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. 

Aug 17, 2022

Selling Annual Agreements -- All The Time

It's mind blowing and excruciatingly tough to sell short-term, one-hit-wonder schedules. It's fatiguing and quickly burns out a sales rep. If you're selling short term and you're dealing with more than just agency business, then your ...
Aug 16, 2022

Advertising Above The 60th Parallel

Recently I have spent time with advertisers and marketers in the Canadian north -- the Yukon Territory -- in a city called Whitehorse. Being somewhat of a history buff, it was always one of my dreams to come to where the last great gold rush happened ...
Aug 15, 2022

Reviewing This Week's Game Films

Sales managers would love to have a video cam in the field with their reps to watch how their stars perform on sales calls. Obviously, we don't have this luxury in media sales like the NFL does on Monday morning when the coaches break down game films ...
Aug 12, 2022

Could Your Team Pull This Off?

Recently, on a visit to a media company where I consult, the sales manager and I decided to conduct an interactive sales training with a twist. The goal was in-depth training in several specific areas. The training method that I am about to describe ...
Aug 11, 2022

Lean In And Let's Get Started!

Come on, come on Feel it, feel it Feel the vibration It's such a good vibration It's such a sweet sensation -- Marky Mark and the Funky Bunch Great sales reps have that vibration. They are magnetic and electric. You can feel them when you're ...
Aug 10, 2022

Awesomeness Is Being And Feeling Fit!

"Never let success go to your head, and never let failure go to your heart." -- Old Chinese proverb I'm not sure about you, for me failure can be not staying in decent shape physically. After some long summer months of road traveling, I ...
Aug 9, 2022

The Dirty Dozen Of Social Events

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 ...
Aug 8, 2022

Nobody Makes It Alone

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, ...
Aug 5, 2022

Visualize Your Way to Success

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 ...
Aug 4, 2022

Every King Has Their Fool

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 ...
Aug 3, 2022

Luce's Top 10 Tips For Public Speaking

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 ...
Aug 2, 2022

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

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 what ...
Aug 1, 2022

Building An Exceptional Sales Force

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 ...
Jul 29, 2022

Managing "The Sweet Spot"

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 ...
Jul 28, 2022

Believe In Yourself

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 ...
Jul 27, 2022

What I've Learned Consulting Local Internet Sales

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. ...
Jul 21, 2022

Basics Of Good Proposals And Presentations

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 sales rep, to deliver ...
Jul 20, 2022

The Way

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 ...
Jul 19, 2022

You Need To Get A Bible

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) ...
Jul 18, 2022

Hiring With No Stone Unturned

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. ...
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