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.
Jul 17, 2026
I started my consulting business, Luce Performance Group, in the summer of 1999. My venture began with a vision of coaching media reps to become the best that they could be in their field. As with any career change, I was taking a risk in starting over. ...
Jul 16, 2026
John Wannamaker, of retail fame, is credited with that jewel of a statement I know that 50 percent of my advertising is wasted, I just dont know which 50 percent. Being a business owner myself, quite frankly, that statement scares the heck out of me ...
Jul 15, 2026
In our crazy deadline-oriented world, we often forget to have some fun. I like to remind the sales managers that I work with that focus follows fun. Creating a fun work environment can be accomplished in various ways. One of the best that I have found ...
Jul 14, 2026
One of the great, compelling aspects of my job is sharing sales success and style with my sales managers. I was a bit shocked when a sales manager asked me to send the best written proposal I have seen lately. I realized that while riding on coaching ...
Jul 13, 2026
Closing a new client is a pinnacle point for the sales rep. It builds confidence, character, and their bottom line. If your sales reps are complaining about gut-wrenching, arm-twisting closing, they are not excelling at the most important aspects in ...
Jul 10, 2026
We are all guilty of it. We sign an annual contract, turn in the order and count the commission in our pockets. As soon as the first ad hits the open market, the competitors will target a fresh prospect which is your new client. If a sales rep does not ...
Jul 8, 2026
In the early morning, when 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, ...
Jul 7, 2026
Objections are an everyday fact of life. They are also a key part of the selling process. Learning to overcome objections should be an ongoing training and roleplaying topic for sales reps of all experience levels. This point is especially true during ...
Jul 6, 2026
Although many sales reps do not want to admit it, they have taken a client for granted at least once. One reps top client is usually someone elses number one prospect. There is a tendency to take our current clients for granted in a rush to procure new ...
Jul 3, 2026
Measuring desire in a salesperson is a question that I have tossed and turned about many times over the years. Before making an investment in a potential sales rep, what characteristics should managers consider? I received the following email regarding ...
Jul 2, 2026
How much time do you actually spend in front of prospects or clients each day? Is it as much as 45 minutes per client? Most of us work eight to nine hours per day. Could one more call be squeezed in per day? The answer in most cases is "yes". ...
Jul 1, 2026
Absolutely yes without a doubt, and I would start by treating them all with dignity and respect. Sales reps are high on the list of the most valuable assets in a business. The sales department is the money generator that keeps the cog in the wheel turning. ...
Jun 30, 2026
I called a sales meeting in the middle of the month. We were behind budget and my people were expecting me to pull out one of the latest video training series. Things were tense. I did pull out a video, but it wasn't the customary training video. ...
Jun 29, 2026
An Alexander Karelin will appear in each of our lives sooner or later in the form of one of life's challenges. These life challenges can be from the minute to the massive. These trials can be anything from a flat tire on the way to see a customer ...
Jun 26, 2026
Sometimes a sale will backfire at the last minute even though it appears that the prospect is signed, sealed and delivered. Other influences can have an impact on the sale. Sales reps have been conditioned to call on people with the right titles: owners, ...
Jun 25, 2026
Let me start by saying there is no doubt that a sales team needs to be fired up versus being fired. If firing someone is the best answer, then something was missed in the recruiting process. Many of the mistakes made in hiring a sales force start with ...
Jun 24, 2026
How much bonding can be done with a client over a PowerPoint presentation even with all the bells and whistles? How stimulating is it for a prospect or client to sit through that Customer Marketing Profile or a seventeen minute closing presentation? ...
Jun 23, 2026
With half the year gone, I like to do an inventory and take out the old and bring in the new which translates to setting goals for the upcoming quarters and the remainder of the year. I have had an affinity for sports since childhood. I often use the ...
Jun 22, 2026
The following is a case study I used for a consultant property in Missouri to identify and assess challenges and opportunities in the sale department. This is a good exercise as you approach mid-year reviews-or anytime you want to maximize your departments ...
Jun 19, 2026
Sean's Note: This article was written back in 2007, add years of sizable growth and you have some serious revenue. Castanet.net has added a Radio station back into the Media property...Soft 103.9. and has offices in Penticton and Vernon plus on-going ...
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