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.
Apr 9, 2024
It is time for a test. You knew it was coming! Let's review your knowledge of retail terms and phrases along with some other key things you should know as a media sales rep. The answers and grading are at the bottom. No peeking at the answers! 1) ...
Apr 8, 2024
Our mantra at LPG this year is "Focus and Dominate." Focus on the things we can do and do it better than anybody else. Dominate our (your) competition either as a manager, sales rep or business advertiser with focused planning and execution. ...
Apr 5, 2024
The number one objection I hear from media customers is, "I haven't had anyone see or hear my ad." The previous number one objection was, "That's too much money." The media that retailers use for their marketing has shifted ...
Apr 4, 2024
Do you know anybody who would do this without asking you a single question of who, what, or why? Their mission is to find the leader of the Iranian insurgents deep in the heart of Iran that could tip the scales of the nuclear enrichment negotiations ...
Apr 3, 2024
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 ...
Apr 2, 2024
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 ...
Apr 2, 2024
Never overlook recent research as it always can open the door to new questions and insights from current or potential clients. That is exactly the case with the Top 40 Business Trends of 2023 that RAB posted recently with National Chamber of Commerce ...
Mar 29, 2024
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 28, 2024
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 27, 2024
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 26, 2024
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 25, 2024
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 22, 2024
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 21, 2024
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 20, 2024
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 19, 2024
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 18, 2024
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 based on ROI formulas? Or for sales that result from that customer traffic? Since we can't ...
Mar 15, 2024
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 14, 2024
Lets step into the "way-back" machine and review an article from the early 2000's. 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 ...
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