Blogs, Editorials, Knowledge, Research

The following Articles were either written by LPG staff, or reposted by LPG staff with credit given to the original author.  Some are Editorials in which we share our opinions on the industry. Others were written from our knowledge of working in the field for years.  Finally we have research from LPG and or third parties. 

Dec 17, 2020

Make Money By "Flying Under The Radar"

How important is it for retailers to know if their front-end help is running people out of the store, or hindering a consumer's return trip because of bad service? This information is vital - and if you can be the one to present it, wouldn't ...
Dec 16, 2020

If You Fail To Plan.. You Plan to Fail

The title of this column is an old adage, but it is so true. Here is a typical scenario for many media properties around the world - a Monday in the life of a sales rep: 6:00 am: Alarm goes off 6:10 am, 6:20 am, 6:30 am, 6:40 am, 6:50 am: Alarm goes ...
Dec 15, 2020

If Your AEs Aren't Making It, Blame Yourself

Four days after one of my recent sales seminars, I received an e-mail from an attendee I'll call Ted, who was asked to resign from his sales job. After a little e-mail bantering, I asked him what had happened; it's not very often that management ...
Dec 14, 2020

People Are Not Your Best Asset... But Well-Trained People Are

How important is company-sponsored training when you're competing in recruitment against big companies that offer company cars to new sales reps? When prospective sales reps make a decision on where they will spend their next few years, here is the ...
Dec 11, 2020

Black and ... Yellow

In the world of outdoor advertising, black letters on a yellow background are the combination that has the best recall among drivers. Check billboards on your local highways those colors rise above the clutter. What does your sales staff do to get the ...
Dec 10, 2020

Get Out! A client has just kicked you out - now what?

In your selling career, hopefully, you will never be physically thrown out of a customer's business. Customers can become irate for many reasons. We must make sure we are not the reason for their frustration. When translated, an old Chinese proverb ...
Dec 9, 2020

Whats In A Name? The Power To Influence

The sweetest-sounding word in any language is your name coming off of someone else's lips. When someone knows your name after meeting you only once, you feel important, powerful, worthy of respect. You will go out of your way to do things for people ...
Dec 8, 2020

Executive Summary. A "must have" In Every Proposal

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 ...
Dec 7, 2020

Keeping Your Media Property Financially Healthy

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 properties ...
Dec 4, 2020

Getting The Appointment - Guaranteed

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, ...
Dec 3, 2020

10 New Time Management Techniques

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 ...
Dec 2, 2020

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

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 ...
Dec 1, 2020

Improve Your AE's Slugging Percentage

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 ...
Nov 30, 2020

5 Sure-Fire Ways to Build Referral Business

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 ...
Nov 27, 2020

Time Management Don't Let Inmates Run Your Asylum

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 ...
Nov 25, 2020

Building Your Sales Force From Scratch

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 ...
Nov 24, 2020

Bring Back The Lost Art Of The Spec Spot

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 ...
Nov 23, 2020

7 Ways to Avoid Burnout

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 a ...
Nov 20, 2020

Learn Your Clients' Budgets

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 ...
Nov 19, 2020

Don't De-Motivate Your Employees

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 reps. ...
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