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Tag: "sales process"

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: A Secret of Success

| October 26, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — It’s the greatest feeling in the world.

Your station dominates the news/talk niche in a market and there is no real competitor in sight. Maybe that’s been the case for weeks, months, or years. Are you practicing the secret that makes competing with your dominance fruitless?  There are precious few media or business niches that can continue to be dominant long term as new, well-funded initiatives are constantly being developed. Yes, there will always be exceptions, but competitive determination is always lurking.

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