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Is Your Sales Calendar On Target?
(By Pat Bryson) Every month we begin the climb towards achieving our monthly sales budgets. How much base business do we need to ensure we achieve our goals? How do we pace our progress?
Understanding the Marketing Channel
(By Pat Bryson) Remember when Apple introduced the iPad? You were probably asking yourself: What is this? What does it do? Why would I want one? How would I use it? In all this, you were moving through the Marketing Channel.
Are You Starting 2024 With Profit In 2026?
(By Pat Bryson) I hope by now you have been talking with all your clients about 2023. In selling ahead, I'm sure you've encountered objections to scheduling longer than a few weeks or months. You've probably heard variations on these:
Ten Rules Of Power Prospecting
(By Pat Bryson) Many salespeople dread and avoid prospecting. While there is no "secret formula" to make it easy, I've listed some rules that can help to make your prospecting successful.
What Sales Winners Do When A Prospect Says ‘No’
(By Pat Bryson) Not every prospect we present a campaign to buys from us. But, in our business, we usually see the people who say no to us again. So what do the 20% who write 80% of the business do when they get a no?
Creating An Extraordinary Customer Experience
(By Pat Bryson) In our last article, we spoke about creating good customer service for our listeners and our advertisers. Today I want to continue with the next level in our relationships with our clients: an extraordinary customer experience.
Let’s Start with Great Customer Service
(By Pat Bryson) Previously we have spoken about "customer service" versus "customer experience." To sell radio, we need to be outstanding at both, but today, let’s start with “customer service.” It’s the least we can do to keep clients happy.
Do Your Clients Leave A Message At The Sound Of The Beep?
(By Pat Bryson) If I called your station, what would I hear? The other day I called a potential client, and a real, LIVE person answered the phone. Wow! A receptionist, not a voicemail. What happened next was even more unusual.
Will The Circle Go Unclosed?
(By Pat Bryson) If there's one thing that the last three years have made crystal clear, it's that businesses today must be prepared to serve their clients in two universes: one brick-and-mortar and one virtual.
Do You Have Word Whiskers?
(By Pat Bryson) A few weeks ago, I was role-playing a presentation with one of my salespeople when I noticed some "word whiskers." At least, that's what my old speech teacher would have called them.
Our Print Magazine: Radio Ink
With Lou Paskalis
Radio's Top 20 Leaders
Information Or Transformation?
