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. 

Apr 23, 2024

Coaching Sales Reps to Make the Grade

How many sales managers ride in the field with their sales reps on coaching calls? Coaching calls should be the most basic and on-going part of training sales reps. For various reasons, training in the field has gone by the wayside. Since lack of instruction ...
Apr 22, 2024

5 Steps to Becoming a World Class Sales Manager

Sales managers, how should you be spending your time, and what should be your priorities? Here are how and where your priorities should lie. 1. Planning: (20%) The average manager spends too little time thinking about the future. You should have weekly, ...
Apr 19, 2024

How to use Facebook, Email and your phone to land huge accounts!

As a sales rep in today's world, you have never had more technical options to help you do your job....enter social media and the ease of communication from anywhere, anytime. Where would we be without our Cell (Smart) Phones, Email and Facebook? ...
Apr 18, 2024

The One That Shouldn't Be Asked In A Sales Call

Regardless of what media you sell or represent, finding an emotional connection between yourself and the prospect is one of the most demanding aspects of a sales call. If you don't go deep enough, you could skim over the prospect's real needs. ...
Apr 17, 2024

Liquid Fire...Christine De Alba...then there was one

In the summer of 1999, I was setting up my business, Luce Performance Group. I actually started it on March 4, 1999. It started from scratch from nothing. I gave up a huge salary in broadcast management to train and help other sales reps grow and be ...
Apr 16, 2024

How To Define Return On Interactive Investment

In today's measured and sourced world, if advertisers can't attribute their traffic to you, you're going to get cut off the buy by the local business owner. Advertisers want to know what's working, and will quickly discard the media they ...
Apr 15, 2024

Is Selling Internet Really Hard?

During one of my recent seminars for business owners, called "The Shift -- How Online Advertising Can Strengthen Your Media Mix," I pointed out that since 2007-2008, how ad dollars are allocated has been changing, with the Internet grabbing ...
Apr 12, 2024

Never Give Up

Those of you who have attended my seminars know that I tend to show a lot of motivational videos, and especially those of athletes, as business and sports have a great deal in common. Not only does your attitude determine your altitude, being physically ...
Apr 11, 2024

That's Some Sick Prospecting

In the new world vocabulary, or at least in the new English vocab, the word "sick" doesn't relate to being physically ill. Rather, it means something that is totally incredible, unreal, awesome -- something really fantastic. Prospecting ...
Apr 10, 2024

How To Overcome The "Radio Doesn't Work" Objection

The Background Two weeks ago, I made a prospecting call with a sales rep. It was right in the wheelhouse demo of our station, right in the geographical circumference of the stations coverage and the product would be a product (above mid-line specialty ...
Apr 9, 2024

Top 20 Things A Media Sales Rep Should Know Test

It is time for a test. You knew it was coming! Let's review your knowledge of retail terms and phrases along with some other key things you should know as a media sales rep. The answers and grading are at the bottom. No peeking at the answers! 1) ...
Apr 8, 2024

LPG Mantra...Focus & Dominate

Our mantra at LPG this year is "Focus and Dominate." Focus on the things we can do and do it better than anybody else. Dominate our (your) competition either as a manager, sales rep or business advertiser with focused planning and execution. ...
Apr 5, 2024

No One Sees Or Hears My Ad

The number one objection I hear from media customers is, "I haven't had anyone see or hear my ad." The previous number one objection was, "That's too much money." The media that retailers use for their marketing has shifted ...
Apr 4, 2024

Who Is Your Rowan?

Do you know anybody who would do this without asking you a single question of who, what, or why? Their mission is to find the leader of the Iranian insurgents deep in the heart of Iran that could tip the scales of the nuclear enrichment negotiations ...
Apr 3, 2024

Beyond The Crux!

Do you ever feel like quitting? It's natural to feel that way sometimes. Especially in sales. It's the end of the year and maybe you feel like you've run a marathon and you're at mile 19 or 20, which I think is the mile they say you have ...
Apr 2, 2024

Top Business Trends

Never overlook recent research as it always can open the door to new questions and insights from current or potential clients. That is exactly the case with the Top 40 Business Trends of 2023 that RAB posted recently with National Chamber of Commerce ...
Apr 2, 2024

Less Words, More Love

In keeping with my annual time-honored principle of writing a "less is more" article, I throw this one up for you. In their book, Leaders , Warren Bennis and Burt Nanus describe two distinguishing characteristics of top leaders. No. 1, "They ...
Apr 1, 2024

40 tips to close more sales

Mar 29, 2024

Avoiding The 8 Sins of Media Sales

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 ...
Mar 28, 2024

Just Say No To Bad Sales Tactics

Listed below are the still-too-common mistakes made by sales reps that I work with around the world. This list can serve as a reminder for veteran sales reps and an initiation for new hires. Sales managers can cover this material in their next sales ...
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