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. 

Mar 27, 2024

Are You Stressed To Kill?

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 You Know Your Sales Reps' SQ?

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

Improve Your New-Hire Success Rate To 80%

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

Second Place Is Not Second Best

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

Filling in the Gap for Sales Managers

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 ...
Mar 20, 2024

Make A Plan To Go "Above And Beyond"

It's vital to execute above and beyond just selling your property especially if you're not in a top 10 market. Most agencies have a hard time accurately tracking results for their clients, so the support you provide when everybody has close to ...
Mar 19, 2024

Do You Really Know Your Number One Goal for 2024?

A general manager we consult was preparing to present his goals to his station's owner. He had identified his number one goal, but he also wanted a number two goal. That year, the station had increased its cash flow by $300,000 over the previous ...
Mar 18, 2024

Taking Your Client Culture Seriously

How much responsibility do we bear when we run a media schedule for a sales client? Are we responsible for customer traffic that the ads are expected to generate based on ROI formulas? Or for sales that result from that customer traffic? Since we can't ...
Mar 15, 2024

Sales Contest Idea Starter

This is an internal sales contest for your sales reps. Your card has 25 squares. Onto each square, write important goals for sales staff members - long-term orders, new business orders with specific dollar amounts, sold specs, increased rates, testimonial ...
Mar 14, 2024

The Rate-Increase Letter That You Can Use Today To Start 2nd Quarter

Lets step into the "way-back" machine and review an article from the early 2000's. There are lessons to be learned about raising rates and taking the sales department out of the equation and approaching the change from a position of strength ...
Mar 13, 2024

I Choose Not To Participate In the Recession

If you pay attention to Jim Cramer, he says we are beyond a correction in the market, he believes the Bull is now a Bear and signaling a recession and inflation. What tactics can be taken to insure your revenue in any market?... Dan Barron , director ...
Mar 12, 2024

Beyond ROI. Sourcing and Taking The Credit For Success From A Radio Case Study!

Part of the problem is that retailers still expect people to come through the door saying they "heard it on the radio." That might work in some cases, but in reality most retailers are sadly disappointed - largely because we in radio have not ...
Mar 11, 2024

Funny Motivational Posters

I found these while browsing google image search. We have all seen the original posters that have some climatic picture ( or not ) with word or two to describe it. The guys over at Despair.com have a collection of shirts and merchandise with a similar ...
Mar 8, 2024

A Simple Tool To Determine The Return On Interactive Investment

Recently we reposted the E.F.S. (Equation For Success) calculator launched several years ago to determine traditional media ROI. Today, we share the second ground-breaking tool that deliveres the same powerful analytics back to businesses that need to ...
Mar 7, 2024

Simple Tool To Determine ROI

A flashback to the launch several years ago of a game-changing tool to gauge traditional media ROI, The Equation For Success or E.F.S. Generator. ...
Mar 6, 2024

Why Can't Sales and Programming Just Get Along?

Successful radio stations balance on a three-legged stool: sales, programming, and promotions/marketing. All three legs have to be intact or the chair falls. Programming and production are an integral combination for getting "rise above the clutter" ...
Mar 5, 2024

Micro-Management Means Mayhem

If you want to micro-manage people, sign up as an aide at Children's World. You're not running a day-care center; you're managing a team of adults. When things go wrong in the sales department, it's usually because we, as SMs, are to ...
Mar 4, 2024

Its All Greek To Me, Do niche formats require niche selling?

Consulting Christian radio and working in Greece with English formats have both provided perspective on selling a niche - at least perceptually - in the minds of the business owner. But is there really a difference? Vasileios Touronis, owner and GM of ...
Mar 1, 2024

Air Force, Ground Force, Make Sales Pop

Why don't we get credit for producing results for our advertisers? Why is it that print, particularly newspaper - a medium that traditionally delivers such a low Return on Investment - keeps taking the lion's share of advertising dollars from ...
Feb 29, 2024

Why Radio's Service Sucks

Almost anyone can get the order the first time. The mark of a great salesperson is to get the re-order. Getting the re-order is in direct proportion to how well you service the account once you get it on the air. Harvard Business School did a survey ...
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