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.
Sep 5, 2023
Off to the firing squad I go. Yes, I am guilty! I do not write enough thank you notes. A thank you note is so much more than sending a simple acknowledgement. George Bush 41 attributed his presidency to writing personal thank you notes. He would always ...
Sep 1, 2023
Life is too short to let it pass you by. Live your dreams. This one goes out to Vince Flynn. We lost not only a best-selling author, but a fine individual. Vince passed away after two years battling prostate cancer. Vince Flynn was the best-selling, ...
Aug 31, 2023
Out in the field last week, I noticed some moves by a couple of young sales reps that exemplified controlling a sales call from start to finish. On average, once we get into the meat of the sales call, we have about 17 minutes to accomplish our intended ...
Aug 30, 2023
For many, the toughest thing to do in sales is prospecting for new accounts. I have always said that referrals should be the number one prospecting tool. However, sales reps often fail to ask for referrals. I think satisfied clients can wrap up for a ...
Aug 29, 2023
In my advertising seminars for business owners, I cover many points in a short period of time. By far, the most asked about section is the one on developing an overall advertising and marketing strategy. Listed below are the tips that I share with business ...
Aug 28, 2023
It's mind blowing and excruciatingly tough to sell short-term, one-hit-wonder schedules. It's fatiguing and quickly burns out a sales rep. If you're selling short term and you're dealing with more than just agency business, then your ...
Aug 25, 2023
Recently I have spent time with advertisers and marketers in the Canadian north -- the Yukon Territory -- in a city called Whitehorse. Being somewhat of a history buff, it was always one of my dreams to come to where the last great gold rush happened ...
Aug 24, 2023
Recently, on a visit to a media company where I consult, the sales manager and I decided to conduct an interactive sales training with a twist. The goal was in-depth training in several specific areas. The training method that I am about to describe ...
Aug 23, 2023
Sales managers would love to have a video cam in the field with their reps to watch how their stars perform on sales calls. Obviously, we don't have this luxury in media sales like the NFL does on Monday morning when the coaches break down game films ...
Aug 22, 2023
Come on, come on Feel it, feel it Feel the vibration It's such a good vibration It's such a sweet sensation -- Marky Mark and the Funky Bunch Great sales reps have that vibration. They are magnetic and electric. You can feel them when you're ...
Aug 21, 2023
"Never let success go to your head, and never let failure go to your heart." -- Old Chinese proverb I'm not sure about you, for me failure can be not staying in decent shape physically. After some long summer months of road traveling, I ...
Aug 18, 2023
In our field of media sales (outside sales, in most cases), which is very social-friendly, we have to pay attention to the perception we give new prospects and customers after-hours. If you break society’s rules, you easily can sabotage yourself ...
Aug 17, 2023
During some of my motivational speeches and my keynote addresses, I will expound on how important team-building inside companies is with a story about Albrecht Durer. One of my favorite speakers and storytellers that I ever saw in person was Og Mandino, ...
Aug 16, 2023
Here are four different ways to visualize. You can experiment with all of them, although I would pick just the one that makes you feel most comfortable and go with that. From athletes to those in business, visualization is proven as the key to living ...
Aug 15, 2023
Have you heard of the fool in the Middle Ages? The fool was basically a cultural presupposition: every king back then had their fool. In the kingdom, the fool was the only one allowed to make fun of the king. One day in this particular scenario, the ...
Aug 14, 2023
How we speak and act can have a great impact on our leadership style. Your voice is the church bell of your intellect. How you speak when training your sales staff or speaking in public is vital when it comes to leadership. I've been asked many times ...
Aug 11, 2023
Do your sales reps know what they can expect from you, their sales manager? Expectation is a two-way street. We are talking about you leading the way. It's one thing to demand something from your people, it's another thing to let them know what ...
Aug 10, 2023
A rule of thumb as a sales manager is you should know, within about 90 days of hiring a sales rep, if they’re going to work out for you. The exact timeframe varies depending on their sales experience, or their lack thereof. My belief is that with ...
Aug 9, 2023
If you can dream it, you can do it. Always remember that this whole thing was started by a mouse. -- Walt Disney One of the most important tools that the management teams I've worked with have used to build exceptional sales forces by valuing and ...
Aug 8, 2023
Like any other medium, content is king on the Web. You can have the greatest Website in the world, but if you can’t sell it, not much is going to happen except you lose money and maybe take the 10-year wedding march to some unknown destination. ...
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