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.
Jul 26, 2024
Tommy Boy (Sales) ...
Jul 25, 2024
A reader sent over a message this week and asked: How can I stay motivated? Not easy. Running 100 miles per hour every day is tough at your job. We all need to find some balance in life. Maybe you have been in sales all of your career and sometimes you ...
Jul 24, 2024
Have you ever heard someone say, or maybe even you have made the comment, “I’m stressed out.” Or, “There’s a lot of pressure to get that sale.” Is stress and pressure really real? We all go through tough cycles in ...
Jul 23, 2024
Doing what you fear is easier said than done, I promise you. How many of us really take on the thing we fear the most and conquer it or continually challenge it until we overcome that fear? The sales profession has a graveyard of people who couldn’t ...
Jul 22, 2024
Just in case you forget -- and we forget about 99 percent of what we encounter daily -- here are my Top 40 Points for Sales Success, which I believe can lead to selling more every day. They are not easy to follow, and I have struggled with them many ...
Jul 19, 2024
Facing the Giants (The Death Crawl) ...
Jul 18, 2024
Here is a quick check on how you manage your time. It was prepared from ideas collected from many salespeople who realize the importance of good time management. It’s made up of “yes” or “no” statements. Review each “no” ...
Jul 17, 2024
During one of my recent seminars for business owners, called "The Shift -- How Online Advertising Can Strengthen Your Media Mix," I pointed out that since 2007-2008, how ad dollars are allocated has been changing, with the Internet grabbing ...
Jul 16, 2024
According to research from "Advertising Age" magazine, back in 2013, a typical consumer encountered between 254 and 5,000 advertising messages per day in one form or another. That number includes signage on cars, t-shirts, radio, TV, newspapers, ...
Jul 15, 2024
I have noticed some common threads in my travels, and I wanted to share some of those observations. 1. Referrals. Why won't media reps ask for referrals? I cannot figure it out. Media reps know that they should be asking for them, but they just will ...
Jul 12, 2024
Planes, Trains & Automobiles ...
Jul 11, 2024
At Luce Performance Group, we continue to give out awards that recognize top performances in several categories from the various media companies that we consult. I remember one night when we gave out our awards tied to the Radio Advertising Bureau's ...
Jul 10, 2024
James Allen had a quote that I've always loved, "You will become as small as your controlling desire; or as great as your dominant aspirations." After finishing a speaking engagement in Los Angeles, I was having dinner at Casa Vega restaurant ...
Jul 9, 2024
A few years ago, after giving a speech in Dallas, I ran across some interesting words inscribed on a plaque at one of Dallas’ famous downtown pubs. The words, were simple, yet succinct: “Entertainment is education, education is entertainment, ...
Jul 8, 2024
As a boy, I used to play Stratego, a two-person, war-type board game. The object was to uncover the opponents flag before yours was found. Whenever a confrontation occurred between one of your pieces and one of your opponents, the hidden number behind ...
Jul 5, 2024
If you invested approximately 1,820 hours over five years to earn a black belt just to break into sales management, would you have been a better sales manager when you took over your first sales department? Most probably we all would have. Thats what ...
Jul 3, 2024
The No. 1 buzzword (okay, buzz phrase) for retailers is return on investment. Media salespeople are discovering that one way to quantify and qualify their clients' objectives is to use the ROI formula. Here are a few reasons you should use ROI calculations ...
Jul 2, 2024
Selling to someone with a massive ego can be one of the easiest sales to close, or it can be one of the most difficult. Making a little mistake or infringement to this personality type can wreak havoc with your chances of selling. A large ego creates ...
Jul 1, 2024
What makes a new prospect want to meet with you? Even sales veterans have a tough time establishing a reason why a prospect should meet with them, but a well-rehearsed credibility statement will provide that information in a succinct, effective manner. ...
Jun 28, 2024
Yes, we always finish on time during my seminars. The flipside of that is sometimes we don't get to cover all the material in the handouts. Below are pages 33 and 34 (the last pages) of my sales and/or advertiser seminars. They're probably the ...
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