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 16, 2024
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
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
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
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
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
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
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
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
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
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
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
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 ...
Mar 29, 2024
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
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 ...
Mar 27, 2024
A highly respected sales manager, who led his team to some outstanding years, recently came apart at the seams. This year, he missed only one monthly sales goal and was over his annual pacing budget; but in just six short months, he put on 80 pounds ...
Mar 26, 2024
Do your sales reps really know your competition? Do your sales reps know their own product? My everyday experience in the field tells me that media account executives hardly know their own medium, let alone the media we consider our competition. In fact, ...
Mar 25, 2024
A friend of mine always told me that hiring potential super stars is much like dating.You can interview (or date) someone for the next six months, but until the day you hire him or her and the person starts working in your office (the day your date eventually ...
Mar 22, 2024
I arrived in Thessaloniki, Greece for a market trip on Sunday, Sept. 3. Two days earlier, the Greek National Basketball team had defeated the Americans in the FIBA World Championships in Japan, and needed to play one more game for the championship. Their ...
Mar 21, 2024
Sales managers benefit from a 360-degree review How would you rate yourself as a manager in the following critical areas of sales management? Communication Leadership Adaptability Personal Development Development of Others Production Task Management ...
≡
