Broadcast Media Sales and Management Training Blogs

Luce Performance Group
 
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Nobody Makes It Alone

May 30, 2019

During some of my motivational speeches and my keynote addresses, I will expound on how important team-building inside companies is with a story about Albrecht Durer. One of my favorite speakers and storytellers that I ever saw in person was Og Mandino, ...

Visualize Your Way to Success

May 29, 2019

Here are four different ways to visualize. You can experiment with all of them, although I would pick just the one that makes you feel most comfortable and go with that. From athletes to those in business, visualization is proven as the key to living ...

Luce's Top 10 Tips For Public Speaking

May 28, 2019

How we speak and act can have a great impact on our leadership style. Your voice is the church bell of your intellect. How you speak when training your sales staff or speaking in public is vital when it comes to leadership. I've been asked many times ...

Every King Has Their Fool

May 27, 2019

Have you heard of the fool in the Middle Ages? The fool was basically a cultural presupposition: every king back then had their fool. In the kingdom, the fool was the only one allowed to make fun of the king. One day in this particular scenario, the ...

What Can Your Sales Reps Expect From You - Sales Manager?

May 24, 2019

Do your sales reps know what they can expect from you, their sales manager?  Expectation is a two-way street. We are talking about you leading the way. It's one thing to demand something from your people, it's another thing to let them know ...

Building An Exceptional Sales Force

May 23, 2019

If you can dream it, you can do it. Always remember that this whole thing was started by a mouse. -- Walt Disney One of the most important tools that the management teams I've worked with have used to build exceptional sales forces by valuing and ...

Managing "The Sweet Spot"

May 22, 2019

A rule of thumb as a sales manager is you should know, within about 90 days of hiring a sales rep, if they’re going to work out for you. The exact timeframe varies depending on their sales experience, or their lack thereof. My belief is that with ...

What I've Learned Consulting Local Internet Sales

May 21, 2019

Like any other medium, content is king on the Web. You can have the greatest Website in the world, but if you can’t sell it, not much is going to happen except you lose money and maybe take the 10-year wedding march to some unknown destination. ...

Basics Of Good Proposals And Presentations

May 20, 2019

Whatever you do in your proposals and the delivery of your presentations,  love giving them . Enthusiasms sells, and remember: 80 percent of what the prospect buys (in local media sales) is the faith and trust they have in  you , the ...

The Way

May 17, 2019

You’ll have to be in a real quiet place to understand this article. And you’ll have to switch your mindset to “Eastern thought” to understand the book I mention below. You might not understand it at all, and that’s fine ...

Believe In Yourself

May 16, 2019

Yes, you can do many things with your cell phone -- one of them is put a picture of an affirmation or of yourself on your home screen. “The people you’re around – the successful people you’re around – people that will help ...

You Need To Get A Bible

May 15, 2019

In my first experience in media sales, selling radio, I was hired at the same time as four other people. It’s what’s commonly known as a “cattle call.” In this case, you throw five rookies up against the wall (unbeknownst to me) ...

Hiring With No Stone Unturned

May 14, 2019

One of the toughest things to do as a sales manager is fire someone. That makes hiring the right people the most critical aspect of sales management. If you don’t hire the right people, then you will have a lot of stress in your management life. ...

The Pressure To Reach Your Greatness

May 13, 2019

Have you ever heard someone say, or maybe even you have made the comment, “I’m stressed out.” Or, “There’s a lot of pressure to get that sale.” Is stress and pressure really real? We all go through tough cycles in ...

How Do You Stay Motivated?

May 10, 2019

A reader sent over a message this week and asked: How can I stay motivated? Not easy. Running 100 miles per hour every day is tough at your job. We all need to find some balance in life. Maybe you have been in sales all of your career and sometimes you ...

Do What You Fear

May 9, 2019

Doing what you fear is easier said than done, I promise you. How many of us really take on the thing we fear the most and conquer it or continually challenge it until we overcome that fear? The sales profession has a graveyard of people who couldn’t ...

The Dirty Dozen Of Social Events

May 8, 2019

In our field of media sales (outside sales, in most cases), which is very social-friendly, we have to pay attention to the perception we give new prospects and customers after-hours. If you break society’s rules, you easily can sabotage yourself ...

Is Selling The Internet Really Hard

May 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 ...

Luce's Top 40 List For Sales Success

May 6, 2019

Just in case you forget -- and we forget about 99 percent of what we encounter daily -- here are my Top 40 Points for Sales Success, which I believe can lead to selling more every day. They are not easy to follow, and I have struggled with them many ...

Observations From The Road

May 3, 2019

I have noticed some common threads in my travels, and I wanted to share some of those observations. 1. Referrals. Why won't media reps ask for referrals? I cannot figure it out. Media reps know that they should be asking for them, but they just will ...
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