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. 

Mar 26, 2021

Beyond The Crux!

Do you ever feel like quitting? It's natural to feel that way sometimes. Especially in sales. It's the end of the year and maybe you feel like you've run a marathon and you're at mile 19 or 20, which I think is the mile they say you have ...
Mar 25, 2021

Less Words, More Love

In keeping with my annual time-honored principle of writing a "less is more" article, I throw this one up for you. In their book, Leaders , Warren Bennis and Burt Nanus describe two distinguishing characteristics of top leaders. No. 1, "They ...
Mar 24, 2021

40 tips to close more sales

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Mar 23, 2021

Avoiding The 8 Sins of Media Sales

Most of us know what it takes to make the sale. However, many times we find ourselves flabbergasted when we lose the sale or don't get the reorder. There are thousands of reasons customers get upset with us. When you draw the line in the sand, the ...
Mar 22, 2021

Just Say No To Bad Sales Tactics

Listed below are the still-too-common mistakes made by sales reps that I work with around the world. This list can serve as a reminder for veteran sales reps and an initiation for new hires. Sales managers can cover this material in their next sales ...
Mar 19, 2021

Are You Stressed To Kill?

A highly respected sales manager, who led his team to some outstanding years, recently came apart at the seams. This year, he missed only one monthly sales goal and was over his annual pacing budget; but in just six short months, he put on 80 pounds ...
Mar 18, 2021

Second Place Is Not Second Best

I arrived in Thessaloniki, Greece for a market trip on Sunday, Sept. 3. Two days earlier, the Greek National Basketball team had defeated the Americans in the FIBA World Championships in Japan, and needed to play one more game for the championship. Their ...
Mar 17, 2021

Filling in the Gap for Sales Managers

Sales managers benefit from a 360-degree review How would you rate yourself as a manager in the following critical areas of sales management? Communication Leadership Adaptability Personal Development Development of Others Production Task Management ...
Mar 16, 2021

Make A Plan To Go "Above And Beyond"

It's vital to execute above and beyond just selling your property especially if you're not in a top 10 market. Most agencies have a hard time accurately tracking results for their clients, so the support you provide when everybody has close to ...
Mar 15, 2021

Do You Know Your Sales Reps' SQ?

Do your sales reps really know your competition? Do your sales reps know their own product? My everyday experience in the field tells me that media account executives hardly know their own medium, let alone the media we consider our competition. In fact, ...
Mar 12, 2021

Do You Really Know Your Number One Goal for 2021?

A general manager we consult was preparing to present his goals to his station's owner. He had identified his number one goal, but he also wanted a number two goal. That year, the station had increased its cash flow by $300,000 over the previous ...
Mar 11, 2021

Improve Your New-Hire Success Rate To 80%

A friend of mine always told me that hiring potential super stars is much like dating.You can interview (or date) someone for the next six months, but until the day you hire him or her and the person starts working in your office (the day your date eventually ...
Mar 10, 2021

Boss Man is Taking it very Seriously

A Secret Shopper Can Provide A Glimpse Into Clients' "Customer-Service Quotient" How much responsibility do we bear when we run a media schedule for a sales client? Are we responsible for customer traffic that the ads are expected to generate ...
Mar 9, 2021

Sales Meeting Idea Starter

This is an internal sales contest for your sales reps. Your card has 25 squares. Onto each square, write important goals for sales staff members - long-term orders, new business orders with specific dollar amounts, sold specs, increased rates, testimonial ...
Mar 8, 2021

The Rate-Increase Letter For 2005 That You Can Use Today

Lets step into the "way-back" machine and review an article from 2004. There are lessons to be learned about raising rates and taking the sales department out of the equation and approaching the change from a position of strength that applies ...
Mar 5, 2021

I Choose Not To Participate In the Recession

If you pay attention to Jim Cramer, he says we are beyond a correction in the market, he believes the Bull is now a Bear and signaling a recession. What tactics can be taken to insure your revenue in any market?... Dan Barron , director of sales for ...
Mar 4, 2021

Beyond ROI. Sourcing and Taking The Credit For Success From A Radio Case Study!

Part of the problem is that retailers still expect people to come through the door saying they "heard it on the radio." That might work in some cases, but in reality most retailers are sadly disappointed - largely because we in radio have not ...
Mar 3, 2021

A Simple Tool To Determine The Return On Interactive Investment

Recently we reposted the E.F.S. (Equation For Success) calculator launched 10 years ago to determine traditional media ROI. Today, we share the second ground-breaking tool that deliveres the same powerful analytics back to businesses that need to know ...
Mar 2, 2021

Simple Tool To Determine ROI

A look back at the launch 10 years ago of a game-changing tool to gauge traditional media ROI, The Equation For Success or E.F.S. Generator. ...
Mar 1, 2021

Funny Motivational Posters

I found these while browsing google image search. We have all seen the original posters that have some climatic picture ( or not ) with word or two to describe it. The guys over at Despair.com have a collection of shirts and merchandise with a similar ...
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