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.
Nov 20, 2024
There is one question that, by federal law, a nurse must ask a patient upon entering the emergency ward at the hospital. Take a guess: Do you have insurance? Where does it hurt? Who is your closest relative? Nice try, but the question that must, by ...
Nov 19, 2024
You say that you have never taken a client for granted. I wouldn't bet on that. Your No. 1 client is usually someone else's No. 1 prospect. Too many times, in a rush to procure new business and sign up prospects, we have a tendency to take our ...
Nov 18, 2024
On a recent trip in the field with a sales rep in Atlanta, we were in the middle of an information/problem-gathering first call. The prospect was a satellite sales and service retailer who sold and installed satellites as well as programming. We asked ...
Nov 15, 2024
Chris Farley (Interview) ...
Nov 14, 2024
One tool every manager should include in his or her sales arsenal is the client testimonial. During my first market trip to Greece for consulting an LPG client in April, my final task for the sales department was to have them put together some video ...
Nov 13, 2024
As those of you who follow American football know, the quarterback sack during a football game is when the quarterback (the on-field leader) is tackled by the opposing team behind the line of scrimmage. This usually occurs because of a breakdown when ...
Nov 12, 2024
LPG Research has compiled the Buyer Awareness Cycle Top 40 PRODUCT/SERVICE TIME/MONTHS Aesthetic Enhancements (Major) 7.3 Appliances (Over $500) 3.2 Auto New Domestic 4.1 Auto New Foreign 4.4 Auto Used Domestic 2.2 Auto Used Foreign 2.9 Bedding (New ...
Nov 11, 2024
It takes about 11 hours in the air to travel from the Dominican Republic to Thessaloniki in northern Greece. I made the trip to assist a radio station client there, and this is another installment on how that task was accomplished. 10 a.m.,Wednesday ...
Nov 8, 2024
Adam Sandler Song ...
Nov 7, 2024
For most sales reps, phoning for appointments is Maalox time at the heartburn corral. Because 95 percent of radio and TV sales reps don't do any research before they pick up the phone, they're behind the 8 ball to start with. In both radio and ...
Nov 6, 2024
In the early morning, most sales departments are abuzz with reps on the phone setting up appointments with prospects. I often hear the proverbial, "I'd like to come over and talk to you about advertising." Inevitably, I also hear, "We ...
Nov 5, 2024
What happens when a prospect rejects your proposal for reasons that make absolutely no sense? Maybe you've heard some of the reasons why they won't buy your station: - I hated the guy (company) that owned your station four years ago. - My competitor ...
Nov 4, 2024
Have you ever wondered why you were cut from the sale at the last minute when you thought you had the prospect signed, sealed and delivered to the traffic department? Other influences might have an impact on the sale. We have been conditioned to call ...
Nov 1, 2024
I'm probably the only person in America who hasn't seen a full episode of "Duck Dynasty." Little did I know I would be right smack in the middle of a full day of Duck Dynasty-style team-building in the Ozarks a few years ago. Before ...
Oct 31, 2024
Who manages your sales reps? account lists? Your prospects and customers or your sales reps? The most common complaint I hear from sales managers across the country is, "How can I get my sales reps to see more people?" Not only do they need ...
Oct 30, 2024
Spotting the 20% who Sell the 80% PROFILEXTSALES TM , Let's examine the special qualities of the ProfileXTSales TM assessment. Salespeople work in an increasingly competitive pressure cooker. It's no wonder that 38 percent of salespeople say ...
Oct 29, 2024
In the old days getting the top spot on google could be bought, and I am not talking about CPC ads. I am talking about paying a so called SEO Expert to use every blackhat trick in the book to push your site to the top of google. However today Google ...
Oct 28, 2024
Facebook dominates the web. Rather than quoting some large numbers ( their traffic ), I want to instead focus on why Facebook dominates the web. Just spending a few minutes on Facebook you start to see the genius in how its laid out. It is built to ensure ...
Oct 25, 2024
What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: “This time it will be ...
Oct 24, 2024
A look back at the 7 steps to an opening call...James Bond-style. Severin: Would you mind if I ask you a business question? Bond: Depends on the question. Severin: It has to do with death. Bond: A subject in which you're well-versed. Severin: And ...
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