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 20, 2025
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 19, 2025
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 16, 2025
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 15, 2025
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 ...
May 14, 2025
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 ...
May 13, 2025
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, ...
May 12, 2025
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 ...
May 9, 2025
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 ...
May 8, 2025
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 ...
May 7, 2025
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 ...
May 6, 2025
Let's begin with a definition: A mid-year review (MYR) is an account-by-account breakout of each salesperson's account list. It is the second X-ray of accounts that should be done by a sales manager in a 12-month period. The first, of course, ...
May 5, 2025
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, ...
May 2, 2025
As a sales rep in today's world, you have never had more technical options to help you do your job....enter social media and the ease of communication from anywhere, anytime. Where would we be without our Cell (Smart) Phones, Email and Facebook? ...
May 1, 2025
Regardless of what media you sell or represent, finding an emotional connection between yourself and the prospect is one of the most demanding aspects of a sales call. If you don't go deep enough, you could skim over the prospect's real needs. ...
Apr 30, 2025
In the summer of 1999, I was setting up my business, Luce Performance Group. I actually started it on March 4, 1999. It started from scratch from nothing. I gave up a huge salary in broadcast management to train and help other sales reps grow and be ...
Apr 29, 2025
In today's measured and sourced world, if advertisers can't attribute their traffic to you, you're going to get cut off the buy by the local business owner. Advertisers want to know what's working, and will quickly discard the media they ...
Apr 28, 2025
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 ...
Apr 25, 2025
Those of you who have attended my seminars know that I tend to show a lot of motivational videos, and especially those of athletes, as business and sports have a great deal in common. Not only does your attitude determine your altitude, being physically ...
Apr 24, 2025
In the new world vocabulary, or at least in the new English vocab, the word "sick" doesn't relate to being physically ill. Rather, it means something that is totally incredible, unreal, awesome -- something really fantastic. Prospecting ...
Apr 23, 2025
The Background Two weeks ago, I made a prospecting call with a sales rep. It was right in the wheelhouse demo of our station, right in the geographical circumference of the stations coverage and the product would be a product (above mid-line specialty ...
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