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.
Oct 7, 2026
Don't think for a minute that forecasting/projections in not an art. Some managers spend their entire careers (and some have short ones) trying to correctly project their revenue - not only today, but also over a three-month period several months ...
Oct 6, 2026
In my advertising seminars for business owners, I cover many points in a short period of time. By far, the most asked about section is the one on developing an overall advertising and marketing strategy. Listed below are the tips that I share with business ...
Oct 5, 2026
It's mind blowing and excruciatingly tough to sell short-term, one-hit-wonder schedules. It's fatiguing and quickly burns out a sales rep. If you're selling short term and you're dealing with more than just agency business, then your ...
Oct 1, 2026
Recently I have spent time with advertisers and marketers in the Canadian north -- the Yukon Territory -- in a city called Whitehorse. Being somewhat of a history buff, it was always one of my dreams to come to where the last great gold rush happened ...
Sep 30, 2026
In our field of media sales (outside sales, in most cases), which is very social-friendly, we have to pay attention to the perception we give new prospects and customers after-hours. If you break society’s rules, you easily can sabotage yourself ...
Sep 29, 2026
Recently, on a visit to a media company where I consult, the sales manager and I decided to conduct an interactive sales training with a twist. The goal was in-depth training in several specific areas. The training method that I am about to describe ...
Sep 28, 2026
Come on, come on Feel it, feel it Feel the vibration It's such a good vibration It's such a sweet sensation -- Marky Mark and the Funky Bunch Great sales reps have that vibration. They are magnetic and electric. You can feel them when you're ...
Sep 25, 2026
Remember the Titans - The Run at Gettysburg ...
Sep 24, 2026
"Never let success go to your head, and never let failure go to your heart." -- Old Chinese proverb I'm not sure about you, for me failure can be not staying in decent shape physically. After some long summer months of road traveling, I ...
Sep 23, 2026
Sales managers would love to have a video cam in the field with their reps to watch how their stars perform on sales calls. Obviously, we don't have this luxury in media sales like the NFL does on Monday morning when the coaches break down game films ...
Sep 22, 2026
During some of my motivational speeches and my keynote addresses, I will expound on how important team-building inside companies is with a story about Albrecht Durer. One of my favorite speakers and storytellers that I ever saw in person was Og Mandino, ...
Sep 21, 2026
Here are four different ways to visualize. You can experiment with all of them, although I would pick just the one that makes you feel most comfortable and go with that. From athletes to those in business, visualization is proven as the key to living ...
Sep 18, 2026
We are Marshall (New Game Plan) ...
Sep 17, 2026
How we speak and act can have a great impact on our leadership style. Your voice is the church bell of your intellect. How you speak when training your sales staff or speaking in public is vital when it comes to leadership. I've been asked many times ...
Sep 16, 2026
Have you heard of the fool in the Middle Ages? The fool was basically a cultural presupposition: every king back then had their fool. In the kingdom, the fool was the only one allowed to make fun of the king. One day in this particular scenario, the ...
Sep 15, 2026
Do your sales reps know what they can expect from you, their sales manager? Expectation is a two-way street. We are talking about you leading the way. It's one thing to demand something from your people, it's another thing to let them know what ...
Sep 14, 2026
A rule of thumb as a sales manager is you should know, within about 90 days of hiring a sales rep, if they’re going to work out for you. The exact timeframe varies depending on their sales experience, or their lack thereof. My belief is that with ...
Sep 11, 2026
Click Here to Upgrade your Flash Player Along Came Polly ...
Sep 10, 2026
If you can dream it, you can do it. Always remember that this whole thing was started by a mouse. -- Walt Disney One of the most important tools that the management teams I've worked with have used to build exceptional sales forces by valuing and ...
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