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Greetings from BBI!
Today's competitive broadcasting environment means that we all must be better, we all must work smarter. Bryson Broadcasting International (BBI) is committed to helping broadcast organizations worldwide to raise their level of expertise in sales and management.
Our newsletters give you information about sales and marketing that you may use to increase your revenue. We hope that you may find them to be of great benefit to your sales success. Happy selling! |
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Organization: Key Skill For Sales People | |
We are already well into 2011.The economy is slowly improving, but it is imperative that we continue to work harder and smarter. We need to reclaim lost business from last year. We need to look for new categories of business and to make sure that we take very good care of our existing clients. How well we execute the basics of selling may well determine our success this year.
Organization is one of the key skills for salespeople. We can't handle the volume of business necessary to succeed without using our time wisely. We need methods for dealing with the mountain of paperwork that accompanies success in sales. We need to make sure that our office, desk, briefcase and car are clean and well-managed. - Are you using your daily planer or PDA to organize your appointments?
- Have you noted contract renewals, service calls, copy changes on your calendar?
- Are your client files up-to-date? Do they include all contract details, copies of past contracts, orders, client profiles and copy?
- Have you culled your account list and removed those accounts who are not viable?
- Is your prospecting system in place?
- Have you targeted categories of business which will do well in 2011?
- Have you reviewed account histories from 2008, 2009 and 2010 to make sure that accounts which used to spend money, but currently are not, are contacted again?
Do you have the tools of your trade close by? - Pen and pencil (Don't laugh, I've been on calls with salespeople who did not have either of these).
- Presentation book full of success letters, station information
- Order forms and agreements
- Pre-call letters
- Business cards
- Expense account books
- Post sales analysis forms
- Blank paper
- Thank you cards
Most people who succeed are willing to put in the extra hours required to do so. One way to maximize the hours you do spend working is to be superbly organized. A few minutes a day of planning can save you HOURS of wasted time. Begin 2011 with style...organizational style! |
| The Client's Corner |  Maria De Leon, owner and General Manager of KXTD Que Buena in Tulsa, OK was recently named Co-Chair of the Tulsa Hispanic Foundation. Our congratulations to Maria. Under her leadership, Que Buena is a shining example of serving the local community. |
| Words to Live By..... | |
"The best thing to give up in a New Year's resolution is to give up giving up." |
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We want to help your staff increase revenue! We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com.
For more information about BBI, click here.
©Copyright 2011 Bryson Broadcasting International
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| A little about me..... |
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Pat Bryson has worked in the radio industry for over 25 years. During that time, she was one of the highest billing sales people in the radio industry in her market. She was promoted to General Sales Manager, managing and training both experienced and inexperienced sales people . Her career advanced to General Manager, where Pat created a culture of over achievement for her stations.
Through Bryson Broadcasting International, Pat now helps her clients to create that same culture of over achievement in their stations. |
| Our Clients |  l
Kay Townsend helps a client move into the Taste of Home Show in LaSalle, Illinois |
| Our Clients | 
Mark Lippert, VP of Sales and John Spencer, VP of Operations with the winner of a new Toyota Camry during the Veteran's Day giveaway at WLPO, WAJK and The Wolf |
| Our Clients |
Pat with Raphael Snably of the Virginia Association of Broadcasters during their two-day sales seminar |
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