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Blogs, Editorials, Knowledge, Research
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.
Mar 22, 2023
Make A Plan To Go "Above And Beyond"
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 21, 2023
Do You Really Know Your Number One Goal for 2023?
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 20, 2023
Taking Your Client Culture Seriously
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 17, 2023
Sales Contest Idea Starter
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 16, 2023
The Rate-Increase Letter That You Can Use Today To Start 2nd Quarter
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 ...
Mar 15, 2023
I Choose Not To Participate In the Recession
If you pay attention to Jim Cramer, he says we are beyond a correction in the market, he believes the Bull is now a Bear and signaling a recession and inflation. What tactics can be taken to insure your revenue in any market?... Dan Barron , director ...
Mar 14, 2023
Beyond ROI. Sourcing and Taking The Credit For Success From A Radio Case Study!
Part of the problem is that retailers still expect people to come through the door saying they "heard it on the radio." That might work in some cases, but in reality most retailers are sadly disappointed - largely because we in radio have not ...
Mar 13, 2023
A Simple Tool To Determine The Return On Interactive Investment
Recently we reposted the E.F.S. (Equation For Success) calculator launched several years ago to determine traditional media ROI. Today, we share the second ground-breaking tool that deliveres the same powerful analytics back to businesses that need to ...
Mar 10, 2023
Simple Tool To Determine ROI
A flashback to the launch several years ago of a game-changing tool to gauge traditional media ROI, The Equation For Success or E.F.S. Generator. ...
Mar 9, 2023
Funny Motivational Posters
I found these while browsing google image search. We have all seen the original posters that have some climatic picture ( or not ) with word or two to describe it. The guys over at Despair.com have a collection of shirts and merchandise with a similar ...
Mar 8, 2023
Why Can't Sales and Programming Just Get Along?
Successful radio stations balance on a three-legged stool: sales, programming, and promotions/marketing. All three legs have to be intact or the chair falls. Programming and production are an integral combination for getting "rise above the clutter" ...
Mar 7, 2023
Its All Greek To Me, Do niche formats require niche selling?
Consulting Christian radio and working in Greece with English formats have both provided perspective on selling a niche - at least perceptually - in the minds of the business owner. But is there really a difference? Vasileios Touronis, owner and GM of ...
Mar 6, 2023
Micro-Management Means Mayhem
If you want to micro-manage people, sign up as an aide at Children's World. You're not running a day-care center; you're managing a team of adults. When things go wrong in the sales department, it's usually because we, as SMs, are to ...
Mar 3, 2023
Air Force, Ground Force, Make Sales Pop
Why don't we get credit for producing results for our advertisers? Why is it that print, particularly newspaper - a medium that traditionally delivers such a low Return on Investment - keeps taking the lion's share of advertising dollars from ...
Mar 2, 2023
Why Radio's Service Sucks
Almost anyone can get the order the first time. The mark of a great salesperson is to get the re-order. Getting the re-order is in direct proportion to how well you service the account once you get it on the air. Harvard Business School did a survey ...
Mar 1, 2023
Battling Complacency with A Tough Love Case Study From Radio
Are your salespeople getting too complacent in their jobs? Are they showing up late for staff meetings, leaving the station early, not pushing for new clients, dressing sloppily, or simply submitting paperwork late? If the answer is 'yes' - or ...
Feb 28, 2023
How to fill Your Sales-Rep Pipeline
Throughout my travels - and this applies more to the U.S. than New Zealand, Europe and Canada - the toughest job for a sales manager today is finding qualified sales reps. In that statement, however, lies the problem, as "finding" poses a critical ...
Feb 27, 2023
8 Sins Of Selling Media
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 ...
Feb 24, 2023
Black Belt Laws For Life, 4 simple steps to reach success
When I decided to leave a relatively lucrative sales manager's position and go full time on the speaking circuit, I went on an 18-city tour sponsored by Radio Ink magazine in the first quarter of 2000. Ads had run in all radio publications announcing ...
Feb 23, 2023
