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 9, 2026
ARE YOU HIRING RUSSIAN DOLLS Is there a magic-bullet question for hiring super-talented salespeople? What do you look for to get fire-breathing, don't-take-no-for-an-answer overachievers? David Ogilvy, advertising guru and founder of the advertising ...
Mar 6, 2026
Ever want to know how long it takes a person to consider a product or service for purchase? Consumers were interviewed by Prophet Research as they completed purchases at each of these verticals and identified how long the Buyers Awareness Cycle was on ...
Mar 5, 2026
Here are five ways to increase your revenue, no matter what the Economy does. 1. Sales Trainees For Prospecting : Hire a few entry-level salespeople to generate and qualify leads for your top people. Give the leads to your top people, who will do the ...
Mar 4, 2026
Here are three sales meeting ideas that'll jazz up your meetings and pump up your team. 1) I'll Build On That : Objective is to have your AEs see where the holes might be in their Customer Needs Analysis. Have AEs bring their first-call database ...
Mar 3, 2026
Do you have to be a human put-down machine to get things done? No! It's the take-charge, no-nonsense managers - who demand respect and get the best from their people, no matter the cost to the human ego - who ultimately have a positive effect on ...
Mar 2, 2026
Recently, I sat in on the Dawson McAllister Live call-in advice show, listening to teenagers and young adults telling their stories and asking for help. I felt many emotions that Sunday night, and left the studio a different person than the one who walked ...
Feb 27, 2026
it's appropriate to write an article that includes the ingredients that the most successful leaders demonstrate every day - Here's my list of the 10 components that make great leaders: 1) Slow to Hire, Quick to Fire:The top three things a manager ...
Feb 26, 2026
Your sales meetings don't have to be a Mary Kay Cosmetics revival, yet the sales-meeting atmosphere determines whether your reps gain value for time spent in this important meeting. Boost the value with these hints: 1) Structure : The amount of preparation ...
Feb 25, 2026
Central Oregon, a sportsman's paradise, is a great place to visit. Running a sales department here in Bend is highly competitive. After 40 hours of mid-year reviews, the sales manager, sales reps, and I have one more day of matching account-by-account ...
Feb 24, 2026
Look at almost any media property in the U.S., and you'll find two common types of sales contest. One of them is an overall staff contest, wherein the entire sales team hits a certain monetary quota for a specific quarter or a month and collectively ...
Feb 23, 2026
Inventory management, motivation, hiring, account management, in-field coaching - these are just a few of the job functions of today's sales manager.Which is most critical for the sales manager to master? Without question, it's in-field coaching.This ...
Feb 20, 2026
I have received many e-mails from managers across the country to say that putting up the "leader board" in the sales bullpen is rather harsh and condescending. My response? Don't forget that we are in sales, and as managers,we're not ...
Feb 19, 2026
The 4 Stages of The BAC / Pre-Purchase Experience Stage 1 Stage 2 Stage 3 Stage 4 Prospect Goal Become Aware of Product / Service Get Familar with Product / Service Feel Relevant Connections to Product or Service Feel Confident in a few Choices / Businesses ...
Feb 18, 2026
The days are over when fear was a driving motivator. Fear might work for shortterm gain, but in the long run, fear drives people out the door. The new adage for today's corporate climate should be "focus follows fun." What can you do at ...
Feb 17, 2026
Selling to someone with a massive ego can be one of the easiest sales to make. It can also be one of the hardest when a little mistake or infringement wrecks havoc with your chances of selling this person. The bigger the ego, the more fragile the psyche. ...
Feb 16, 2026
One degree makes a big difference. Water is hot at 211 degrees. But at 212 degrees it boils, and boiling water generates steam, and that steam can power a locomotive. A while ago, I sent the sales managers we consult the clip for 212. You can view the ...
Feb 13, 2026
During the past 20 months I have had the chance to experience the Grecian work environment. The Greeks are known for partying hard (see My Big Fat Greek Wedding) and working a balanced schedule. On my travels abroad, I hear many complaints from Europeans ...
Feb 12, 2026
During a recent European trip, I noticed that the influence of Alexander the Great is still felt this day in Europe and Asia - some 2400 years after his death. There's been a resurgence of interest in Alexander because of the new film Alexander. ...
Feb 11, 2026
Your Number One job priority as a manager is to make your boss look good. Your boss' agenda always comes first. When I ask managers their most important job as a sales manager or general manager, the answer is always: "Take care of my customers, ...
Feb 10, 2026
It's been approximately 40 years since marketing professor (and subsequent guru) Dr. Philip Kotler conceptualized the four Ps of marketing: product, price, place, and promotion. When I work with sales reps, I stress that when advertising campaigns ...
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