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. 

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 (, 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 ...
Apr 8, 2021

How To Define Return On Interactive Investment

In today's measured and sourced world, if advertisers can't attribute their traffic to you, you're going to get cut off the buy by the local business owner. Advertisers want to know what's working, and will quickly discard the media they ...
Apr 7, 2021

Is Selling Internet Really Hard?

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 ...
Apr 6, 2021

Never Give Up

Those of you who have attended my seminars know that I tend to show a lot of motivational videos, and especially those of athletes, as business and sports have a great deal in common. Not only does your attitude determine your altitude, being physically ...
Apr 5, 2021

"That's Some Sick Prospecting"

In the new world vocabulary, or at least in the new English vocab, the word "sick" doesn't relate to being physically ill. Rather, it means something that is totally incredible, unreal, awesome -- something really fantastic. Prospecting ...
Apr 2, 2021

How To Overcome The "Radio Doesn't Work" Objection

The Background Two weeks ago, I made a prospecting call with a sales rep. It was right in the wheelhouse demo of our station, right in the geographical circumference of the stations coverage and the product would be a product (above mid-line specialty ...
Apr 1, 2021

LPG Mantra...Focus & Dominate

Our mantra at LPG this year is "Focus and Dominate." Focus on the things we can do and do it better than anybody else. Dominate our (your) competition either as a manager, sales rep or business advertiser with focused planning and execution. ...
Mar 31, 2021

Top 20 Things A Media Sales Rep Should Know Test

It is time for a test. You knew it was coming! Let's review your knowledge of retail terms and phrases along with some other key things you should know as a media sales rep. The answers and grading are at the bottom. No peeking at the answers! 1) ...
Mar 30, 2021

No One Sees Or Hears My Ad

The number one objection I hear from media customers is, "I haven't had anyone see or hear my ad." The previous number one objection was, "That's too much money." The media that retailers use for their marketing has shifted ...
Mar 29, 2021

Who Is Your Rowan?

Do you know anybody who would do this without asking you a single question of who, what, or why? Their mission is to find the leader of the Iranian insurgents deep in the heart of Iran that could tip the scales of the nuclear enrichment negotiations ...
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