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. 

May 6, 2021

Want To Sell More? Listen To Your Clients.

Listen, do you want to know a secret? You'll never know how much I really love you. You'll never know how much I really care Listen, do you want to know a secret. Do you promise not to tell, whoa, oo. Closer, let me whisper in your ear Say the ...
May 5, 2021

Is Your Website Billing Three Million Dollars?

Sean's Note: This article was written back in 2007, add 14 years of sizable growth and you have some serious revenue. Castanet.net has added a Radio station back into the Media property...Soft 103.9. and has offices in Penticton and Vernon. The new ...
May 4, 2021

SM's Set Simple Rules For High Performance

My previous article entitled: Ten Reasons I failed as a Sales Manager received an interesting question from one of Radio Inks readers. Before I respond to the question, let me state that I made all of those mistakes as a sales manager. The key is to ...
May 3, 2021

10 Reasons I Failed As A Sales Manager

Let's revisit the Christopher Columbus School of Management. The mantra is:"You don't know where you're going when you leave, you don't know where you are once you get there, and you don't know where you've been once you ...
Apr 30, 2021

The Management Magnificent Seven

Are you a micromanager of people? By all means, please sign up as an aide at Children's World. Although some days may seem like Children's World, sales managers are supposed to be supervising adults, not kids at a daycare center. When something ...
Apr 29, 2021

Champions Are Not Born, They Are Created!

Bo Pelini, the head football coach at the University of Nebraska, is a member of a very select group who coached a Super Bowl winning team and a BCS National Championship team. You could say he knows what it takes to be a champion. At a recent Peak Advisor ...
Apr 28, 2021

Strictly Confidential

I recently had something hit me like a smack in the head -- metaphorically speaking. It was in the form of a client reminder and a question. I was on a rather important customer marketing profile call (a.k.a. a CMP). I was delving deep inside the client's ...
Apr 27, 2021

Do Your Quiet Research First

Several years ago, I was on a call with several key decision makers from Pepsi. During the luncheon, I ordered a Coke. One of the most utterly stupid moments in my sales career was ordering that Coke. I try to limit those "stupid moments" to ...
Apr 26, 2021

Seven Questions to Ask SM's

Sales Managers I work with complete a weekly questionnaire. In addition, they forecast 3 month rolling projections for their sales staff. The recaps give me a chance to prepare for weekly conference calls that keep the consultant and management on the ...
Apr 23, 2021

Fifty Shades Of The Ozarks

On a recent consulting trip to the Ozarks, I rode shotgun on sales calls with Brad Trail who is one of our top performers. Brad is the leading producer for the Ozark Horse Trader (ozarkhorsetrader.com), a weekly shopper of unusual market dominance. Brad ...
Apr 22, 2021

How To Master The Sales Game

Are you a student of the sales game? When I first started my career, I believed that the sum of sales boiled down to three elements: 1. Qualifying prospects; 2. Determining the prospects' needs; 3. Influencing prospects to spend money on my product ...
Apr 21, 2021

Sell Digital To Increase Revenue

I attended Convergence 13 in Santa Clara, California. It seems like yesterday I had my then-less-than one-year-old son, Henry in the very same auditorium 13 years ago. That was 1999. In radio, we were Prince and partying like it was 1999 -- and going ...
Apr 20, 2021

Ask For Referrals On Every Call

We work way too hard in media sales: making 20 prospect calls a day to secure just four appointments -- a typical, industry-wide 20 percent closing ratio. That's a tough way to make a living. To make your life a little easier -- and more profitable ...
Apr 19, 2021

THEY Totally Motivated Me

We all need to get out of our comfort zone occasionally. I stepped out of my comfort zone this past weekend in Atlantic City. I attended the World Congress on Disabilities to see how I might be able to give back to some people truly in need. However, ...
Apr 16, 2021

A Perfect Sales Call. Never Give Up.

A Perfect Sales Call. Never Give Up. by Sean Luce In todays world of media, there are more sales reps selling various forms of media than ever before. The Internet world has added at least twice the number of reps we saw 10 years ago, either calling ...
Apr 15, 2021

Coaching Sales Reps to Make the Grade

How many sales managers ride in the field with their sales reps on coaching calls? Coaching calls should be the most basic and on-going part of training sales reps. For various reasons, training in the field has gone by the wayside. Since lack of instruction ...
Apr 14, 2021

5 Steps to Becoming a World Class Sales Manager

Sales managers, how should you be spending your time, and what should be your priorities? Here are how and where your priorities should lie. 1. Planning: (20%) The average manager spends too little time thinking about the future. You should have weekly, ...
Apr 13, 2021

How to use Facebook, Email and your phone to land huge accounts!

As a sales rep in today's world, you have never had more technical options to help you do your job....enter social media and the ease of communication from anywhere, anytime. Where would we be without our Cell (Smart) Phones, Email and Facebook? ...
Apr 12, 2021

The One That Shouldn't Be Asked In A Sales Call

Regardless of what media you sell or represent, finding an emotional connection between yourself and the prospect is one of the most demanding aspects of a sales call. If you don't go deep enough, you could skim over the prospect's real needs. ...
Apr 9, 2021

Liquid Fire...Christine De Alba...then there was one

In the summer of 1999, I was setting up my business, Luce Performance Group. I actually started it on March 4, 1999. It started from scratch from nothing. I gave up a huge salary in broadcast management to train and help other sales reps grow and be ...
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