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.
Dec 28, 2023
In your selling career, hopefully, you will never be physically thrown out of a customer's business. Customers can become irate for many reasons. We must make sure we are not the reason for their frustration. When translated, an old Chinese proverb ...
Dec 27, 2023
The sweetest-sounding word in any language is your name coming off of someone else's lips. When someone knows your name after meeting you only once, you feel important, powerful, worthy of respect. You will go out of your way to do things for people ...
Dec 26, 2023
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 book an active campaign. I have discovered that most properties ...
Dec 22, 2023
In Media, making telephone calls to set up sales appointments is like having a root canal. You know you need to go to the dentist, but you're not looking forward to it. However, if you look at the phone as a step-by-step appointment-getting system, ...
Dec 21, 2023
How much time do you actually spend in front of prospects or clients in a face-to-face posture each day? Maybe 45 minutes? Yet, most of us work at least eight or nine hours a day. Could you squeeze in one more call per day? Most would answer, yes. But ...
Dec 20, 2023
1 Time : In negotiating, those who control the time usually control the negotiation. Agency buyers do this to us. They want us to rush because they know that in a time crunch we are likely to make mistakes in their favor. 2 Loose Lips Sink Ships : Never ...
Dec 19, 2023
A few weeks ago, David Winters, CEO of Badger Communications in San Francisco, sent me a book. I read approximately two books a week, and this one caught my attention once I read the first chapter. The book is Moneyball by Michael Lewis, and it takes ...
Dec 18, 2023
If you could increase your business by 20 percent simply by asking one question, would you do it? Yet few Radio sales reps ask for referrals on every call. If you have been in the business more than five years, 80 percent of your new business should ...
Dec 15, 2023
As a sales manager in this age of consolidation, you may find it difficult to stay on course throughout the week. It may seem that, after Tuesday, you're at the mercy of your sales reps, as their schedule (or lack of one) causes their emergencies ...
Dec 14, 2023
So, if you don't go across the street and raid your rival because of non-compete clauses, or maybe you don't have the Fort Knox war chest to bring over competing reps right now See The Pros And Cons Of Raiding And Pillaging , what can you do ...
Dec 13, 2023
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 ...
Dec 12, 2023
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 ...
Dec 11, 2023
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 ...
Dec 8, 2023
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 "2024 Strategic Budget Planner." You should block out at least a full morning or afternoon for each of your reps. ...
Dec 7, 2023
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 ...
Dec 6, 2023
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 5, 2023
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 4, 2023
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 1, 2023
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 ...
Nov 30, 2023
Let's begin with a definition: A mid-year review (MYR) is an account-by-account breakout of each salesperson's account list. It is the second X-ray of accounts that should be done by a sales manager in a 12-month period. The first, of course, ...
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