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.
Dec 12, 2025
The two buzzwords for retailers in your USA market are "Return on Investment" (ROI) and -"Measurement". In other words, once you have defined your expectations (which in most cases we fail to do) and objectives, how will you measure ...
Dec 11, 2025
The best thing you can do with your sales reps is to involve them in a group brainstorming session about up-selling target accounts on their lists. Sounds pretty easy right? Just pick out some accounts, put a package together, and pitch them. Wrong! ...
Dec 10, 2025
When's the last time you sold your media and you got the credit for bringing in a new customer to the retailer's business? As a matter of fact, when was the last time you calculated what that new customer is worth to the business? Many readers ...
Dec 9, 2025
In my seminars, the most-requested research information that sales reps need to justify long-term schedules for their clients has been the "Buyer Awareness Cycle," or BAC. First, let me lay some pipe on why this research was initiated and how ...
Dec 8, 2025
Here's a typical scenario involving a sales rep and a new advertiser, let's say a furniture store: The sales rep leans forward, looks the prospect in the eye, and says,"What do you say? Let's do an annual schedule." He hopes the ...
Dec 5, 2025
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 ...
Dec 4, 2025
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 ...
Dec 3, 2025
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 ...
Dec 2, 2025
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 ...
Dec 1, 2025
Paying attention to the latest surveys and studies on audience trends will show some movement as YouTube has taken over Facebook as the most used social network. Pew Research says Facebook and Instagram are not far behind.... And how does that play out ...
Nov 26, 2025
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 25, 2025
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 24, 2025
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 21, 2025
Adam Sandler Song ...
Nov 20, 2025
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 19, 2025
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 18, 2025
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 17, 2025
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 14, 2025
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 ...
Nov 13, 2025
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 ...
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