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.
Oct 23, 2024
There is a difference between traffic, and the perception of traffic. Note this article was originally posted before Facebook deleted the "likes" from a page and focussed on "followers" The premise remains that it is important to ...
Oct 22, 2024
There are tons of ways to increase the traffic to your website, though many people look for the get rich quick schemes that will yield them lots of traffic with little effort. Let me take the time to debunk these myths and show you the right and only ...
Oct 21, 2024
This happened recently with one of our properties with the Luce Performance Group. Scott appeared to be a great account executive. At first glance he was dynamite! He wouldn’t sit still. He kept talking about all he would do in the new position. ...
Oct 18, 2024
Let's examine the special qualities of the ProfileXTSales TM ( PSA TM) assessment. Salespeople work in an increasingly competitive pressure cooker. It's no wonder that 38 percent of salespeople say they plan to leave their jobs within two years ...
Oct 17, 2024
Making sure your company is the right fit for your employees is critical to productivity, morale and retention. Whether you are a small, medium or large firm, we are all faced with the challenge of how to identify and retain top performers. With the ...
Oct 16, 2024
"What would you think if I sang out of tune, would you stand up and walk out on me.Oh, I get by with a little help from my friends."- The Beatles In the early days, I had some people walk out of my training seminars, so I sought out some mentors. ...
Oct 14, 2024
Gallup identifies some core elements of employee engagement: I know what is expected of me at work. I have the materials and equipment I need to do my work right. At work, I have the opportunity to do what I do best every day. In the last seven days, ...
Oct 11, 2024
Luce Performance Group Recruiting Coordinator Jon Morse is away on a headhunting trip. No, not in New Guinea with the canibals, an actual business trip - so the keyboard is turned over to Glen Halbrooks from About.Com who writes "Witnessing your ...
Oct 10, 2024
What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: "This time it will be different." ...
Oct 9, 2024
The toughest thing managers have to do is fire some- body. And that means the most important thing we have to do is hire the right people and make sure they are the right fit. Good recruitment techniques include making sure you have a good “bench” ...
Oct 8, 2024
Here are five simple tips you should know when it comes to negotiating. Keep them in mind the next time you go into your next closing call or a call where you know you will have some negotiating to do. 1. Time: In negotiating, those who control the time ...
Oct 7, 2024
I stumbled across a book once that substantially helped me understand the relationships between women and men. Some from our newer generation of sales reps might not have been exposed to it. It’s called Men Are From Mars, Women Are from Venus . ...
Oct 4, 2024
Setting up appointments on the phone is all about confidence! Here are the important points to remember when using the phone, no matter which appointment you're trying to set up. Remember, when setting up an in-person appointment, it’s about ...
Oct 3, 2024
During a recent seminar in Missoula, Montana, I had a breakout session where I grouped up the attendees in groups of seven or eight people and went through several case studies and, as a group, answered questions in those sales-call situations. In one ...
Oct 2, 2024
In my travels over the past couple of months, there have been some notable events and moments that I’d like to share with you – and which you may be able to apply to your own life. Much Loved...and Unbroken No matter your challenges, your ...
Oct 1, 2024
Our enemies are in the shadows today versus 15 years ago. Specifically, how competition to traditional media is coming from of all places – and one of them is newspapers. That’s right, the newspapers’ digital divisions are taking more ...
Sep 30, 2024
Here’s one you can pin up by your desk. Read through this list every day before your first call. Go out that door with confidence every day. 1. The Look: Look like a million dollars, even if they could flip you upside down and not a penny would ...
Sep 27, 2024
Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today’s media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...
Sep 26, 2024
Don't think for a minute that forecasting/projections in not an art. Some managers spend their entire careers (and some have short ones) trying to correctly project their revenue - not only today, but also over a three-month period several months ...
Sep 25, 2024
I don't know where this list of gems came from, or for that matter who wrote it, though from time to time it's been there to remind me of what it takes to be a success in any endeavor. I hope it ends up somewhere in your home or office and does ...
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