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.
Jun 18, 2026
After a recent article on "Listening." I was asked for the 10 questions on my Daily Management Test - if everyone on a Media staff did these 10 things, we would have an unstoppable force and all elevate ourselves on a daily basis so this isn't ...
Jun 17, 2026
During a recent keynote address to business owners, I posed a question that has been asked many times over the years. Which is more important in advertising, the frequency or the message? The majority of hands were raised for the message. Surprisingly, ...
Jun 16, 2026
We work way too hard in media sales: making 20 prospect calls a day to secure just four appointments -- a typical, industry-wide 20 percent closing ratio. That's a tough way to make a living. To make your life a little easier -- and more profitable ...
Jun 15, 2026
Since Luce Performance Group works with Broadcast and Traditional Media as well as Digital and Social integrated platforms or even Digital Pure Play's, having research on schedules that work across media channels is invaluable. I know of 2 Digital ...
Jun 12, 2026
Listen, do you want to know a secret? You'll never know how much I really love you. You'll never know how much I really care Listen, do you want to know a secret. Do you promise not to tell, whoa, oo. Closer, let me whisper in your ear Say the ...
Jun 11, 2026
My previous article entitled: Ten Reasons I failed as a Sales Manager received an interesting question from one of Radio Inks readers. Before I respond to the question, let me state that I made all of those mistakes as a sales manager. The key is to ...
Jun 10, 2026
Let's revisit the Christopher Columbus School of Management. The mantra is:"You don't know where you're going when you leave, you don't know where you are once you get there, and you don't know where you've been once you ...
Jun 9, 2026
Bo Pelini, the head football coach at the University of Nebraska, is a member of a very select group who coached a Super Bowl winning team and a BCS National Championship team. You could say he knows what it takes to be a champion. At a recent Peak Advisor ...
Jun 8, 2026
Having superior tools that deliver superior results is something that every media property should be in the business of pursuing. Being the only seller of a tactic or tool really puts the differentiation notch on your property and helps everyone on the ...
Jun 5, 2026
Are you a micromanager of people? By all means, please sign up as an aide at Children's World. Although some days may seem like Children's World, sales managers are supposed to be supervising adults, not kids at a daycare center. When something ...
Jun 4, 2026
I recently had something hit me like a smack in the head -- metaphorically speaking. It was in the form of a client reminder and a question. I was on a rather important customer marketing profile call (a.k.a. a CMP). I was delving deep inside the client's ...
Jun 3, 2026
Sales Managers I work with complete a weekly questionnaire. In addition, they forecast 3 month rolling projections for their sales staff. The recaps give me a chance to prepare for weekly conference calls that keep the consultant and management on the ...
Jun 2, 2026
Several years ago, I was on a call with several key decision makers from Pepsi. During the luncheon, I ordered a Coke. One of the most utterly stupid moments in my sales career was ordering that Coke. I try to limit those "stupid moments" to ...
Jun 1, 2026
So many impressions and messages....does the creative matter any more? According to new research from Cumulus/Westwood One, it is something that most marketers underestimate and they really shouldn't.... " How would you answer? What percent ...
May 29, 2026
We all need to get out of our comfort zone occasionally. I stepped out of my comfort zone on a trip to Atlantic City. I attended the World Congress on Disabilities to see how I might be able to give back to some people truly in need. However, the end ...
May 28, 2026
On a recent consulting trip to the Ozarks, I rode shotgun on sales calls with Brad Trail who is one of our top performers. Brad is the leading producer for the Ozark Horse Trader (ozarkhorsetrader.com), a weekly shopper of unusual market dominance. Brad ...
May 27, 2026
How important is Top Of Mind Awareness? Consider the research from Cumulus/Westwood One that highlights a Missouri Hardware Store and their evolution from trying to sway 5% of any advertising audience to swaying 95% of the audience with long-term tactics. ...
May 26, 2026
Are you a student of the sales game? When I first started my career, I believed that the sum of sales boiled down to three elements: 1. Qualifying prospects; 2. Determining the prospects' needs; 3. Influencing prospects to spend money on my product ...
May 22, 2026
A Perfect Sales Call. Never Give Up. by Sean Luce In todays world of media, there are more sales reps selling various forms of media than ever before. The Internet world has added at least twice the number of reps we saw 10 years ago, either calling ...
May 21, 2026
I attended Convergence 13 in Santa Clara, California. It seems like yesterday I had my then-less-than one-year-old son, Henry in the very same auditorium 13 years ago. That was 1999. In radio, we were Prince and partying like it was 1999 -- and going ...
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