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. 

Sep 17, 2021

How To Keep Your Job When Your Boss Gets Fired

Luce Performance Group Recruiting Coordinator Jon Morse is away on a headhunting trip. No, not in New Guinea with the canibals, an actual business trip - so the keyboard is turned over to Glen Halbrooks from About.Com who writes "Witnessing your ...
Sep 16, 2021

The Cost Of A Bad Hire

What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: “This time it will be ...
Sep 15, 2021

How To Avoid A Bad Sales Hire

What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: "This time it will be different." ...
Sep 14, 2021

Five Proven Techniques For Hiring Great Salespeople

The toughest thing managers have to do is fire some- body. And that means the most important thing we have to do is hire the right people and make sure they are the right fit. Good recruitment techniques include making sure you have a good “bench” ...
Sep 13, 2021

Setting Phone Appointments

Setting up appointments on the phone is all about confidence! Here are the important points to remember when using the phone, no matter which appointment you're trying to set up. Remember, when setting up an in-person appointment, it’s about ...
Sep 10, 2021

Are You A World Class Negotiator?

Here are five simple tips you should know when it comes to negotiating. Keep them in mind the next time you go into your next closing call or a call where you know you will have some negotiating to do. 1. Time: In negotiating, those who control the time ...
Sep 9, 2021

Selling To Venus And Mars

I stumbled across a book once that substantially helped me understand the relationships between women and men. Some from our newer generation of sales reps might not have been exposed to it. It’s called Men Are From Mars, Women Are from Venus . ...
Sep 8, 2021

May I Use The Bathroom?

During a recent seminar in Missoula, Montana, I had a breakout session where I grouped up the attendees in groups of seven or eight people and went through several case studies and, as a group, answered questions in those sales-call situations. In one ...
Sep 7, 2021

Observations From The Road

In my travels over the past couple of months, there have been some notable events and moments that I’d like to share with you – and which you may be able to apply to your own life. Much Loved...and Unbroken No matter your challenges, your ...
Sep 3, 2021

The Enemy In The Shadows

Our enemies are in the shadows today versus 10 years ago. Specifically, how competition to traditional media is coming from of all places – and one of them is newspapers. That’s right, the newspapers’ digital divisions are taking more ...
Sep 2, 2021

The 40 Power Laws of Sales

Here’s one you can pin up by your desk. Read through this list every day before your first call. Go out that door with confidence every day. 1. The Look: Look like a million dollars, even if they could flip you upside down and not a penny would ...
Sep 1, 2021

The 7 Steps To An Opening Call

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today’s media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...
Aug 31, 2021

20 Commandments For Success

I don't know where this list of gems came from, or for that matter who wrote it, though from time to time it's been there to remind me of what it takes to be a success in any endeavor. I hope it ends up somewhere in your home or office and does the same ...
Aug 30, 2021

Be On Time For Meetings (& The Plane)

If there was one thing for which I was known for as a day-to-day sales manager, it’s that I locked the door at sales meetings. I know it might seem old-fashioned in the age of high tech and work from home. But promptness counts and being on time ...
Aug 27, 2021

That Takes A Cake

If you want an appointment with a prospect bad enough, you can get it if you are willing to do something extra to prove to the prospect you are deserving of their time. Far too often, we just use the phone to try to set up appointments. And far too often ...
Aug 26, 2021

The Call Of The Wild

If you haven't been to the Yukon, you haven't been anywhere. It's still the wild wild west. There's still gold in the Klondike! This gold comes in the form of business owners reaping a bumper crop of results from an advertising seminar ...
Aug 25, 2021

Keep Calm And Sale On!

The substance of a closing presentation is as critical as covering all the pertinent points on achieving the client's expectations and objectives for the campaign. However, the delivery of that presentation is equally as important! Remember, prospects ...
Aug 24, 2021

Top 40 Prospecting List of Do's and Don'ts

Here's a little "Liquid Fire" for your prospecting. Here are my Top 40 "Hang on Your Wall" list of do's and don'ts for successful prospecting. Never, ever stop prospecting! This list should hang right next to Luce's ...
Aug 23, 2021

Going For The Gold

There is nothing that brings a team closer together than having a team-building event. And it doesn't have to be a once-a-year thing. In the market I was in last week, we held our annual and 6th Annual Olympics. Last year ...
Aug 20, 2021

Stopped Dead In My Tracks

When I conduct seminars, I rarely get stopped dead in my tracks by an audience member. It happened recently while I was doing a seminar for the Missouri Broadcasters Association. I had an electric group in attendance, and they kept me on my toes while ...
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