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Bryson Broadcasting International Newsletter

Raising Radio and TV Revenues Worldwide! 

15 January, 2023



Greetings from BBI!

2023 is here. Are you prepared to make it the best year ever? This edition of the Bryson Broadcasting International newsletter is designed to give you ideas to enter the New Year with a winning strategy.

Happy Selling!

What are clients saying about us?

Hi Pat: Thanks as always for your update. I look forward to them landing in my inbox and find them informative and engaging. Congratulations on the new book also. I must add it to my list, if it's as beneficial as "A Roadmap To Success In High Dollar Broadcast Sales", I'll be passing around my team also.

Owen Harney

Media Advertising Sales Director

Dublin's FM 104 and Q102

A Little About Me
Pat 8717

Pat Bryson is an internationally known speaker and trainer specializing in training salespeople and managers. She has consulted stations in the United States, Canada, Australia, Europe and Central Asia. Her career has included on air, salesperson, sales manager and general manager. Since opening BBI, she has travelled extensively and has spoken at most major radio conventions on three continents. Pat is the author of two books, "A Roadmap to Success in High Dollar Broadcast Sales" and "Successful Broadcast Sales: Thriving in Change".


Pat has twice been named one of Radio Ink's Most Influential Women in Radio




How Sharp Is Your Saw?

Sharp saws cut more wood

I'm sure you've heard the story about the two woodsmen who were in a challenge to see which one could cut the most trees. All day they labored. One woodsman cut continuously, fervently cutting trees. He heard the other woodsman cutting, then silence, then cutting, then silence. He thought the second woodsman must be resting.


Woodsman one knew he was sure to win because he never stopped cutting. But, at the end of the day, woodsman two, the one who cut intermittently, had the biggest pile of wood. Woodsman one was stunned! "How did you end up with the biggest pile of wood? I heard you stop cutting, you didn't work straight through!" Woodsman two replied, "I was sharpening my saw."


I am amazed, and a bit appalled, at how many broadcast companies do not offer ways for their staffs to sharpen their saws. They don't see the need for continuing training for their staffs. Or, perhaps they provide some hit and miss training, but nothing on a regular basis. Many only train the new comers and that training is usually brief.


At the risk of sounding self-serving, may I speak directly to the owners and managers who might be reading this: "What do you provide your staff to sharpen their saws?" Whether my services, or some other method, do you continuously feed your staff? Feeding tenured salespeople is perhaps even more vital than feeding new ones. And, more challenging.


How is your attrition rate? Does your training for new hires continue past the first few weeks? Do you feed them through the first year? The second year? We all know that new people tend to leave in the first few months or certainly before their first anniversary. We can no longer expect to give a new person a week or so of training and consider them to be full-grown salespeople.


2023 will require sophisticated selling methods.


Now let me speak to the salespeople who might be reading this newsletter. If you are fortunate enough to work for a company that provides training, wonderful. But if you are not, or even if you are, I ask you, "What are you doing to sharpen your own saw?" The most successful salespeople with whom I work make it their own responsibility to learn, to grow, to absorb new materials. They regularly call me and ask if I've read a certain book they happened upon. They subscribe to newsletters. They attend training sessions. They read. Lots. They listen to audio books and podcasts.


You say you don't have time? You juggle work and family. I say, "How can you NOT make the time?" Successful people make the time. Remember, we all have 24 hours a day. How we use them determines our success.


Broadcast is one of the few professions which does not require continuing education to keep your job. Lawyers, doctors, nurses, insurance agents, realtors, CPA's all require continuing learning to remain in the profession.


Even though becoming a sales professional does not require a license, it should require continuing education.


As we head into 2023, I challenge you to find ways to become better, to learn more, to take time to sharpen your saws.


Now to the shameless self-promotion: We at Bryson Broadcasting International provide a sales system that works. It is designed to help you to sell larger, longer-term campaigns. We teach this method to newcomers to our industry and to tenured professionals. Not only are these campaigns better for us, they are better for our clients! They move their revenue needle.


I'm available for customized consulting agreements for your staff. I also offer on-line training done live with you. If you'd like to discuss whether we might be a good fit for your company, call me at 918.810.3068. Or email me at pat@patbryson.com.


My goal: to have broadcast professionals populate our industry. We hold the keys to creating successful campaigns for our clients. But we need to be great to succeed.


Happy selling and happy learning in 2023!

The Client's Corner

Bryson Broadcasting International offers a variety of ways to serve your training needs. In addition to in-person market visits, virtual sales training and sales meetings are available for your stations! We will customize the materials to meet your individual needs. Once a month, these sessions will be done live with your staff. The Zoom meeting platform allows for interaction and discussion as we teach the materials.


Our in-person market visits allow for training sessions plus on-the-street client visits with your salespeople. In between visits, we track your revenue progress weekly and communicate with your designated persons.


It's more important than ever for our sales staffs to have great skills. Good skills are no longer good enough. We can raise the skill set of your staff to make 2023 your best year ever.


To discuss how we may benefit your revenue department, give us a call at 918.810.3068 or email at pat@patbryson.com. Succeed in 2023 with strong momentum and A+ players!

Words to Live By ....

"This is the single most powerful investment we can ever make in life - investment in ourselves, in the only instrument we have with which to deal with life and to contribute. We are the instruments of our own performance, and to be effective, we need to recognize the importance of taking time regularly to sharpen the saw in all four ways." — Stephen R. Covey

Start sharpening your saw with this book!

What people are saying about this book:


"Last July 11, I rejoined the media sales world as a full-time seller after spending the past 16+ years in media sales management. I've managed some of the best media sellers in the business. I've also managed a few that needed some nurturing. Had Pat's blueprint which shows, in the simplest yet most comprehensive way, how to succeed as a full-time media seller been published 17 years ago, I probably would have never left selling full time. This book will be an essential part of my new job. Thank you, Pat!"

Paul Neace


Buy It Now

WHOW Celebrates 75 Years serving Clinton, IL

Randy and Cathy Miller at the WHOW 75th Anniversary Celebration.

Pat with Randy Miller, Miller Media Group at the 75th Anniversary Celebration for WHOW Clinton, Il

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. Our training options include online sessions done live for your staff.


If you would like to discuss your sales training needs, we may be reached at Pat@patbryson.com,


or call us at 918.810.3068. 


For more information about BBI, click here.


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