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 19, 2021

Scoring Huge In 7 Easy Steps

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today's media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...
Aug 18, 2021

Live Your Dream

Life is too short to let it pass you by. Live your dreams. This one goes out to Vince Flynn. We lost not only a best-selling author, but a fine individual. Vince passed away after two years battling prostate cancer. Vince Flynn was the best-selling, ...
Aug 17, 2021

Taking Total Control Of The Sales Call

Out in the field last week, I noticed some moves by a couple of young sales reps that exemplified controlling a sales call from start to finish. On average, once we get into the meat of the sales call, we have about 17 minutes to accomplish our intended ...
Aug 16, 2021

"Thank You Notes" That Rise Above The Clutter

Off to the firing squad I go. Yes, I am guilty! I do not write enough thank you notes. A thank you note is so much more than sending a simple acknowledgement. George Bush 41 attributed his presidency to writing personal thank you notes. He would always ...
Aug 13, 2021

Prospecting Tool That WILL Make You Money Today!

For many, the toughest thing to do in sales is prospecting for new accounts. I have always said that referrals should be the number one prospecting tool. However, sales reps often fail to ask for referrals. I think satisfied clients can wrap up for a ...
Aug 12, 2021

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 11, 2021

Must-Haves For Your Advertising Strategy

In my advertising seminars for business owners, I cover many points in a short period of time. By far, the most asked about section is the one on developing an overall advertising and marketing strategy. Listed below are the tips that I share with business ...
Aug 10, 2021

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 9, 2021

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 6, 2021

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 5, 2021

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 4, 2021

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 3, 2021

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 2, 2021

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, ...
Jul 30, 2021

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 ...
Jul 29, 2021

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 ...
Jul 28, 2021

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 ...
Jul 27, 2021

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 ...
Jul 26, 2021

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 23, 2021

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 ...
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