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.
May 17, 2024
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 16, 2024
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 15, 2024
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 14, 2024
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 ...
May 13, 2024
Listen, do you want to know a secret? You'll never know how much I really love you. You'll never know how much I really care Listen, do you want to know a secret. Do you promise not to tell, whoa, oo. Closer, let me whisper in your ear Say the ...
May 10, 2024
Sean's Note: This article was written back in 2007, add years of sizable growth and you have some serious revenue. Castanet.net has added a Radio station back into the Media property...Soft 103.9. and has offices in Penticton and Vernon plus on-going ...
May 9, 2024
My previous article entitled: Ten Reasons I failed as a Sales Manager received an interesting question from one of Radio Inks readers. Before I respond to the question, let me state that I made all of those mistakes as a sales manager. The key is to ...
May 8, 2024
Let's revisit the Christopher Columbus School of Management. The mantra is:"You don't know where you're going when you leave, you don't know where you are once you get there, and you don't know where you've been once you ...
May 7, 2024
Bo Pelini, the head football coach at the University of Nebraska, is a member of a very select group who coached a Super Bowl winning team and a BCS National Championship team. You could say he knows what it takes to be a champion. At a recent Peak Advisor ...
May 6, 2024
Are you a micromanager of people? By all means, please sign up as an aide at Children's World. Although some days may seem like Children's World, sales managers are supposed to be supervising adults, not kids at a daycare center. When something ...
May 3, 2024
I recently had something hit me like a smack in the head -- metaphorically speaking. It was in the form of a client reminder and a question. I was on a rather important customer marketing profile call (a.k.a. a CMP). I was delving deep inside the client's ...
May 2, 2024
Sales Managers I work with complete a weekly questionnaire. In addition, they forecast 3 month rolling projections for their sales staff. The recaps give me a chance to prepare for weekly conference calls that keep the consultant and management on the ...
May 1, 2024
Several years ago, I was on a call with several key decision makers from Pepsi. During the luncheon, I ordered a Coke. One of the most utterly stupid moments in my sales career was ordering that Coke. I try to limit those "stupid moments" to ...
Apr 30, 2024
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 (ozarkhorsetrader.com), a weekly shopper of unusual market dominance. Brad ...
Apr 29, 2024
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 26, 2024
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 25, 2024
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 24, 2024
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 23, 2024
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 22, 2024
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, ...
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