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. 

Jun 3, 2022

Find The Liquid Fire In You

I started my consulting business, Luce Performance Group, in the summer of 1999. My venture began with a vision of coaching media reps to become the best that they could be in their field. As with any career change, I was taking a risk in starting over. ...
Jun 2, 2022

The Art Of Dynamic Closing

One of the great, compelling aspects of my job is sharing sales success and style with my sales managers. I was a bit shocked when a sales manager asked me to send the best written proposal I have seen lately. I realized that while riding on coaching ...
Jun 1, 2022

Quantify. Qualify. Close.

Closing a new client is a pinnacle point for the sales rep. It builds confidence, character, and their bottom line. If your sales reps are complaining about gut-wrenching, arm-twisting closing, they are not excelling at the most important aspects in ...
May 31, 2022

Service After The Sale

We are all guilty of it. We sign an annual contract, turn in the order and count the commission in our pockets. As soon as the first ad hits the open market, the competitors will target a fresh prospect which is your new client. If a sales rep does not ...
May 27, 2022

Increase Your Appointment Closing Ratio

In the early morning, when most sales departments are abuzz with reps on the phone setting up appointments with prospects, I often hear the proverbial, "I'd like to come over and talk to you about advertising". Inevitably, I also hear, ...
May 26, 2022

Don't Get Burned With Objections

Objections are an everyday fact of life. They are also a key part of the selling process. Learning to overcome objections should be an ongoing training and roleplaying topic for sales reps of all experience levels. This point is especially true during ...
May 25, 2022

Six Tactics to Get And Keep Clients

Although many sales reps do not want to admit it, they have taken a client for granted at least once. One reps top client is usually someone elses number one prospect. There is a tendency to take our current clients for granted in a rush to procure new ...
May 24, 2022

Who Should Attend The Next Training Seminar?

Measuring desire in a salesperson is a question that I have tossed and turned about many times over the years. Before making an investment in a potential sales rep, what characteristics should managers consider? I received the following email regarding ...
May 23, 2022

Should All Sales Reps be Treated Equally?

Absolutely yes without a doubt, and I would start by treating them all with dignity and respect. Sales reps are high on the list of the most valuable assets in a business. The sales department is the money generator that keeps the cog in the wheel turning. ...
May 20, 2022

10 Tips To Increase Your Billing

How much time do you actually spend in front of prospects or clients each day? Is it as much as 45 minutes per client? Most of us work eight to nine hours per day. Could one more call be squeezed in per day? The answer in most cases is "yes". ...
May 19, 2022

Checking Your Fun Meter

I called a sales meeting in the middle of the month. We were behind budget and my people were expecting me to pull out one of the latest video training series. Things were tense. I did pull out a video, but it wasn't the customary training video. ...
May 18, 2022

A Life Lesson, A Sales Lesson. Never Give Up

An Alexander Karelin will appear in each of our lives sooner or later in the form of one of life's challenges. These life challenges can be from the minute to the massive. These trials can be anything from a flat tire on the way to see a customer ...
May 17, 2022

How To Find The Decision Maker

Sometimes a sale will backfire at the last minute even though it appears that the prospect is signed, sealed and delivered. Other influences can have an impact on the sale. Sales reps have been conditioned to call on people with the right titles: owners, ...
May 16, 2022

Limit Your Pink Slips. Always Recruit.

Let me start by saying there is no doubt that a sales team needs to be fired up versus being fired. If firing someone is the best answer, then something was missed in the recruiting process. Many of the mistakes made in hiring a sales force start with ...
May 13, 2022

Have You "Red Tailed" A Client Lately?

How much bonding can be done with a client over a PowerPoint presentation even with all the bells and whistles? How stimulating is it for a prospect or client to sit through that Customer Marketing Profile or a seventeen minute closing presentation? ...
May 12, 2022

Finding Your Property's Sales Leaks

The following is a case study I used last week for a consultant property in Missouri to identify and assess challenges and opportunities in the sale department. This is a good exercise as you approach mid-year reviews-or anytime you want to maximize ...
May 11, 2022

Breaking Old Habits

With 2022's first quarter closed, I like to do an inventory and take out the old and bring in the new which translates to setting goals for the upcoming quarters and the remainder of the year. I have had an affinity for sports since childhood. I ...
May 9, 2022

Why Businesses Should Advertise Every Day

During a recent keynote address to business owners, I posed a question that has been asked many times over the years. Which is more important in advertising, the frequency or the message? The majority of hands were raised for the message. Surprisingly, ...
May 6, 2022

Your Daily Management Test What Would a Daily Test For a Sales Rep Look Like?

After my last article on "Listening." I was asked for the 10 questions on my Daily Management Test. I hung them up on my car's dashboard in laminated fashion. They were 10 questions to give myself a quick critique on my day's performance. ...
May 5, 2022

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 ...
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