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.
Jan 9, 2026
A few weeks ago, I was interviewing a prospective sales rep for one of my clients in a market with a population well over 250,000. The rep, who had been working at another station in the market for about eight months, said her training consisted of watching ...
Jan 8, 2026
Media is an industry where stress is prevalent, and the highs and lows associated with Media sales come fast and furious. So what do you do when energy and performance wane? Here are seven ways to avoid burnout. 1 Take a Nap! That's right, take a ...
Jan 7, 2026
Imagine coming to work tomorrow morning and looking at the smoldering remains of what used to be your Media Property. Your desk and everything in it, toasted. Your computer and all the backups, singed. Nothing left; all documentation of your accounts ...
Jan 6, 2026
You are about to have the most important meeting of the year - and it's not one of your sales meetings. It's called the "2026 Strategic Budget Planner." You should block out at least a full morning or afternoon for each of your reps. ...
Jan 5, 2026
Buzzing across the fax or downloaded from e-mail each Friday is a copy of the "Sales Managers Weekly Recap" form from Radio and television sales managers with whom I consult. Each week, these sales managers ask (and answer) a few questions ...
Jan 2, 2026
The following e-mail came a few days ago in reference to a project we designed in Houston at the LPG offices early this summer. It has now been field-tested in three countries, and here is one of the many success stories that are swarming in: "I ...
Dec 31, 2025
Has this ever happened to you? You just took over someone's active on-air account at the Radio station and have just been handed the "Clients" folder. You open it to examine the contents and find only old orders dating back five years, ...
Dec 30, 2025
If you have questions about hitting goals and solid numbers to hit at various points in the month, this makes it very clear what needs to be done. Date Month In One Month Out Two Months Out 1st going in a Minimum 80% 45% --- 7th/8th 90% 55% --- 15th ...
Dec 29, 2025
Let's suppose you have inherited a group of young (six months or less) sales reps as a result of the consolidation epidemic. Or, you have to build a staff of entirely new sales reps who have no Radio experience. Your job is to get them selling immediately ...
Dec 26, 2025
You've spent many moons developing a relationship with a buyer who has paid your freight and become one of your best accounts. Now this person is on to bigger and better things. You should be able to make the transition from one buyer to the next ...
Dec 24, 2025
Who hasn't heard the advertisers' great debate: Which is more important: the frequency or the message? Both are vital, but I have to side with the message in the commercials. If you run a message that says, "Tell us you heard this commercial ...
Dec 23, 2025
Executing sales promotions can be like pulling teeth - painful. The key to effective sales promotions is to make sure they are simple and easy to execute. Sales and NTR promotions should have four elements: - Consumer Strategy : Specific action for listeners; ...
Dec 22, 2025
How much bonding can you do during a PowerPoint presentation with all the bells and whistles? How stimulating is it for a prospect or client to sit through that 17-minute Customer Market Profile or closing presentation? Yes, you can add sizzle to the ...
Dec 19, 2025
How far will you go to show prospects that you will work for them? Here are three sizzling moves, regardless of your market. 1) Dry Ice : In your briefcase, have some pieces of dry ice and a small container of water. Open the briefcase toward you, and ...
Dec 18, 2025
Can you guarantee the response your advertisers will get on your Media property? This question has been pondered for years and continues to be a hot topic for discussion. The two buzzwords (or phrases) for advertisers are: 1) Return on Investment and ...
Dec 17, 2025
I spent this week where the rubber meets the road-literally-with car dealers in Atlanta, Georgia. In front of Dodge, Saturn and other domestic and foreign dealers. Rising gas prices are taking its toll on car sales and also on media sales, especially ...
Dec 16, 2025
Several years ago, I remember attending industry conferences and hearing about the importance of being able to measure "return on investment" (ROI). Today, we're hearing the same thing, although it's known as an -equation for success. ...
Dec 15, 2025
At a recent seminar, a sales associate at a radio station in Hagerstown, MD, asked me to provide some information on the concepts of "share of voice" and "share of mind." Consider this: two dogs are howling. Fido has a pitch that ...
Dec 12, 2025
The two buzzwords for retailers in your USA market are "Return on Investment" (ROI) and -"Measurement". In other words, once you have defined your expectations (which in most cases we fail to do) and objectives, how will you measure ...
Dec 11, 2025
The best thing you can do with your sales reps is to involve them in a group brainstorming session about up-selling target accounts on their lists. Sounds pretty easy right? Just pick out some accounts, put a package together, and pitch them. Wrong! ...
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