. The first, of course, ...

7 Ways To Build A Relationship with a New Buyer

Oct 17, 2019

You've spent many moons developing a relationship with a buyer who has paid your freight and become one of your best accounts. Now this person is on to bigger and better things. You should be able to make the transition from one buyer to the next ...
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