11 May 2022 Selling Radio Direct with Pat Bryson The National Association of Broadcasters (NAB) was back in session last week. After a two-year hiatus, it was great to...
1 May 2022 Selling Radio Direct with Pat Bryson One of the hardest parts of our sales process is getting in the door the first time. Today, businesspeople...
3 April 2022 Selling Radio Direct with Pat Bryson I was on a market visit with one of my stations a couple of weeks ago. We were discussing...
31 March 2022 Selling Radio Direct with Pat Bryson When I had been selling about a year, my general manager came into my cubicle one day and said, “It’s...
13 March 2022 Selling Radio Direct with Pat Bryson Every day, businesspeople are inundated with salespeople vying for their attention and their dollars. We may be the 10th...
2 March 2022 Selling Radio Direct with Pat Bryson Do you know how to mix an effective campaign? All of us selling radio have encountered the objection that “I tried radio...
23 February 2022 Selling Radio Direct with Pat Bryson Discussion has been ongoing for years about whether real, live salespeople will be replaced by mechanized buying systems. Some...
16 January 2022 Selling Radio Direct with Pat Bryson What do I desire in 2022? In one of our last newsletters, we discussed a formula for determining what your activities...
5 December 2021 Selling Radio Direct with Pat Bryson In 26 days 2022 will arrive. Now’s the time to set goals and expectations for the new year.
7 November 2021 Selling Radio Direct with Pat Bryson What CAN advertising do for businesses? In their heart of hearts, businesspeople want to run an ad today and have teeming...
27 October 2021 It’s all about the tension levels Selling Radio Direct with Pat Bryson I was teaching a new group of salespeople last week and we were...
19 September 2021 Selling Radio Direct with Pat Bryson Several of my clients have shared with me that their advertisers are getting a bit anxious about the next month or two....
7 September 2021 Selling Radio Direct with Pat Bryson Eight things advertisers told me they wanted from our reps… Before I started BBI, I was a market manager for radio...
11 August 2021 Selling Radio Direct with Pat Bryson Not every prospect we present a campaign to buys from us. At least, not always the first, second or third time.
19 July 2021 Selling Radio Direct with Pat Bryson It's all about managing tension levels! I've often heard it said that the easiest person to sell is a salesperson. If...
20 June 2021 Selling Radio Direct with Pat Bryson The number one problem businesses tell me they have today is finding people who want to work. Sound...
6 June 2021 Selling Radio Direct with Pat Bryson I was on a zoom call a couple of weeks ago with a very good salesperson. She had emailed me to...
30 May 2021 Selling Radio Direct with Pat Bryson I hosted a small group of friends for Easter dinner this year. My parties usually include some sort of a small...
16 May 2021 Selling Radio Direct with Pat Bryson The other day I called a potential client and a real, LIVE person answered the phone. Wow, a receptionist: Not a...
2 May 2021 Selling Radio Direct with Pat Bryson Take a few minutes to write down seven facts you know about your station/s. Now take a few minutes and write...
14 April 2021 Selling Radio Direct with Pat Bryson In my work with sales staffs around the world, I have found the old adage "20% of the sales staffs...
21 March 2021 Selling Radio Direct with Pat Bryson The challenges of the past year have been more intense than ever before. I hope you may indulge a newsletter...
10 March 2021 Selling Radio Direct with Pat Bryson You may have heard something about the unusually cold weather we've been having in the U.S. I live in Tulsa,...
17 February 2021 Selling Radio Direct with Pat Bryson The lady (below left) isn't suffering from some sort of attack. In fact, she's participating in a well-thought out strategy to get...
3 February 2021 Selling Radio Direct with Pat Bryson I was on a call with Rick Murphy, Murphy Broadcasting, last week. The subject was how his group of stations managed...
19 January 2021 Selling Radio Direct with Pat Bryson 2020 was a business year like none other we've seen. Nor have our clients.
6 December 2020 Selling Radio Direct with Pat Bryson We are in the communications business. And yet, not a week goes by that I don't see evidence...
18 November 2020 Selling Radio Direct with Pat Bryson I bet you were lulled to sleep as a child with a great story told by your parents. Or maybe...
1 November 2020 Selling Radio Direct with Pat Bryson How clear is your crystal ball? 2021 is looming. It's time to set goals and expectations for the new year.
20 October 2020 Selling Radio Direct with Pat Bryson. Fourth quarter is underway in the U.S.! Did you ever think we would be this close to the holiday season? 2020 has...