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Tag: "sales culture"

Pending Business: Checking In

| March 29, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Checking in for advertisers’ performance feedback is a dying part of the sales process. The phrase that pays, ”How are we doing?” part of my sales culture for over 45 years is gone. My marketing work in over 50 markets showed me how fast this part of the sales process is eroding. Houston, our sales teams have a problem and nobody cares. Chances are automated check-ins show up more often than you do. Wake up and smell the coffee.

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Pending Business: How Do You Like to Be Coached?

| January 18, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Oops, did I just invert the pyramid — as in the traditional “it’s up to you to adjust to your manager’s style?” Does your selling style fit the station sales culture?

Even pre-pandemic, has the sales culture changed, adjusted, grown?

Let’s take a lesson from one of the most competitive environments around.

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