Killer Media Sales: Recent Episodes
Momentum Media
Build your sales skills and win more business with Killer Media Sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.
We have all been there: Something bad has happened (personally or professionally) and you have to inform your boss or a friend about it. Two things come to your mind: 1) You don’t know how to say it and overthink it. Or, 2) You just spill it out without thinking about the consequences. But did you know there’s a third way to deliver bad news in a 'good' way?
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of knowing how to deliver information but more specifically how to deliver bad news. They mention that the importance of communicating the bad news is critical, as people's reactions will depend on this. The duo advise that one of the best things you can do is to manage the impact and acknowledge that something went wrong and the damage caused, but most importantly, to have a solution or solutions ready to go.
They also highlight that as a sales person you not only have to be prepared for bad things to happen but you also need to be ready to perform during a moment of crisis. An understanding that everyone takes bad news differently, will help you to develop your communication abilities and come up with more creative solutions.
Do you want to know what the two key factors are that will make you be better at delivering bad news? Listen till the end of this podcast to find out, you can’t miss this one!
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk to all of those who would like to change careers and become a sales person, or anyone that's always been interested in sales but doesn’t know if they have the skills needed to be good at it. The pair discuss communication skills, strong presentation, the way you carry yourself, and how you present information are just a few of the skills and qualities that make a good sales person.
They also mention that one of the core fundamentals in sales is that you have to be “fairly fearless” when it comes to talking about money. They mention that being likable is really important in sales but emphasise that “this is not enough” to be good at sales. They highlight that talking about money is key, and probably the most important thing in sales is you have to be able to close a deal and not only be pleasant with a client.
According to the duo, salespeople can lack certain qualities and skills and still be good at it, however they give one single and powerful piece of advice to anyone that is moving into sales or trying to get a job in sales that will help you discover if this career is for you. Do you want to know what it is? Don’t miss this amazing episode and find out! Tune in now!
The challenges that media sales people face in today’s environment are not the same as they were five, 10 or 20 years ago. So, as the media landscape evolves, so do the questions you make to your clients.
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of always asking the right questions, but also they invite you to challenge your questions as a media sales person and refresh them constantly. The duo discuss how things go awry in sales. Sales people don’t just fall off a cliff, but gradually downward spiral, for example missing targets more frequently, which may trigger confidence and in turn make the situation worse. These things happen over time and are actually because you can get a bit rusty at what you’re doing, therefore it is important to know your client and the market but also change with them.
If you want to know how to stay up-to-date with the sales and the market environment, this is an episode you can’t miss, tune in now!
The world is constantly changing, but we change with it too, and one of the things that make us, and the world change, is a crisis. But have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do?
In case you missed it, in one of the most interesting episodes of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when those situations catch you off guard.
In this episode they also raise some questions: What makes a crisis, a crisis? What are the key aspects that can turn a normal sales situation into a crisis? What’s the key to solving a crisis? Can a crisis be avoided?
They also discuss how in dealing with a crisis you have to get out of your comfort zone and the more you do that, the better you’ll be at handling difficult situations. The pair also consider how a crisis can be a huge opportunity to deepen a relationship and build trust.
You can’t miss this episode full of tips and tricks that will help you to kill it in media sales.
Do you remember the last time that you bought a product just because a celebrity endorsed it? And can you tell if you are being persuaded or influenced?
In this episode of Killer Media Sales, Russell Stephenson is joined again by the director and owner of Frontier Performance Pancho Mehrotra to talk about persuasion and implements in sales. They discuss the differences between persuasion and influence and give advice to sales people about the importance of understanding your own thinking in order to influence and persuade others and improve your sales.
The duo also talk about the mistakes that sales people make when they focus on “sales tactics” rather than building the self of that person so he or she can learn (among other things) how to react under pressure or how to improve their communication skills. Pancho mentions that this is one of the big challenges in sales nowadays, but also says that if you want to improve your sales and learn how to be more persuasive and influential in your role, this is something that can be learned and trained and definitely can be mastered with experience.
If you want to learn how to influence more and persuade better, this is an episode that you can’t miss. Tune in now!
Have you ever found yourself in a situation where you can’t make a decision, so you end up picking the “easiest” option (no matter good or bad) so you just end your mental conflict? That’s called cognitive dissonance. You may think, “how is this related to my sales?”.
Well, in this episode of Killer Media Sales Russell Stephenson is joined by the director and owner of Frontier Performance Pancho Mehrotra to talk about cognitive dissonance and how this can impact the negotiation process with your clients. They discuss the importance of knowing what your discovery process is as a sales person, in order to identify the needs and desires of your clients, so you can make better decisions and avoid this cognitive dissonance in your sales pitch as well as in your client thought process.
The duo also talk about the power of people’s beliefs and how sometimes our decision making process is not always the right one, and that as a sales person, being aware and knowing when your client is having two conflicting thoughts is key in the sales process, so you can make “decision making” smoother and easier for them.
If you want to know more about how to avoid this cognitive dissonance to improve your sales, this is an episode you can’t miss, listen now!
There are many ways to improve relationships with your clients but probably one of the most enjoyable are the cocktail parties, lunches and dinners with them. Many people, however, see them as a way to get free drinks and they are missing out on what hosting and entertaining a client actually means.
In this episode of Killer Media Sales Phillip Tarrant director of Momentum Media, joins Russell Stephenson to talk about the importance of entertaining your clients when hosting a party or event. Phillip mentions that this is an ability and a skillset that needs to be developed, and emphasises the fact that it is not solely about having a couple of drinks with your clients and being friends for a night, but it's about being professional and being mindful of your 'why'.
He also says that as the host in these types of events, you’re the brand ambassador of your business, therefore you have to make sure your clients are having a good experience, and that you understand the benefits of this, and most importantly you do not lose focus of what’s going on , especially if you’re a new media sales person. The pair also talk about the importance of networking in these parties, what’s the objective of them and what it is that you want to achieve in order to control the outcome of these events.
If you want to know more, this episode is definitely a must listen! Tune in now!
Working from home looks like it will be the new normal. However, like everything in life, there are pros and cons. A lot of people can feel more focused while working from home while others can feel less motivated. Whatever the case is, the reality is that business nowadays will have to adapt to this new hybrid working environment.
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the advantages and disadvantages of working remotely. They discuss how to stay motivated in a home office environment, especially for sales people when most of them are used to the buzz of the sales floor.
On the other hand, they also discuss how working from home can help people to be more self disciplined, as by default you can no longer rely on your colleagues to keep you accountable. Working remotely can build a deep sense of responsibility and this can help you to perform better and hit your sales targets for the year.
Do you want to know how to manage your time better? Or do you wonder how the year ahead is going to look for your business and your sales in this new hybrid working landscape? You can’t miss this episode, tune in now!
Ten years ago, a media sales professional probably wouldn’t consider implementing a loyalty program due the fear of ending up lowering the value of a marketing campaign. However, the world has changed now and eight of every ten companies have a loyalty program.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson again raise the subject of loyalty and rewards programs and what the best strategies you can implement to improve your client relationships through them are. They discuss how you can use these rewards programs as a way to compete in the media sales industry and not only as a way to give away “money” or “gifts” to your clients. They put a special emphasis on why the best reward you can give to your clients is a “tangible reward”.
They discuss the importance of framing the real value of the money that your clients are spending with you, by rewarding them with something like digital advertising, interviews, or broadcasts. They mention that “the discount disappears" and it doesn’t get recognised, but the tangible inclusion of those additional things you do for them is what will make a difference. Should you be rewarding all your clients? Or only your premium ones? What about attracting new clients through loyalty programs? Well, if you want to know more about this interesting topic, listen to this episode and find out! You can’t miss it!
The value of recognising loyalty with your clients has never really changed, it is only the way in which you go about it that makes a difference. Recognising this loyalty is important in the sales-client relationship, and should never go away. Most businesses nowadays have membership and rewards programs as a way to demonstrate to their clients how important they are to the business. But is this something that the media industry should do, too?
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss if a rewards program is something that media sales people should implement with their clients and if so, what this reward should look like? They talk about how the first thing you should do as a sales professional is to ask yourself, why are you rewarding your clients? Is it because you “like” the client or is this reward only a part of a “business strategy”?
They also chat about how you have to be cautious when telling clients that you’ll be rewarding them, as you never know what will happen in the future, and you can end up with a mad client. Finally, they also mention that having lunch, dinners or a few drinks with a client are not always the best way to build a relationship with them, as those things tend to disappear. Instead, they recommend for you to go and look for growth opportunities and focus on building long-term relationships with your clients, as your aim should be to have few larger relationships than a lot of short term ones.
Do you want to know more? Don’t miss this episode, tune in now!
We have all heard the old saying “the client is always right” and this is a great topic for a debate. If you’re a client you expect to be treated well, if you’re a sales person you might think otherwise. Customer service can be a bit problematic for sales people in general, but in media sales, this gets particularly tricky when dealing with clients that are hard to please.
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of taking ownership of the relationship you have with your clients and how understanding their needs and truly listening to them will set up the ongoing nature of the relationship and how you will be able to manage it in the future.
They discuss how you have to be conscious of the fact that not everything in this client relationship will be rock solid guaranteed. And for this reason, as a media sales person your key to success in this customer service relationship is when your client feels like “they are your only client”.
The duo also talk about one of the most common mistakes with sales people that is “the easiest client can often be forgotten” and how you can neglect them and their needs while being busy trying to please the hardest clients. They also explain why accountability and communication are critical in this relationship and how you can deliver the best service and outcomes by understanding the importance of the value of the money your client is spending.
One more episode that you cannot afford to miss! Tune in now!
Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales environment, dealing with issues, especially with your clients, can be particularly sensitive, and not knowing how to approach them can end up in a “breakup” and is the last thing we want to see.
In this last episode of 2021, Alex Whitlock and Russell Stephenson talk about the ramifications and consequences of having a big problem with a client. In this Killer Media Sales chapter, Alex shares a personal experience where he explains how the small things are those that can cause a problem with your client relationship, but how “big gestures” and the use of common sense are what will solve them.
He explains that the key factor to solve a misconception on the client side is acknowledging the problem, and that in letting your client know that you understand why they are unhappy is a very disarming way to approach it. Alex highlights that this has to be done sincerely. He also describes how he approached a very difficult situation doing this, and warns the listener to not let their ego take over the circumstance. He adds that the worst thing you can do is try to “justify” things as you’ll build up many barriers to negotiate effectively.
The pair also talk about why making a sincere apology, and showing that you’re there to reconcile the differences while recognising and acknowledging that something went wrong (if it did) will help you find common ground to build, and to move forward with your client.
A great episode to end the year and a must listen to all sales people, listen now!
Have you been feeling tired and stressed lately, that all you can think of is to go on holiday so you can recharge? If the answer is yes, you should know you’re not the only one and most people at this point of the year are thinking and feeling the same thing. Being weary at the end of the year is natural, you’ve been working hard and it is normal to feel fatigued and look forward to a well-deserved break.
However, if what you’re feeling is irritability, severe mental and physical exhaustion, and you’re so stressed that no amount of sleep leaves you feeling rested or even worse, you wake up in the morning and you feel unable to cope with your day-to-day activities, you’re not tired, you’re probably burned out.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about one the most unspoken topics, and probably one of the most critical nowadays: BURNOUT! They discuss the differences between feeling tired and being burned out. What does burnout look like, how does it feel and how can you identify it?
By sharing his burnout experience, Alex mentions that this can happen to anyone and for different reasons and how burnout can be present not only psychologically but also physically. The duo also explain that the most important thing you can do, is to talk to your friends, family and your doctor about what’s going on. They also highlight how crucial it is to spot the signs early, as this is critical to avoid major issues later on such as anxiety, depression or even suicidal thoughts.
If you’ve been feeling like this lately, you definitely need to listen to this episode. Listen NOW!
Creativity is something all human beings possess on different levels. But in the realm of sales, people can get very creative very quickly, as they look to convince a client to try new things and close the deal. However, this creativity can become a problem when you get a crazy idea and present it to your client without even trying it first.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of understanding your limitation as a sales person, as well as knowing the expectations of your clients, when it comes to being creative. They also reflect on the question: Are you creating new things for the sake of doing things? Or are you actually thinking about the outcomes you’ll get with your new ideas?
They also talk about how critical it is for salespeople to control the process, as well as the importance of delivering ideas to a client which you have tested and you know are viable. Alex and Russell also discuss how to avoid this creative process”becoming a distraction and instead focusing on getting good outcomes from something that isn’t necessarily new but something you know will deliver good results to you and your clients.
You can’t miss this episode! Tune in now
Media is the way in which people interact with the environment. Understanding how people engage with content is probably the most important thing to know in media sales to help your clients make decisions, and shape their message to reach as many people as possible.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of knowing your industry and your audiences as this will give you an invaluable insight, not only about the industry but about your own job as a salesperson. They explain that you don’t have to know every corner of media but having a clear understanding of the particular media you’re passionate about, will take you to another level in terms of the value you can offer to your clients.
They also explain that you don’t have to be the smartest person in the room, but when you give an invitation to talk about your industry and get handed the mic then you need to be knowledgeable enough to let your clients know what they need to know, so they will be more inclined to close that deal with you.
This is definitely one of those podcasts that you CANNOT MISS! Tune in now!
We all know how important language is in all aspects of communication in life. Language is more than just words, it has a currency of meaning. That's how we make sense of the world around us. But what about the use of language in sales? Is it really good to be the most knowledgeable person in the room and show it off to your client?
In this episode of Killer Media Sales the founder of Frontier Performance Pancho Mehrotra is back to talk to Russell Stephenson and dig deeper in the S.A.L.E. Personality. They focus on the use of language and the importance of adapting it to the different sales scenarios and needs you may encounter with your clients.
Pancho also explains why the worst thing you can do as a salesperson is to make friends with your clients, and highlights the importance of knowing what to say and what not to say in your sales speech, and how flexibility is key when it comes to avoiding the “friend zone” with your potential clients. This is another amazing episode you can’t miss. Tune in now!
Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can fight adversity and thrive in your work environment? Even more, if you’re looking to hire and expand your sales department, do you want to know what the crucial aspects are that you should look for in your candidates?
In this episode of Killer Media Sales, Russell Stephenson talks to the founder of Frontier Performance Pancho Mehrotra about emotional intelligence, and the importance of training it, as well as how you can become more adaptable in your business environment by developing and enhancing this skill. Pancho also shares his knowledge on what are the key attributes that you should look at when trying to hire a salesperson, by explaining the “S.A.L.E. Personality”.
They also discuss the impact of the environment in which you were raised as a key factor in your future behaviour and how this can be re-wired for the better by working on yourself slowly but constantly. Pancho also shares the importance of having adaptability and balance within your team, people who can build relationships but also members who are goal orientated. This is an amazing episode that you can not miss. Listen now!
The desire to be liked is inherent to the human condition. But as a salesperson a deep understanding of what it is like to be “likeable” is extremely important in the sales process. However, wanting to be liked and please can become a barrier to closing a deal with your client, and as a sales person you have to understand what being “liked” means in a professional relationship.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the differences between being liked as a sales professional and being liked as a person. They talk about the DNA of what it is like to be “likeable”, how to avoid becoming a “pleaser” and why relying on your charming personality might keep you away from asking hard questions that can help you identify your client's needs.
They also discuss how important it is to be liked within your team and your business, and why sometimes it is better to fit in and be part of a team rather than just be liked for the sake of it. The duo also talk about why being respected and being respectful can be more important than being likeable.
Another incredible episode that you can’t miss. Tune in now!
Dealing with competition is always challenging. But in the media sales industry it’s particularly hard when that “competition or competitor” you’re dealing with has a “win-lose” mentality.
Usually there’s a level of mutual respect between like-minded competitors and they recognise that bad mouthing, sledging and casting aspersions on the integrity of the material they are putting out doesn’t benefit anyone. But what should you do when a competitor fights below the belt? What if they don’t have the level of respect and integrity that you expect?
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the bad practices that tend to come from certain organisations in the media sales industry. They also share the key attributes of successful media sales people who best handle these types of situations. This is an episode that you can’t miss.
The media sales industry is constantly changing and with this in mind, using the same pitch each time isn't going to work, because data changes all of the time. Sales people have to adapt quickly to these changes if they want to keep moving forward successfully.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about why it is important to recognise your “now moment” in your sales pitch and why you have to be able to identify the two types of “now” in media sales.
Alex and Russell share the key elements you have to consider as a sales person in order to find the perfect time to reach your audience. They also explain the importance of considering those two types of “now” in isolation if you want to capitalise on both.
Another amazing episode you can’t miss. Listen now!
Professional sports players will make small steps to slowly increase their skills, speed, strength and other abilities, and many salespeople will follow a similar regime.
On this week of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the ways in which salespeople can change their mind state about what is possible.
They explore how people limit themselves based on past results, why we are conditioned to be risk averse, and the secret to keeping the furnace burning within you that drives you to achieve more.
All of this and much more on this episode of Killer Media Sales!
Every day, people are presented with a multitude of decisions to make - whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on advertising.
On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad ways in which you can help your prospects make easier decisions.
They explore how you can present simple solutions, create endpoints that are desirable, and take control of the process in order to make the chosen outcome a no brainer.
All this, and much more on this episode of Killer Media Sales!
Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, competition is innate and is part of everyday life; for others, it is developed through a process of consistency and practice.
Russell and Pancho explore how you can focus your energy on the right pillars in order to gain advantage over those you are competing with, why competing and winning are two different things, as well as the difference between people who are hunters and people who are farmers when it comes to selling.
All of this and much more on this episode of Killer Media Sales!
Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he reflects on his career in sales and the lessons learned in the process.
Host Russell Stephenson speaks with Pancho about the barriers he faced along the way, how his attitude has changed in the process of growing as a saleperson, and why he beleives some things should be avoided in order to succeed in a challenging market.
Pancho and Russell also discuss the 3 pillars of success when selling, as well as the ways you can shift your mindset in order to maximise your potential and achieve your goals.
All of this and much more on this episode of Killer Media Sales
Email marketing has been around for decades now, and can sometimes be seen as an afterthought to any media campaign. By looking at EDM's through a fresh perspective, salespeople can guarantee that they keep revenue flowing through good times and bad.
On this weeks episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson explore the ins and outs of email marketing, why it is crucial to keep a focus on, and how you can maximise the success of email campaigns by delivering them effectively and efficiently.
All of this and much more on this weeks episode of Killer Media Sales!
Have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do?
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when those situations catch you off guard.
But what makes a crisis, a crisis? What are the key aspects that can turn a “normal sales situation” into a crisis? What’s the key to solving a crisis? Can a crisis be avoided?
They also discuss how in dealing with a crisis you have to get out of your comfort zone and the more you do that, the better you'll be at handling difficult situations. They pair also consider how a crisis can be a huge opportunity to deepen a relationship and build trust.
You can’t miss this episode full of tips and tricks that will help you to kill it in media sales.
We all like to be out of our comfort zone every once in a while, but we also need to maintain a belief that things are possible by analysing our shortcomings and celebrating our successes.
On this weeks episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore the benefits and methods to maintaining a positive mindset in the sales process and in your everyday life.
They also look at how you can regulate your thought processes, organise your day, and use structure and consistency to maintain a high level of performance in your sales career.
All this and much more on this episode of Killer Media Sales!
Meetings are a powerful tool for getting you closer to your clients, but approached the wrong way, they can be quite counter productive.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson outline the miriad ways to think about meetings with clients, and how you can gently take control and shift the focus toward your objectives.
They also ask why it is that meetings can go wrong, how you can use digital technology to your advantage, and the power of making a commitment early on in a new relationship.
All this and much more on this episode of Killer Media Sales!
Speaking with someone you don't know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the process.
On this episode of Killer Media Sales, Hosts Russell Stephenson and Alex Whitlock attempt to navigate the challenges and concerns faced by salespeople when discussing the budget of a media project.
They also look into the reasons certain prospects will keep budgets close to their chest, the performance of different media channels and the implications this has on the bottom line, as well as the shift in perspective that you can undertake in order to achieve more lucrative outcomes.
All of this and much more, on this episode of Killer Media Sales.
For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely - there can be no understating that timing of certain messaging is critical.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse the benefits of applying pressure in different parts of the dealmaking process, and what they find will surprise you.
They also look into the different types of media and how they have different timelines, the pitfalls of jumping the gun, and how you can achieve success through careful, planned execution of messaging.
Find out this and much more on this episode of Killer Media Sales!
One of the challenges that salespeople face is that they have to deal with a lot of information and can get overloaded really quickly if they don't know how to prioritise.
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of hierarchisation of the information in the sales process. In particular, why knowing the purpose and the objective of the call is the most important thing.
They also touch on the need for qualification as a salesperson. And explain why it is important to know what matters to your client and what is the outcome they’re looking to achieve as this is the main reason why you’re having the conversation and will tell you where to go.
You can’t miss this episode that's full of tips and tricks to help you to fire up your media sales.
Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation?
Sometimes sales people, whether they’re new or experienced, can get lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but particularly when they are new, these nerves can take over and cloud their judgment. In sales, this can lead to finding themselves rambling and chatting away without having a clear strategy in mind giving a sense of disengagement, however, in those very first calls, qualification is everything.
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of qualification in the sales process, what this qualification process looks like and what can happen if you don’t qualify for a lead. They also talk about the importance of simplifying and qualifying the questions early on in the conversation to achieve multiple outcomes.
In this episode you’ll learn how to recognise when there’s a deal to be done and when you’re heading into stumbling territory. You can’t miss this episode.
There are some very tangible tactics that can seperate failure from success when launching a new title, brand or any other type of media product.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the tools and strategies that you can use to avoid some very common pitfalls when bringing something to market.
They also outline how you should structure such launches, the various types of products and how they differ, and the insights that they have gained into creating new forms of media over the years.
Tune in to hear this and much, much more on this episode of Killer Media Sales!
Sometimes grinding can get you results as a salesperson, but to have continued success in the media landscape you need to have an ability to read the room and to understand how people are feeling about a certain situation.
On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore how you can enhance your sales operations by developing empathy, dissolving ego and relating to those around you at a more personal level.
They also discuss the importance of listening, learning and engaging with the emotions of others, and how you can access a higher level of understanding by keeping the worldview of others in mind.
Tune in to hear this and much much more on this episode of Killer Media Sales!
The fundamentals of being successful in media sales have never changed. With a host of new requirements brought by digital media, as well as the evolving expectations of the modern advertiser, it may seem like the game has been completely flipped on its head.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson show that while the media landscape is constantly shifting, the rules remain relatively the same.
They explore the importance of setting personal targets, no matter how many overarching goals you have to guide you. They also engage with the idea of being clear with your vision, and how you can underpin your success as a media salesperson by knowing your worth and understanding the limits of your reach.
Tune in to hear this and much more on this episode of Killer Media Sales!
When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a rhythm in the way you do things so that you don't gloss over the small stuff.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss mindset, goal setting and strategies to ensure that you don’t slip to the back of the pack.
They also look into how you can plan ahead to avoid common pitfalls in the sales process, as well as how to plan ahead and make the most of your goals and future aspirations in order to capitalise on opportunities when they are in front of you.
Tune in to hear this and much much more on this episode of Killer Media Sales!
Have you confused ego with confidence? Do you lack confidence or is your confidence driven by your ego? Or are you even conscious of your own ego during the selling process?
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about why sales people should have high confidence and charisma as this is key to the sales process. They also mention how the ego can be an extension or your own personality and can sometimes “help” in the process of selling, however they warn about personality clashes and letting the ego take over completely.
You can’t miss this episode of Killer Media Sales as you’re going to find out if having an ego is good or bad for you as a sales person.
In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the “close the deal” trap.
In this episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that salespeople make when trying to bring money to the table and when they accept any deal in order to hit their targets. Alex and Russell also give advice to all the salespeople to be prepared to deal with these types of situations.
They also talked about the importance of changing marketing tactics in order to reach the market target you’re looking for.
You can't miss this one!
Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run.
On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good negotiating. They dwell on their experience in trying to get the best out of a bad hand of cards, as well as how you can approach any situation with the right mindset to maximise results.
The two also discuss a few case studies from Momentum Media whereby they saw people actively pursuing the best deal through negotiating tactics, and how you can use these tactics to gain a competetive edge in your selling operations.
Tune in to hear this and much more on this episode of Killer Media Sales.
Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable. In this episode of Killer Media Sales, Host Alex Whitlock is joined by Paul Glossop, Director of Pure Property Investment, who is a regular purchaser of advertising on Momentum Media’s network. Paul provides a valuable insight into how he uses media as a network to find clients, how he maximises his opportunities through media buying, and how his experience has been in finding the right channel to target. Alex and Paul also discuss the pitfalls of media sales agents when discussing new products, what media buyers are looking for, and how big words can sometimes deliver very little. Tune in to hear this and much more on this episode of Killer Media Sales.
The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward.
They also give advice on how sales people should look back, and set up targets based on the trajectory that they think is out, to trust in their gut and try to avoid limiting themselves by setting up those new sales targets.
Ideally, people who engage with you commercially will value what you have to say. In order to build a profile and a presence, it is extremely important to be engaging and connecting with your chosen industry and audience in order to gain traction and trust.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson address the pitfalls of some salespeople who spend too much time in the shadows, and explore how you can take small steps in your day to day operations to engage your chosen audience, build awareness of your profile, and enhance your image.
They also identify the risks of not engaging with stakeholders, the value of continued online presence, as well as looking at a few case studies within the Momentum Media team of people who have successfully made a name for themselves.
Tune in to hear this and much much more on the Killer Media Sales Podcast.
Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it.
In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively put a proposition forward to a client that has native content and a native strategy.
They share their knowledge in how to create a deep client relationship of trust and the most effective way to deal with any kind of sales opportunity. But more importantly, they talk about how to deal and educate a client to create an evergreen holistic view on content creation.
You can't miss this episode of Killer Media Sales, tune it now to hear much more!
When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling.
In this episode of Killer Media Sales, Alex Whitlock & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting organisations with audiences.
They explore the capabilities that salespeople have to move beyond the mindset of “just selling ads”, the insights that can be gained by having a detailed look across the media ecosystem, as well as how you can have a real sense of scope when you are analysing the current market.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!
With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation.
They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it is the right time to celebrate those small wins.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop and smell the roses.
They also explore the importance of counting milestones, approaching barriers with the right mindset and increasing the frequency of touch points to ensure that relationships and servicing of clients remains as smooth a process as possible.
Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out?
Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are stalling.
They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.
The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the expectations of your client. When a relationship has already been built, these non-successes can be worked through with your client, but what if it is a new advertiser and you haven’t delivered the results that they were expecting for their first campaign?
Alex Whitlock and Russell Stevenson, hosts of the Killer Media Sales Podcast, don’t believe that this is necessarily ‘game over’, and in this episode of the show they explain how you can win back their business and regain their confidence.
They explain the risks of discounting, why it is so important to acknowledge the issue, and why communication breakdown is often where these issues arise. Alex and Russell also unpack the importance of self-reflection, why a new direction could be your best move for your next pitch, and how to navigate the minefield that you face when you believe that their creative or copy could be at fault.
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work?
In this episode of Killer Media Sales, your hosts Alex Whitock and Russell Stephenson explore through their own lens the ability for sales teams to fundamentally change the way they set goals and targets, break down their goals into individual steps, and find the courage to overcome the adversity that they may face in this process of transformation.
They also explore the pitfalls of certain types of client relationships, the time wasted on superfluous interactions, and the way that you as a sales professional can demonstrate value to your clients in order to underpin your success.
In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market.
Part one of the chat can be found HERE and covered spontaneity, why it is important to separate yourself from your brand, and why you should treat your prospects with respect, and in this episode of Killer Media Sales they look at a specific example from early in Alex’s sales career where he went above and beyond to create opportunities.
They explain the importance of having strong relationships with other key players in your business, how this can expand your offering, and address some of the pitfalls of this as a strategy. They also explain why it is so important to find your niche, share a trick that will help you stand above any other proposal emails, and why the old saying that ‘people do business with people that they like and trust’ still rings true today.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas!
Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental.
They unpack the importance of knowing your industry, separating your personal identity from your brand, and why a generic pitch should never come before listening to the needs of your potential client.
They also discuss the importance of monthly analysis, why you need to look favourably upon your competition, and the power of using ‘I’ rather than ‘we’ when communicating with your clients.
With Momentum Media looking to grow their account management team hosts Alex Whitlock and Russell Stephenson have been putting together a position description for the new role. A process which has left them wondering, what are the key attributes that make for a successful salesperson?
In this episode of Killer Media Sales, they reveal what they look for in new sales talent, including the curveball question that they ask applicants – and how the response to that question can determine if they are right for the team.
They reveal techniques for maintaining enthusiasm throughout a sales career, explain how to cope if you find yourself in a sales ‘rut’, and explain why organisational skills are the blueprints to success.
With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why underselling outcomes can often work in your favour.
They explain why you need to create ‘exclusivity’ around what you are selling, how to focus on the right parts of multi-pronged packages, and the danger of client ‘illusions’ surrounding what will be delivered.
You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson discuss keeping the sales process short and concise, explaining why the speed of the deal doesn’t need to be linked to the dollars associated with it.
They explain why it is important that you set the tempo for every conversation and opportunity, how to deal with a timeline that might be out of your control, and why focusing on the bigger picture is so important.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson look at methods and tactics for managing your workload.
Creating the ‘perfect storm’ scenario where a number of projects and deadlines fall into the same time frame, they explain why prioritising these demands based on client spend shouldn’t be your go to, and why it is so important to set realistic timelines and expectations with your clients from the beginning.
They reveal the one thing that should never be included in an email to a client when there are delays to deadlines, why a phone call is the best way to communicate when dealing with issues management, and why having a deluge of opportunity is always better than having nothing coming your way.
The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for those looking to sign and retain clients.
With relationship building having shifted away from being about one-on-one entertaining, Alex and Russell explore how you can stand out against your competition. They explain the difference between articulating value and outcomes in comparison to ‘useless data’, how being a media consultant for more than your own brand can build trust, and reveal what it takes to be fundamentally successful in media sales.
Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn’t expect was that his earnings would actually increase.
In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn’t mean a bigger income.
They explain why it is important to understand why a client isn’t spending more, how to identify prospects for growth in your client list, and why listening is so important to ensure you are spending time on the right opportunities.
Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate.
They explain why every conversation should be treated as a 'mini close', why there should never be uncertainty when a contract is sent out, and explain the importance of the verbal agreement - and why that should be your main focus.
The pair reveal the path that you need to take with a client that is fixing too heavily on the small details, unpack the trap that less confident salespeople can fall into, and explain why you should technically be in a position to 'close the deal' immediately following your first discussion with a prospective advertiser.
It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers. So how do you set yourself up for success when trying to lock in that next level deal?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract. They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.
They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.
For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, and get those sales back on the board at a time when your clients might not be ready do deals.
They share their strategies and tactics for kick starting revenue in the new year, explain why resurrecting the ghost of the ‘failed deal from last year’ can be a bad move, and reveal why now is the time to look at your goals for the coming months.
When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ are very different to ‘targets’.
They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break down how well planned goals can set you up for long term success, and discuss when these goals should be reevaluated.
They explain why goals should be activity based, why it isn’t always a ‘win or lose’ when striving for those benchmarks, and touch on the risks that come with unrealistic goals, while offering advice on how to stay accountable to the parameters that you have set.
In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to relationships in an attempt to hit monthly targets.
In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target should put you into ‘performance mode’, and why a quick conversation with a client still needs to be well researched and planned.
The reveal the one client type on your list you should never approach when making that last ditch effort to hit target, the questions to ask to secure those final dollars, and even explain why sometimes falling slightly short of your goal may in fact be better use of your time and resources.
Killer Media Sales host Alex Whitlock mentioned in a previous episode that he was working on a sales deal that had spontaneously presented itself and had an urgent deadline. Keeping that spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played out.
Listen as Alex reveals the outcome, how he approached the client, and why he placed so much importance on a concise client proposal. Alex explains why the first sentence of any proposal is so important, deep-dives into the structural mistakes that so many make when writing their proposals, and why urgent deadlines can be huge opportunities to offer exceptional service to your clients.
As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a good conversationalist, but also a sales technique that too many overlook.
In this episode of Killer Media Sales, they explain why leading with a question is imperative to a successful sales call. They stress the need to bring the client into the conversation as soon as possible, and why the belief of ‘the more information I can get out the better’ can often be opposite of the truth.
They reveal what you should be focusing on in your sales calls, explain why jargon is your enemy, and why you need to have a genuine interest in both your product, and the business that you are trying to appeal to.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why they believe that the secret to winning is as simple as having a winning mindset. But how do you build this mindset and why is it so important?
They deep-dive into the positive mentality killers, explain why a ‘to do list’ should in fact be called a ‘daily win list’ and explain how small wins can set you up for a successful day.
From listing priorities in order of magnitude, to why ‘making your bed each morning’ is so important, Alex and Russell focus on the need to understand your working pace, and why sometimes chasing just the deal can be fraught with danger.
Depending on the product that you are selling you may have freedom to negotiate pricing with your clients - or you may not.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why price compromise can often be a red flag in your sales negotiation, but how it can also be a tool used to your advantage.
They explain the perception around ‘discounted’ rates, how you can understand a client’s budget prior to that initial conversation, and explain why premium products should never be discounted.
They also reveal where to take the conversation if price negotiations come up too early in the discussion, how competitors pricing may come into play, and why it is so important to anchor everything to value.
Let’s face it. Nothing is perfect. Except for Alex Whitlock and Russell Stephenson who join you on this episode of Killer Media Sales to explain why even a ‘perfect’ product is going to have flaws, and how you can navigate those possible bumps in the road when negotiating with clients.
The pair explain why belief in a product starts with the salesperson, how that belief can be used to your advantage in convincing clients, and the importance of knowing what your potential customer is trying to achieve from their campaign.
They tackle the possible risks involved in ‘sweetening the deal’, how being a respected brand gives you an edge against your competition, and the impact of keeping the urgency ball firmly in your court.
Does a signed contract always mean a sales success? Hosts of Killer Media Sales Alex Whitlock and Russell Stephenson don’t believe so.
In this episode of the podcast they explain why, deep diving into how a salesperson can analyse success and failure, learn from that process, and understand what they could have done differently.
They reveal why conversion rates are your best success measurement tool, how the mentality of moving onto the next task without reflection can be detrimental to growth, and explore why being ‘busy’ doesn’t mean you are being productive.
While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson reveal these three key factors, and unpack the importance of knowing how much revenue your client is likely to bring in.
They explain the trap that you can fall into where a proposal can instead be a roadblock in your negotiation, why knowing your competition in the market is so important, and why the word ‘budget’ doesn’t necessarily represent a client’s spending limit.
Hosts Alex Whitlock and Russell Stephenson live and breathe sales, and utilise selling tactics in all corners of their lives. In this episode of Killer Media Sales that is perfectly demonstrated, with today’s topic being inspired by Alex trying to convince a colleague to ditch the healthy salad, and join him for a plate of noodles for lunch.
They discuss the art of persuasion, and how in any conversation there is a window of opportunity to truly influence someone’s decision, revealing the tips and tricks that you can use to your advantage.
From focusing on the sizzle (not of the noodles), to providing opportunities rather than options, Alex and Russ reveal how to declutter your message, and present your pitch in the best way possible.
You are well researched on your new prospect. You reach out. They seem like they are on board. Then out of nowhere what looked like a probable sale has turned into ignored phone calls and a change of heart. Where did you go wrong?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal why in many cases it may not be something that you did wrong, explaining why resilience is such an important trait in the sales game.
They share why you need to put yourself into the shoes of your prospective client, how changing your focus can often be the best move when a deal is struggling, and explain why sometimes you need to accept that there will be certain factors that are outside of your control.
Momentum Media embraced the opportunities of live-stream broadcast events long before the pressures of COVID-19 saw others join a similar path.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal how being early adopters has given them an edge against the competition, share how they go about securing an audience for a broadcast, and the opportunities that this style of event provides to clients.
They stress the importance of knowing what you are offering and correctly pricing this, why an overly successful event could lead to problems down the track, and why you should focus on what a live-stream is worth – not just what you can make.
Sales has always been about building and fostering relationships, but with that in mind it can be easy to fall into the trap of communicating too casually with your clients.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the importance of professional communication, why goal setting is key, and why it is still important to follow a ‘sales structure’ when dealing with long term clients.
They explain how casual communication could lose you the deal, discuss how the communication environment has changed over the years, and share their tips on approaching written communications that make the biggest impact.
As we approach the end of a year like no other, many are wondering how COVID-19 will impact the upcoming ‘quieter months’ that many salespeople are likely to face.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break past the barrier of a quiet month being simply a case of ‘it is what it is’, and reveal how lower sales targets around this time can in fact lead to them being some of your most lucrative months.
They explain the importance of mindset, why working smarter is key to success, and how the current climate can present opportunities for both you and your clients.
You would never enter into an agreement with anything less than big expectations on the results that you can achieve for your client. But what if the outcomes don’t meet these expectations?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the delicate issue of delivering bad news to a client. Be it an underachieving campaign, a missed article, or any other problem, they reveal the approach that they have seen yield the best results.
Alex and Russell discuss their thoughts on accepting responsibility, how to shift the odds back into your favour if you were unaware of the issue, and how well handled problems can in fact be a tool to building stronger relationships.
With COVID-19 having impacted how marketing dollars are being spent across the board, clients are focusing more than ever on the ‘value’ that they are getting from their campaigns. So how can you differentiate yourself from your competition who may be approaching your key clients with similar offerings?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson unpack what it means to maintain your key accounts, explaining how going ‘above and beyond’ is often not an extra – but coming to be expected.
They discuss the importance of having more than one contact associated with each account, why being well-intended is often not enough, and why wine-filled lunches with marketing managers can often do more harm than good.
Having worked in real estate prior to his extensive media sales career, Russell knows all too well the importance of being the owner of your sales ‘turf’.
In this episode of Killer Media Sales, he and host Alex Whitlock analyse this concept, looking at how you can apply this philosophy that is key to success in real estate to winning business and retaining clients in the media sales space.
They explain the traps that can lead to you losing ‘safe business’, why product confidence is very different to arrogance, and the best way to approach a client who has chosen to advertise with your competitor.
This episode of Killer Media Sales deals with the constant challenge of finding the right balance between selling your inventory and providing your client with the solutions they desire.
Hosts Alex Whitlock and Russell Stephenson outline why it's sometimes critical to give the client exactly what they've asked for, whereas other times it's more beneficial to use tried and tested marketing initiatives to help your clients reach their ideal outcome.
They outline how to go about challenging the thought process of a marketing manager, the importance of identifying which clients to pitch which campaign to, and how to approach your line manager with a more effective means of selling.
This episode of Killer Media Sales unpacks how to steer the tempo and direction of a conversation to minimise time wastage and maximise the potential for your desired outcome to be reached.
Hosts Alex Whitlock and Russell Stephenson outline why it's critical to set the tone from the outset, how to control the beat without coming across as too pushy, and what tactics to use when your prospect is stalling.
They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.
Salespeople can sometimes fall into the trap of thinking that they cannot perform at their peak due to external circumstances, but according to Alex Whitlock and Russell Stephenson, outstanding salespeople are not hindered by market conditions.
Tune in to this week's episode of Killer Media Sales as they break down the fundamentals for ensuring that you're consistently bringing in the maximum possible revenue by making the most of the factors you can control.
Alex and Russell explain how to set achievable targets that still push you to your limits, how to go about monitoring commercial activity in your marketplace, and why it's critical to maintain a holistic view of what's ahead.
Conversations around money are critical to any negotiation, but also have the potential to completely derail a sale, should the buyer sense a lack of confidence in the seller.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss some of the root causes of inhibitions around money talk, the common red flags that give away a salesperson's uncertainty, and the tactics that buyers frequently use to stress test a product's value.
Alex and Russell outline the next steps to take when a buyer questions the price, the dangers of discounting too soon, and the key attributes that communicate a seller's confidence in the quality of their product.
While slumps are a rather inevitable experience for any media salesperson, the remote working circumstances triggered by COVID-19 mean that many people don't have as much access to their usual in-person support systems.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk about some tactics for dealing with the current circumstances, switching up your mindset, and making the most out of what you can control.
They explain the importance of starting small, patrolling all areas of your database, and providing value to your existing clients.
Working with startups and small businesses can be incredibly exciting and rewarding for both the salesperson and the client.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the tactics for dealing with smaller accounts, the importance of thoroughly understanding the client's objective, and the benefits of dealing directly with a business' decision-maker.
They discuss why it's critical to manage your client's expectations around what their budget can achieve, why becoming too involved in the intricacies of a campaign can be detrimental, and how to know when to walk away from a particular deal.
Sales is not just about stacking up deals; you must nurture the connections you have with your clients.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explore the key factors in maintaining strong links throughout your network.
They also discuss how clients all too often feel left out, how one way relationships can lead to burned bridges, and the importance of being there for your clients in their time of need.
In order to keep progressing, it's critical for salespeople to strike a good balance between dedicating enough time to existing clients and generating new revenue.
Tune in to this episode of Killer Media Sales with Alex Whitlock and Russell Stephenson for a step-by-step guide to distress selling to people in your database that you are yet to do business with.
They explain how to use this strategy in order to generate excitement, sidestep budget concerns, and develop a new client relationship.
When it comes to sales, pace is key. If the tempo for a new initiative starts off slow, it can be very difficult to build momentum later in the piece.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the essence of momentum and the tactics you need to get a sale moving quickly and effectively.
They discuss how to generate demand and urgency around a sale, the power of off-market selling, and how to proceed when a keen client needs more time.
The capacity to generate a clear, concise proposal is a critical skill for successfully getting any deal over the line.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the key characteristics and structure of an effective proposal.
They explain the difference between activities and outcomes, how to go about responding to a client’s brief, and why segmenting the sales process too definitively can be detrimental.
The visual medium has always been at the forefront of advertising, and with restrictions on gatherings causing a rapid shift toward broadcast media, salespeople are looking to the past to unlock the power of video advertising for future clients.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson ponder a new realm of opportunity, unravelling the effectiveness of TVCs and the new world of virtual events.
They also discuss the new audiences that have been unlocked by these decentralised broadcasts, the compelling nature of this new medium, and the opportunities now available to potential advertisers.
Under current remote working conditions, video conferencing platforms are often replacing in-person meetings, but how does one make the decision on whether to Zoom or when a simple phone call will suffice?
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the benefits of using Zoom, the common pitfalls for salespeople in Zoom meetings, and some practical tactics for structuring a video conference call.
They specify when to push for a video call, when to opt for a phone call instead, and the importance of strong presentation.
Any decent salesperson can sell a product when their prospect is on the same page and everything is running smoothly, but being truly persuasive requires a certain skill set that enables you to carefully navigate resistance and coax your prospect into progressing towards a sale.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson unpack the qualities of a persuasive mindset and why it's critical to have a deep understanding of your tactics under normal circumstances in order to adapt to market changes.
They outline the difference between using force and being persuasive, practical steps for dealing with a new prospect, and what to do when you start to sense a bit of resistance.
Smaller deals are often overlooked, but according to hosts Alex Whitlock and Russell Stephenson, they can be an incredibly valuable tool for initiating relationships and for hitting your sales targets.
Tune in to this episode of Killer Media Sales to hear some practical steps for salespeople to capitalize on smaller campaigns, as well as what to be wary of in slashing your prices.
Alex and Russell outline how to pique a potential client’s curiosity and whether it’s better to approach existing or new clients with smaller deals.
A key skill of any successful salesperson is being able to position yourself to be allocated as much of your client's budget as possible. However, successfully navigating budget discussions can be a tricky and delicate process.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson answer a listener's question about how to strategically maximise your share of a client's budget.
They explain how to demonstrate your credibility and trustworthiness as a salesperson, why it's critical to genuinely align yourself with your client's objectives, and whether it's wise to challenge your client's budget constraints.
From the first opening of a new opportunity, all the way through to ticking the box on a deal, salespeople need to remain on the ball. To get clients interested in this current environment, you need not only a sense of urgency, but an awareness of the nuances around the relationship management process.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dig down to the nitty gritty of what it takes to ensure your deals make it over the line.
They also analyse the mindset shift that is needed to focus energy and attention on finalising deals, as well as the finer details of client interaction that salespeople need to be aware of in order to guarantee that they can finish what they start.
The new media landscape is more complex then it ever has been before. It can be said that in media sales, we need complex solutions to meet the needs of the market, but now more than ever, the value of simplicity cannot be overstated.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reflect on how they got into media sales, and discuss that while the market has changed dramatically, the fundamentals of selling have remained constant.
They take a closer look at the attributes required for cutting the fat, as well as the most direct methods and approaches that you can use to shift your selling into top gear.
What constitutes a relationship? While trust may take time to develop, meaningful connections can be made in a matter of seconds. The way that you present yourself is a defining factor in how you can create, grow and maintain strong connections.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson consider a variety of approaches that they deem most effective for building strong rapport, as well as tips and tricks for salespeople trying to forge new links in their networks.
They also discuss the fluid and dynamic nature of the market, why you must adapt and flow to remain relevant and engaging, and how you can leverage new and existing relationships as a vehicle for generating revenue
The current media landscape is bursting at the seams with information. It is more than ever important that buyers are presented with clear and simple options, and are not overwhelmed by choice.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss their own experiences when it comes to the oversaturated market we are in. They reflect on the barrage of information that overwhelms us with every decision we make, and how to cut through the fat when presenting options to potential clients.
They also explore how using a succinct and direct approach can be the most effective, how presenting your clients with too many options can be detrimental to your chances, and why it is essential to be a voice of reason in this oversaturated media landscape.
Right now, the business landscape is in a state of panic and fear. Decision makers are rapidly chopping and changing their ideas in an attempt to adapt to the new normal. Institutions are sending out a barrage of messages and emails, causing many channels to become crowded with COVID-19 related material.
Hosts Alex Whitlock and Russell Stephenson use this podcast to decipher the flood of information that is clogging up certain channels, while delving into the methods they see to be the most rewarding for selling, in what can only be described as a "noisy market".
They explore the characteristics required to get your message to the table, the adaptations that salespeople need to make to their daily communication, and the reasons why confidence, calmness and compassion are more than ever essential in the way that you operate.
Rapidly changing circumstances as a result of COVID-19 mean that many media salespeople are tackling the challenges of working remotely while concurrently dealing with clients that are facing extraordinary pressure on their budgets.
Hosts Alex Whitlock and Russell Stephenson provide some guidance on this episode of Killer Media Sales about offering flexibility and empathy for the challenges being faced by your clients, communicating the value of maintaining a brand presence in this time, and taking hold of this opportunity to develop deeper client relationships.
They share their insights into effectively structuring your day whilst working from home, the benefits of maintaining an exercise regime, and staying informed about revenue available in your marketplace.
In a time of great uncertainty, it is absolutely critical for salespeople to be open and receptive to the constantly changing environment and harness the opportunity this presents to serve your clients' needs.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson propose that now is the perfect time for truly talented salespeople to shine, embrace an attitude of confidence and leadership, and approach clients with innovative ideas and suggestions.
They outline why an unpredictable market calls for short-term, flexible solutions, what to do if your top ten clients have policies that limit spending at the moment, and how to approach clients with sensitivity to their fears and expectations.
As media salespeople, your primary responsibility is to ensure you're bringing in the maximum amount of revenue available in the marketplace for your brand. In order to execute this task effectively, a key focus of your working day should be making contact with prospective and existing clients.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the available methods of contacting new clients, the circumstances under which you should use a particular technique, and which avenues should be avoided.
They reflect on how to "pester" clients in a productive way, the importance of maintaining an organised and updated database, and why keeping a smile on your dial is critical to steering you towards positive engagement with clients.
From the panic buying in the supermarket to the large falls in the stockmarket, the impact of the recent Coronavirus outbreak is not to be understated. More than ever, sales people need to be on the front foot, and have their rhetoric ready to deal with things that may be thrown at them.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss how sales people can avoid getting dragged along with the frenzy, use their voices to provide clarity and guidance, and reassure their clients and stakeholders not only about the fact that the wheels are still turning in our business, but also of the opportunities that arise in times like this.
They also explore how sales people can continue to drive confidence, the alternative events that can be presented to cautious clients, and the importance on focusing on the variables that are within your control without getting carried away by the delirium.
Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.
On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.
Along with the opportunities, there are also a lot of pitfalls when it comes to selling 'webcasts' to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons.
During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.
On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.
They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.
Whether it's a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.
On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader's Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.
They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it's essential to always have more prospective buyers than assets to sell.
While you may have hundreds of clients on your database, chances are that you're only effectively servicing a small proportion of those relationships.
In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson share their personal experiences around thinning out their own portfolios in order to generate better client relationships and ultimately, greater revenues.
They touch on the difficult nature of handing over existing accounts, how to analyse and identify which clients are soaking up too much of your valuable time, and the importance of recognizing when to pass on a client or opportunity to another member of your team.
In the fast-paced world of media sales, clients often expect instant gratification in the form of immediate returns on their advertising investments.
Hosts Alex Whitlock and Russell Stephenson explore why clients might be hesitant about investing in long-term branding, deconstruct the success of the 'Advertise or Die' campaign, and break down the process of approaching a client with 12-month branding opportunities.
They delve into the potential dangers of hard-selling ongoing contracts with clients, the importance of establishing strong relationships and trust with your clients, and how to simply articulate the benefits of ongoing campaigns.
It's easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing.
They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors' successes, and how to use your competitor analysis effectively.
The quiet beginning of a new year is the ideal time for a deep spring clean to prepare you for a productive sales cycle.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why an organised desk sets a positive tone for the new year, how to go about tidying up the assets in your database, and the importance of refreshing the figures you use to make sales.
They also share why you should reengineer your proposal technique, the benefits of updating your professional wardrobe, and how reinvigorating your personal brand can positively affect your client relationships.
Starting a new year is the perfect time to be setting personal goals, which are critical in helping you achieve what you believe to be possible.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the learned habit of goal-setting, outline how this practice differs to working towards a target, and explain why goals are not simply about revenue.
They discuss whether goals should be kept to yourself or shared, why goals should be both ambitious and achievable, and the importance of breaking goals down into bite-sized portions.
Christmas is almost here, and while you are gearing up for a well-deserved break your clients are likely to be doing the same.
In this episode of Killer Media Sales, hosts Russell Stephenson and Alex Whitlock reveal why this time of year is crucial in setting yourself up for the sales year ahead. They reveal the one question that you need to ask your clients before they go away for their break, why it is important to finish the year strong, and the importance of taking a “proper break”.
Russell and Alex also discuss the trap that many salespeople fall into in the new year, break down how you should be spending those first few days back in the office, and reveal what you need to know to achieve sales success in the year ahead.
Sales has always been about building strong relationships with your clients, but when that fine line between ‘client’ and ‘friend’ starts to blur a number of problems can arise.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the basics of building business relationships, and explain why setting ground rules early on is imperative to how a business relationship will develop.
They reveal the trap that many sales people fall into which can see them in ‘non-productive’ relationships, explain how to deal with the pitfalls of a relationship which is becoming problematic, and explain why all catch ups with clients should be business focused and have a purpose.
The ability to forge strong relationships is a fundamental aspect of any successful salesperson’s arsenal.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson shed light on how to combine strategy with intuition to build trust and subsequently create larger sales opportunities.
They advocate the importance of thinking like a buyer, paying attention to clients’ subtle signals, and consistently demonstrating reliability.
Along with meeting targets and forecasts, a comprehensive knowledge of available inventory is vital to peak sales performance.
Your hosts Alex Whitlock and Russell Stephenson discuss how to harness inventory awareness to generate greater demand and lower supply in this episode of Killer Media Sales.
They consider the differences between print and digital advertising, why salespeople should work towards filling all available revenue, and how to tactically apply discounts using remaining inventory.
A common mistake when pitching big sales is to overcomplicate things with over-the-top media kits and fancy trimmings under the pressure of high figure potential.
In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson propose that all deals with competent clients should be approached in the same manner - with clarity, confidence, and minus the "fluff".
They break down the key elements of a concise pitch, provide examples of the sufficiency of a succinct email, and suggest the only exception to this no-frills rule.
In a radically changing media landscape, the role of securing successful sales can be a bit overwhelming for those entering the industry.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson are joined by Jamie Wood, sales director at Australian Radio Network, to talk about the valuable, niche content delivered by his new podcast Media Sales Mastery.
They expound on the qualities of an exceptional media salesperson, the common pitfalls that tend to deter sales, and how integrating new tools into one's kit can be both advantageous and detrimental to success.
Feature-based selling can provide an extremely valuable sales opportunity, if you get it right.
On this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson dissect the structure of a solid feature and reveal how it can offer a massive impact on your media platform.
They also suggest some of the common pitfalls that cause features to fall apart and emphasise the critical nature of timing in selling, closing, and executing a successful feature.
It is easy to get stuck in a famine and feast cycle in the sales process. Often, salespeople become so comfortable working with existing clients that they forget to work the fringes of their database.
In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson work to dispel the fear people have of hearing the word "no". By approaching situations with poise and composure, they show how you can reframe your proposals to take advantage of new opportunities.
Alex and Russell look at practical ways to start getting back into prospecting, mindset-focused approaches for targeting potential clients, and how you can get the green shoots to start growing again.
Why is it that people get lost in the sales process, bogged down in the details, and end up on the wrong track?
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson once again speak with Russ Easther, founder of Digital Brief, about the importance of aligning your objectives with your clients and their constituents.
They explore the full scope of ideas surrounding client objectives, customer engagement and the importance of perspective in media selling.
The standard has changed in the modern sales environment. Gone are the days of just having a call sheet and a phone on your desk.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the way they have used open ended methods to capture the focus of their sales teams.
They will explain how this new tactic has enhanced discipline, increased callout rates, and ultimately given their salespeople more responsibility to choose what they are going to focus their time on.
It might seem like a basic concept, but all too often sales professionals don't have absolute clarity in relation to their clients' objectives.
On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the importance of being on the same page as your clients with Russ Easther, founder of Digital Brief.
They cover how you must establish ground rules with your clients from the get-go, what to do when the clients choose the wrong metric to measure objectives, and how to control the conversation to create a symbiotic relationship with your clients.
In this episode of Killer Media Sales, host Alex Whitlock speaks with colleague Michael Magee about how his approach to the sales process has made him a 'big game hunter'.
Michael reveals how he develops deep relationships with clients, which people in a business are crucial to connect with, and how he sets personal targets without going beyond his capacity.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
Today's marketplace is different to what it used to be, and in order to engage prospective buyers from the outset, you need a product or an initiative to sell - you cant just sell ads!
Join Alex Whitlock and Russell Stephenson as they explore how and why they go about creating new opportunities through solution-based selling.
They show how you can take your offering from basic ad space and editorial to a full service project or initiative. They also reveal their secret method for conveying urgency to buyers.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
Working with clients across multi channels can often become highly complex and sometimes just plain confusing.
In this episode of Killer Media Sales, host Alex Whitlock is joined by head of partnerships for Defence Connect, Andy Scott, and director of Momentum Connect, Jim Hall, to discuss how to keep it simple when it comes to selling across multiple channels.
They reveal their top tips to closing the knowledge gap with clients, the importance of not letting the client dictate sale conditions, and the difference in hearing and listening to your client. They also discuss how to navigate what the client thinks they want and what you are selling, and the key pitfalls for those coming into a media sales environment.
Smaller contracts and deals may seem like a time-waster when you are chasing the big dollars, but by neglecting smaller clients you may be ultimately missing out on big opportunities.
In this week’s episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson delve into why setting short-term goals will help you reach the bigger ones, and how those smaller deals can grow into larger contracts if managed correctly.
They also discuss the importance of seeing the bigger picture, why it is important that you are the master in your own destiny and why all salespeople need to approach the game with an open mind.
All clients are expecting a good outcome from their advertising campaign, but it is measuring that outcome and building false expectations that can lead to issues down the road.
In this episode of Killer Media Sales hosts Russell Stephenson and Alex Whitlock analyse that initial agreement that you have with your client. They discuss the importance of educating your client upfront about the results that can be controlled – and the ones which really don’t matter!
They will explain how you can shift your client mentality to focus on outcomes rather than the numbers, how to avoid the trap of letting the client decide what the outcome should be, and why “click-through” rates don’t mean what they used to.
In this episode of Killer Media Sales, Momentum Media head of editorial Katarina Taurian, joins host Alex Whitlock to reveal her top tips for sales teams working in collaboration with journalists. The pair discuss the need for open lines of communication and why each understanding their role in the sales process is paramount to strong working relationships.
Katarina reveals the importance of those initial conversations to ensure you are working towards the same end goal, and shares the pitfalls to be weary of when setting expectations.
In this episode of Killer Media Sales, Andrew Scott once again joins host Russell Stephenson to reveal his key tips to calling potential clients, identifying the correct person to speak to, and overcoming the obstacles that may result from a “sales” call.
He delves into the power of open format questioning, the importance of strong branding, and how to measure campaign success in a way that keeps your clients passionate and excited about the sales process.
Salesperson Andrew Scott believes that there is one tool which will help you make money, build strong client relationships, and support you during a slump in business. The part that he struggles to believe is that this is a tool which too many salespeople are either not using, or not using effectively.
In this episode of Killer Media Sales Andrew joins host Russell Stephenson to reveal the power of best utilising your database, the issues that many will face when using theirs, and what can be derived from a data analysis of your recent activity.
They will reveal the question to ask a client which can result in new leads, the traps that many salespeople fall into, and why strong processes are so important.
In this episode of Killer Media Sales, Alex Whitlock is joined by New York Times bestseller Todd Duncan, who shares his secrets on how he builds trust with his clients.
He reflects on his extensive history in sales and reveals his tips and tricks for successfully closing a deal.
Todd explains how he tackles the stigma of distrust often associated with the sales profession, how he alters his approach to mirror the personalities of his clients and why sometimes it is okay to admit that you were wrong.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
Sales is a personality-driven career, but often finding the line between personality and professionalism can be a difficult one and can get you into trouble.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson address this "line", discussing times that they have seen it crossed within their sales teams, why mirroring a client should only be done to a certain extent, and why drinking with a client should be the exception rather than the norm.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
After a short break from episodes, Alex Whitlock and Russell Stephenson are back for another episode of Killer Media Sales, this time analysing the importance of a part of the sales job that many struggle with across the board - the written aspect of the role.
They will reveal how a strong sales call can fall down as a result of a poorly worded and poorly timed follow up email, the mistake that a lot of salespeople make when approaching these emails, and some tips on coming across confident, precise and keeping the "spark" alive in written communication.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
In this episode of Killer Media Sales, host Alex Whitlock is joined by his Momentum Media business partner Phil Tarrant to discuss the opportunities that can arise from industry events.
Having recently attended an event that he originally looked at as a "chore" Alex shares how a shift in his thinking saw him garner three new business opportunities from the gathering. Phil will share his top tips for starting conversations at events, how the tone of dialogue being shifted from a more formal gathering can be used to your advantage, and how you can flick the switch from being a passenger to being a driver at your next gathering.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk the art of the “hustle”, drumming up quick dollars, and making fast sales.
With the quick wins sometimes a necessity in the game, they share exactly how to approach a quick sale with your clients, discuss the importance of continuing to effectively prospect, and why complacency gained from a comfortable, regular-spending client base can be your worst enemy.
With many believing discounts to be the fast track to a quick sale, Alex and Russell bust this myth instead revealing the right way to get a client across the line quickly – while not sacrificing your dollar value.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
Joe Vince, Sales "influencer" for Defence Connect joins host Alex Whitlock on this episode of Killer Media Sales to discuss the importance of strong and well-rehearsed presentation skills.
With Alex having been involved in a number of panel discussions as a speaker in recent weeks as part of The Adviser's Better Business Summit, he turns his attention to connecting with an audience and how structuring your presentation is so important in getting a consistent message across.
Joe will discuss his recent presentation workshop training, what he has learned about presentation from his extended career as a marine, and Alex will reveal how to make sure that you never lose control of a conversation, ensuring that you remain subtly in the driving seat with your clients.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
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On this episode of Killer Media Sales, host Alex Whitlock reflects on his first foray into the sales industry with co-host Russell Stephenson, revealing that he almost never got the job and in fact came incredibly close to taking a position painting chimneys at a power station.
Having recently had a sales call from the man who trained him, Alex reveals the fundamentals that he learned from his mentor after he put him into a role which although described as a “great opportunity” was instead a doomed title, and Alex will share how he took this opportunity as a challenge and exceeded all expectations from the seat of the previous person who had failed in the role.
He will discuss the importance of a direct approach to asking for money, why you should never give someone ten good reasons to sign your deal and the significance of maintaining an energetic approach in your client meetings.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
www.killermediasales.com
On this episode of Killer Media Sales, host Alex Whitlock’s business partner Phil Tarrant discusses his recent visit to Avalon for a major defence industry expo, and why planning is the most important part of turning events, trade shows and exhibitions into revenue generating business.
Phil will discuss how targeted their approach was in generating new contacts, why it is imperative that potential clients be placed into a hierarchy of who you should be speaking with, and whether you should “pre-empt” the chat that you plan to have.
He will explain how trade shows can get you in touch with the main decision makers that you may often struggle to access directly and how it is an opportunity to combine both editorial and sales department staff to your benefit.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
www.killermediasales.com
Returning to the Killer Media Sales Podcast for the second time, Australian Radio Network sales director of agency Jamie Wood joins hosts Russell Stephenson and Alex Whitlock to unpack how the ability to be able to think on your feet is so imperative in the sales sector.
Jamie will discuss his past career as a musician and in doing so liken the sales industry to the spontaneity and creativity of the arts sector, while also revealing why it is often those who “stick to the script” and never add any flair to their delivery that don’t make it.
He will explain how client objections are something that should always be handled organically, and why you should “lean in”, let the client articulate their thoughts and let that shape the direction of the conversation.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
www.killermediasales.com
Having stumbled upon the Killer Media Sales Podcast several months back and since utilising it as a learning resource for his team at the Australian Radio Network, sales director of agency Jamie Wood joins us on this episode of the show to discuss the structure of the team that he works with and some of the challenges that they face day to day.
Jamie will discuss how the agency dynamic differs to a direct-to-client sale, how to foster and develop strong relationships within an agency and unpack the delicate balance between standing out from your competition with a creative concept and being realistic and offering an achievable solution for your client.
Jamie will share his advice for those who struggle with the barrier that an agency often puts between you and the client and Alex will share his story of when challenging that barrier resulted in a negative outcome for him.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
www.killermediasales.com
Sales is a competitive industry made even more challenging if a competitor with “poor sales techniques” attempts to undercut you on what you are trying to sell.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how to respond to an undercut attempt from a client without dropping your price, while still maintaining the edge that you need to get the deal over the line.
They will discuss their experience of this happening, reveal the opportunity that arises as a result of this occurrence, and reveal the tactic that you can use to keep the interest of the client in this challenging situation.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.
www.killermediasales.com
Following on from what for many has been a break over the Christmas and New Year period, getting back into the swing of working life can often require some easing into. When it comes to sales however it turns out that this is entirely the wrong mentality to start the year with.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock having recently guided his sales team through a record month last December to explain why the “it’s the beginning of the year” trap is one that many salespeople fall into.
They will look at what you can do if your clients are not all back in their offices, reveal the one question you should avoid in sales calls at this time of the year, and discuss whether you should be reflecting on your performance from the previous year.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
www.killermediasales.com
Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall. But with clients knowing this too there are those who may look at it as simply a way to get out of a conversation.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how you can turn that dead-end conversation into an opportunity, sharing the one question that you can ask which will not only keep the conversation going, but could result in getting that contract signed.
They will address why sometimes the “no budget” line can be cause for concern, why you need to be direct with your clients, and Russ shares how he is able to figure out if the client is telling the truth.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
www.killermediasales.com
As prepared as you may be for an appointment with your client, or a plan on how you will hit your upcoming target, there will always be external occurrences that you have no control over which can impact the likelihood that someone will spend with you.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to discuss how external factors can influence your client's decision to spend, using examples which range from cryptocurrency right through to the royal commission.
They will reveal how you can still get through to clients who may be experiencing a tough financial streak when their normal reaction would be not to spend and share why it is completely possible to perform even stronger in a struggling market.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
www.killermediasales.com
With the majority of businesses seeing a disrupted workflow over the Christmas and New Year period many are also likely to lighten up on their advertising spend over the holiday break.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share how you can let clients in on “the best kept secret” which will see them taking advantage of the holiday period, and also keep you hitting your targets during a time where many advertisers drop off.
They will discuss why you need to be realistic and honest about how you pitch a campaign at this time of the year, the best way to categorise your clients based on existing relationships, and how the festive season can genuinely present opportunity for the right clients.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
www.killermediasales.com
Any client who spends with you is expecting value for their dollar. What that value looks like however can be quite subjective and is something that should definitely be discussed prior to them committing to a campaign.
In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the various ways in which you can approach a client following a campaign which has either not been as successful as they were hoping or not delivered in the way that you had suggested it would.
Tune in now to hear all of this and much, much more in this episode of Killer Media Sales
www.killermediasales.com
Some clients are just easier than others. Some of the difficult clients however will still end up spending big dollars and so could be worth your time having to jump through a few extra hoops, but on other occasions you could be being taken for a ride. So how do you differentiate between the two? In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share why there is a big difference between a client trying to get good value for money versus a client who is just out to get something for nothing. The pair will discuss how to identify this type of client, how to navigate your way around dealing with them and share why you need to place a higher importance on your time as a sales person. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com
With ongoing targets and sales goals a constant pressure of the job, a client deciding to take on a small campaign can often seem like more trouble than it is worth. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the best ways to deal with a client who has their mind set on the "one-month campaign" and has no interest in taking on what in the long run would be a more successful larger advertising run. Russel will address the common obstacles that sales people are faced with, the challenges that can happen if dealing with clients that are competitors and share why the small deals are just as important as the more substantial ones. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Momentum Media head of digital and marketing Michelle Tucker recently joined host Alex Whitlock to discuss how the introduction of artificial intelligence technology Quantcast into the Momentum Media arsenal is revealing a more detailed image of just who our various audiences are. In this episode of Killer Media Sales, Michelle is back to share how our sales team can best utilise that data and convert it into successful sales campaigns. Michelle will unpack why she believes that targeting the right people is so much more important than just targeting a lot of the wrong people and the types of data that can be accessed with the help of Quantcast. Michelle will also share her thoughts surrounding the impact that various marketing campaigns can achieve and how she is measuring that impact to gain a better understating of audience trends. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
As an ex-royal marine Joe Vince shares how a focus on discipline and structure has transitioned seamlessly into his sales role with Momentum Media brand Defence Connect. In this episode of Killer Media Sales, Joe joins host Alex Whitlock to share why he believes that the small wins are all just as important as the final outcome. He will unpack the importance of having systems within your role and why doing the small things well means more wins in the long term. With Alex soon to undertake a marathon he shares how he has been using a similar mindset throughout his training. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Telephone sales immediately removes the face to face connection that you have with a client hereby introducing a list of new challenges in the selling process. In this episode of Killer Media Sales, Sales and Telesales Solutions Jenny Cartwright joins host Alex Whitlock to share some of the common mistakes that salespeople tend to make over the phone when dealing with clients and how having a script can greatly hinder the success rate of your calls. Jenny will reveal the only time that you should ask a client a closed question, why smiling and standing is important when making calls and the importance of research before picking up the phone. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
In this episode of Killer Media Sales, Momentum Media head of digital and marketing Michelle Tucker joins host Alex Whitlock to discuss how the introduction of artificial intelligence technology Quantcast into the Momentum Media arsenal is revealing a more detailed image of just who their various audiences are. Michelle will share how macro level data can be layered to build datasets to better understand our audience, the opportunities that this presents to our sales teams and how that data can lead to deeper conversations with their clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Fresh from our special Killer Media Sales episode featuring Dr Rick Rigsby last week host Alex Whitlock is joined by sales team members David Stratford and Michael Johnson to discuss this live episode and the learnings that they took away from it. They will share their thoughts surrounding the importance of both listening to a client yet also being able to passively command the attention of a client and get them to listen to what you have to say or offer, and will unpack the importance of discipline in the sales process and how this factors into many things including what is said, what isn’t said, and focusing on the most relevant and important information for your client on the day. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Author, journalist and star of a viral video titled “The most inspiring speech” with at the time of writing 5.5 million views Dr Rick Rigsby joins us this week for a special live episode of Killer Media Sales. Alongside host Alex Whitlock, Rick will share the insights that he has gained from working with business leaders and elite athletes and how you can use the basics to make yourself a better salesperson. He will unpack how you can communicate more clearly, the importance of always growing as a person, and how you can become a sales champion. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Presentation is about more than a tailored suit, clean shave and fresh haircut. It is also about how you put yourself forward to your clients during a sales presentation. In this episode of Killer Media Sales Momentum Media’s Russel Stephenson joins host Alex Whitlock to discuss the many factors which lead to successfully presenting yourself, while also looking at the presentation process as just that – a presentation. They will discuss the theatre involved in getting a client on board, how to nail the timing when it comes to media kits and even discuss what you can learn from “Fawlty Towers” that can make you a better salesperson. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
There is no better way to find out what problems a real sales team is facing than by grabbing two of the teams most successful sales people and with no warning at all in front of a microphone asking them that question. So, in this episode of Killer Media Sales that is exactly what we do. Host Alex Whitlock is joined by Momentum Media’s Joe and Naz to discuss the problems that they are facing which are impairing them from reaching their sales goals. What follows is an analysis of how to bring those smaller spending clients up to the next level and the secrets to maintaining bigger relationships with clients. They will unpack their thoughts around prospecting new clients, playing the long game to get a prospect over the line and finding the balance between professional and relaxed casual relationships with your clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Momentum Media’s Andy Scott, Russell Stephenson and Alex Whitlock have all had involvement in the creation of new products in the media space throughout their experience within the industry. In this episode of Killer Media Sales they look at the process of starting from scratch with a new product and the steps involved in getting things up and running including identifying a sales market and structuring a plan around the targeted audience content and advertising opportunities. They will unpack the challenges that they faced when starting out and analyse how technological developments have made prospecting easier for salespeople today, while comparing that to selling to an established database and how this can lead to complacency. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
The Killer Media Sales podcast often unpacks sales strategies and dealing with clients however has previously not looked in extensive detail how a sale that involves an agency adds a point of difference to the sales process. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s John Briggs who in 1977 had his first experience working with an agency. He will discuss how the agency landscape has changed since then while also analysing what has remained similar, and unpack the mistakes that sales people often make when dealing with agencies. They will also discuss the importance of a strong brief, how to get direct contact with the client, and how to find out what budget the agency has to offer. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!
Knowing when to introduce the product that you are selling into conversation with your client is a fine balancing act - Too soon and you won’t be able to cash in on the opportunity to build value. Too late and what was a potential sales turns into pointless banter that can suggest a lack of confidence. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s most experienced media salesperson with 15 years of media sales behind him, Andy Scott. Andy will unpack why he believes that some sales people fail to gain traction with a client and discuss why you shouldn’t try to “sell” but instead get people to “buy”. The pair will discuss the importance of building trust with a new client, why finding out the goals of your client is so important, and how specialising your pitch is key to not losing them in the enormity of the offer. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Regardless of industry all businesses have some common goals: To stay relevant within their market, and to grow their client base. Here is where you come in. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Connect’s Jim Hall who will share how your ability as a sales person to connect with the audience that your client is targeting is the key to building strong relationships, and how those strong relationships ultimately result in increased sales. The pair will discuss the importance of seeking out opportunities to be consultative, build trust, and relieve pain points for your client and unpack how removing the focus from the dollars and instead focusing on being a consultant in the convoluted and difficult to navigate media space can make your clients want to chase you rather than the other way around. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
For many businesses the new financial year symbolises new budgets and new targets. While this growth can be exciting for a company the idea of rising targets can initiate fear among the sales team who will be responsible for bringing in those extra dollars. In this episode of Killer Media Sales Alex Whitlock is joined by Nest Egg sales superstar David Stratford to share how he responded to his new targets being revealed. David will share how after a shift in mindset he sees the increased target as a new opportunity, discuss the fear which comes with the annual review and the pair will discuss how aligning yourself with your client’s goals and objectives can bring opportunity and business to you. David will also share a story about fishing from a dinghy during a hurricane. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
With all clients having different needs and goals, approaching a sale with a one size fits all mindset can often be detrimental to closing the deal. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s head of partnerships Terry Braithwaite to share how creating the illusion of involvement in the decision-making process can help to create a sense of immediacy. They will discuss the impact of approaching a sales meeting with all of your answers mapped out and ready to go, and how this compares to an open discussion where the client is getting a tailored solution specific to their needs Terry will also share his thoughts on how customer service can often outweigh price as a leading decision for a client to buy. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
The language that a salesperson chooses to use can be so important in evoking a favourable outcome with a client. In this episode of Killer Media Sales, Alex Whitlock is joined by colleague Andy Scott to give the final word on language and word choice. They will discuss phrases that they feel should be avoided in the sales process, how simple language can spark interest and generate excitement, and even look at the impact that silence can have on client interaction. Andy will also give an unusual tip on how by simply altering your message structure when leaving a voicemail can greatly increase the number of times you are likely to get called back. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
“It is easier to get a client to go from spending $10,000 to spending $100,000 than to find a new cold client and get them to go from $0 to $10,000” In this episode of Killer Media Sales Russell Stephenson is joined by Momentum Connect’s Jim Hall, and News Corp’s Tom Panos to share their thoughts on locking in that big contract and how shifting your mindset as a sales person can take your monthly figures to the next level. They will discuss the importance of talking to the right decision makers, how you can earn the right to deal with those decision makers and share how prospecting for the right clients will ultimately increase your probability of winning their business. They will also unpack what makes a good sales person, and how appealing to the psychological need to protect what one already has can help you go from interrupting a client’s day to offering them something which will alleviate some pain out of their lives. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Momentum Media is coming toward the end of their financial year. In this episode of Killer Media Sales, Alex Whitlock is joined by his Momentum Media business partner Phil Tarrant to discuss what the end of financial year means for their business and also the opportunities that it presents for their sales team. They will unpack what it takes to successfully achieve targets, discuss how low-balling these targets can stunt career growth and look at how best to tell if a sales goal is achievable. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Behind any major event there is a huge team working tirelessly on every detail to make sure that the event is a smooth-running success. However even the best organised event is worth nothing if you have nobody walking through the door on the night. In this episode of Killer Media Sales, Alex Whitlock is joined by former media sales person turned event ticket sales guru Jake Whitlock who will unpack his process of filling seats at corporate award nights. He will discuss the process of forming relationships with award finalists, share the most common objections that he faces when trying to sell, and explain how he structures his approach by working backwards from the end goal. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
David Lee’s initial foray into sales came about as a combination of realizing that he was a good talker and being willing to take literally any job. In this episode of Killer Media Sales Alex Whitlock is joined former car salesman turned media salesperson David Lee who discusses the correlations between selling vehicles to those looking to buy, and outbound corporate sales. He will share stories of his daunting first day in sales, discuss the physical and verbal signs that he believes can tell you if closing is likely, and share the one thing that he does to break initial barriers with a client before even trying to sign them. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Any sales person will tell you that sales is a numbers game and that you need to be ready to take rejection from time to time. They will tell you that nobody can sell one hundred percent of their proposals and that a perfect track record is impossible. Any sales person that is except for Michael Johnson of Momentum Media’s research department. Michael has achieved a one hundred percent sales success rate. Technically he has only made one sale and pitched one sale, but the numbers no not lie. Alex Whitlock chats with newcomer to the industry Michael who shares how the process of stepping into the daunting world of sales went for him. Michael will share the two key things that he thinks helped him secure his first sale and discuss how he was trying to create a desire to buy rather than a push to sell. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
An existing client doesn’t need pages of your proposal to explain who you are and what your company stands for. They know. Instead they want a pitch which gets to the point, tells them what they will need to put in, and what they are going to get for their investment. Alex Whitlock is joined by self-described “simple man” Russell Stephenson who shares the most effective way to simplify a complicated proposal in order to get a quicker decision from a client. The pair will discuss the mistake that a lot of sales people make after having originally gotten a client excited and share how approaching an appointment like it is a “sales sizzle layer cake” is the best way to ensure a successful outcome. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
When dealing with a mix of potential clients on a daily basis many may feel that the key to a strong connection is mirroring each individual’s personality type. In this episode of Killer Media however, Alex Whitlock is joined by Jason McIlwaine of Real Estate Business who will discuss how he believes that being authentic and true to who you are can be one of the most powerful sales strategies. Having increased sales revenue for the REB brand by fifty percent since joining the title, Jason will share the three things that he believes have made him successful and how transparency is paramount in making strong connections with your clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
When your position requires high volumes of sales calls on a daily basis, letting your call quality slide is a bad habit that many end up falling into. In this episode of Killer Media, Alex Whitlock is joined by Momentum Media’s Russell Stephenson who will share his thoughts on the importance of keeping your calls fresh, and how a sense of urgency is key in moving toward a successful transaction. From triggering initial interest, to creating time critical tailored solutions for your clients, Russell discusses the difference between urgency and just ‘sounding busy’, and some techniques which will make every call as unique as the client on the other end of the line. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Steering a phone conversation from an idle chat to a finalized deal can be a difficult process. Alex Whitlock is joined by Defence Connect sales superstar Joe Vince who will share his approach to securing sales over the phone. Having just locked in a deal for $200,000 Joe will share the importance of the initial ‘discovery call’ and also how to tell straight away if it is likely to amount to a successful outcome. From maintaining the tempo of your conversations, to ensuring value comes from each of them, Joe will share his process with you and have you making all the right calls. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
In an episode inspired by a poorly written proposal, Alex Whitlock is joined by Momentum Media’s Phil Tarrant to discuss how simplicity can be key in finalizing sales. Learn how keeping a proposal concise can help to maintain the tone and tempo of a sale, and how putting yourself in your buyers shoes will both save you time, and steer you in the direction of success. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
As a relationship grows, so does a level of trust - but how do sales people blend authenticity with method and process and harness it to achieve greatness with your basic sales fundamentals? Alex Whitlock is joined by Momentum Media's Director Phillip Tarrant to discuss how authenticity impacts the relationship between a sales person and a client, how to use yourself as an advantage to be a good sales person as well as the importance of having a back up plan when going into a meeting - with emphasis on urgency. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
We have spoken about techniques, strategies and skills that bring the final sale home, now were going to tell you the key element that holds them all together - persuasion. Alex Whitlock is joined by Momentum Media's Director of Media and ex real estate agent Russell Stephenson to discuss the art of persuasion, the importance of selling an experience and how to understand where the flip is switched from a 'no' to a 'yes' to drive that sale home. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
As a sales person, we don't always understand how people from other careers view us. This week we chat to someone who has dealt with sales throughout his whole career, looking in from the outside. Alex Whitlock is joined by Aleks Vickovich, managing editor of Momentum Media's Wealth titles to discuss what it's like as a journalist to work closely with a sales team, how to overcome any issues that might arise for both parties as well as reveal why product knowledge and understanding your audience is paramount for both parties. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com.au
We all face high levels of stress at points in our career, but there are ways you we maintain discipline and structure to control stress. In this episode, Alex Whitlock is again joined by partnerships manager David Stratford, to discuss the stress involved in sales, both positive and negative, how to maintain a high performance by being in control of the strains of a demanding job and how to spot the signs that stress is starting to control you. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Every sales person understands the need to get a proposal out as soon as possible after a sales call, however sometimes this proposal can be the deal breaker - but what can you do to make sure it's not? In this episode, Alex Whitlock is again joined by Director of Media, Russell Stephenson to delve into the ins and outs of proposals, discussing the best way to write them, how to deliver them and the small details that brings the sale home. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
After a long Christmas break, it can be difficult to break the cycle and get back into selling, growing your client relationships and reaching your goals, but how do we overcome this? In this episode, Alex Whitlock is joined by event partnerships manager for Momentum Media, Ronan McGowan, to discuss how to hit the ground running after a long break. They reveal why it's important to engage in conversations with established clients to reconnect these relationships, as well as setting benchmarks for the year ahead by looking back at what has been achieved in 2017. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Starting fresh in an industry you know little to nothing about can be daunting, but how you overcome these challenges can determine how your relationships with clients will be. In this episode, Momentum Media directors Alex Whitlock and Russell Stephenson are joined by partnerships manager for wealth Leah Webster to reveal the ins and outs of the integral process of working in sales when starting in a new industry. They discuss each individual branch of the sales tree to consider, including the mechanics, politics, pitching and closing deals, evaluating the worth of sales and how to form lasting relationships. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com.au
What are the best ways to adapt to your audience? In this episode, Momentum Media directors Phil Tarrant and Alex Whitlock are joined by Head of Partnerships Terry Braithwaite to reveal what skills are required to successfully sell something to any type of person, how to adapt to those who are not responding well to a pitch and how to sell value to potential clients. Highlighting opportunity and providing a blended solution for your prospects creates room for success. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Do you keep your secrets to yourself? In this episode, Momentum Media directors Phil Tarrant and Alex Whitlock are joined by partnerships manager Jehan Hapuarachchi to discuss the departmental differences of sales and the outcomes clients are given, the breaking down of sales conversations and the mantra to hold above all else. The slippery aspect of media sales is that there are no rules, which keeps you on your toes. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com
Why is it important to create a habit of taking integral steps to position yourself to close a sale? In this episode, sales agent Andrew Scott joins Alex to discuss the importance of nailing the basic fundamentals, the integral steps you need to take to become successful, how “action breeds results” and why applying high standards to every step will result in success. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!
Have you ever had to go “back to basics”? In this episode, head of partnerships Jim Hall and sponsorship manager Michael Magee join the team to discuss how to build and grow relationships and what guidelines they use when doing so. The criticality of trust comes into play, as does showing a clear interest. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! Visit: www.killermediasales.com
When they don’t have a lot of resources on hand, how can salespeople successfully form relationships, showcase value and build credibility with their clients? In this episode, sales veteran John Briggs joins the team to discuss his old-school methodology for relationships building and explain that while ‘value’ is subjective, salespeople can skilfully interpret their product within the context of their clients’ needs to not only sell, but to sell well. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
In media sales, an agency can be your best ally or your worst enemy. While some salespeople have learned this the hard way, Terry Braithwaite rejoins the team to reveal how he closed his latest deal directly with his client without the services of their agency – but how open lines of communication will enable him to maintain his relationship with them over the long term. For more insight, tune in now to the latest episode of Killer Media Sales! Visit: www.killermediasales.com
What’s the difference between a group of working salespeople and a team of salespeople? In this episode of Killer Media Sales, host Alex Whitlock and guest co-host Terry Braithwaite explore what it means to work as a team in media sales and how team leaders can effectively foster working relationships to boost team morale, hit more targets and achieve greater success in the workplace. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! For more, visit www.killermediasales.com
In media sales, a client is buying a salesperson just as much as they’re buying the product being sold to them. In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock discuss the importance of clarity in communication and explain how salespeople can effectively present their offering to convert client interest into a done deal. Tune in to hear their tips for keeping communication clear, concise and relevant, as well as their thoughts on why salespeople who “seek first to understand before being understood” will better connect with clients and garner greater results. You'll hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
In this episode of Killer Media Sales, our hosts talk about the thrill of the battle, and how if you don’t have anyone to fight against - be it another colleague or a competitor - motivation can quickly fall away. Hear how the team draw from the experience of those who shed blood on 15th Century battlefields and those who shed sweat on footy fields today, how to find an enemy to keep focused, and what happens if you take the hatred of your enemies too far. Tune in now to hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
To maintain a healthy database, salespeople need to look beyond a sale and into the future – converting a once-off transaction into a long-term, mutually beneficial relationship with a client. Critical to achieving this feat is the ability to strike a balance between managing one’s energy across new prospects while also maintaining open lines of communication with existing clients. In this episode of Killer Media Sales, our hosts explain how salespeople can reenergise existing relationships by making themselves more valuable to clients, as well as how they can leverage their connections to source future business from their database over time. You’ll hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock discuss technology and distraction in the workplace, and how salespeople can better organise themselves in order to combat disruption to their work. Whether you’re a seasoned sales veteran or new to the game, tune in to hear the team’s practical tips on how salespeople can get the most out of their work day to help keep their eye on the prize and be the best that they can be in media sales. Tune in now to hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
Feel like you’re hitting a wall at work? You’re not alone – even the most successful salesperson has had their share of difficulties. But what separates the good from the great in media sales is the capacity to recognise the negativity you're experiencing in order to stop it in its tracks. In this episode of Killer Media Sales, our hosts explain that every person has the power of self-belief and why harnessing this power will not only enable salespeople to combat negativity, but to take control of their work to achieve their goals. Tune in now to hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
In a crisis, people often need to be led – and in media sales, whether you’re a naturally calm or fast-paced individual, the ability to lead clients through a tricky situation is a top trait in any good salesperson. In this episode of Killer Media Sales, our hosts explain the importance of owning to one’s mistakes and showing leadership in the situation at hand, and share their formula for how salespeople can successfully avert or solve client problems which allow for healthy, long-lasting relationships between businesses and their client base. Tune in now to hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
Pressure is an indomitable force, but under the right circumstances, working under pressure can be just the thing a salesperson needs to push the limits of their abilities and achieve greater success. In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock reveal how salespeople can identify good pressure from bad pressure and apply it to their work in a positive way, and explain how salespeople can leverage their strengths against their weaknesses to excel in the situation at hand. You’ll hear all of this and more in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
Are you a solutions-based salesperson or an opportunistic salesperson – and what do those terms really mean? While there’s much rhetoric surrounding those labels, one thing is for certain: a good salesperson will know how to leverage off a problem and provide a solution – not only creating an opportunity for themselves, but forming stronger relationships with clientele in the process. In this episode of Killer Media Sales, our hosts explain why knowledge is power in one’s marketplace, and provide a real-world example to explain how salespeople can not only capitalise on a situation, but show their value in supporting a client’s business as well. Tune in now to hear all of this and more, in this episode of Killer Media Sales! For more, visit: www.killermediasales.com
When it comes to meeting targets, as a salesperson, whose should you hit: the company’s targets or your own? In this episode of Killer Media Sales, our hosts discuss goal-setting and how salespeople can strike the balance between meeting the business’ needs and achieving personal goals, allowing for maximum efficiency without jeopardising the quality of their work. Tune in now to hear all of this and much, much more, in this episode of Killer Media Sales!
Clients won’t waste their time with a salesperson unless they see the potential in the proposed product to not only meet their business’ needs, but exceed their expectations. As such, it is essential for a salesperson to understand the differences between the features and benefits of the product they’re selling in order to generate interest from prospective clients and build partnerships for the future. In this episode, our hosts break down the differences between features and benefits and how they go hand-in-hand, as well as explain how salespeople can better align the needs of their client with the benefits of their product to get deals closed. Tune in to hear all of this and much, much more in this episode of Killer Media Sales! http://www.killermediasales.com
What’s your story? Having an understanding of one’s brand, one’s product and what sets it apart is one thing; the way in which a salesperson shares these facts with clientele is another. In this episode of Killer Media Sales, our hosts discuss why storytelling is an art form, how salespeople can work on their own narratives, and why having a story not only makes a salesperson memorable, but builds a stronger rapport with prospective clientele and gets deals closed. Tune in for all of this and much, much more in this episode of Killer Media Sales! For more insight, log onto http://www.killermediasales.com
Are you a go-getter who makes 10 calls before 10am? Well if you feel like you’ve spent the day ‘faffing’ around, fear not – even the best salespeople have unproductive days from time to time. However, the trick to effectively making those calls and counteracting procrastination is by establishing the purpose of communication and harnessing the tools you’ve got to structure the day ahead. In this episode of Killer Media Sales, Phil Tarrant and Alex Whitlock talk about CRM platforms and how this ties into productivity, the methods of client communication and why you’ve got to do it right, and why they believe it’s essential for salespeople to spend time prospecting clientele to build on their existing database. Tune in to hear all of this and more in the latest episode of Killer Media Sales! http://www.killermediasales.com
Do you know how to take control in the meeting room? Alex Whitlock says that in his experience, meetings make money, but that it’s not always as simple as that. Alex believes that in order to achieve a successful outcome, a salesperson must understand that it’s not just about the end goal. To convert a simple meeting into a sale, they must first determine where the meeting fits into the individual sales process and understand how to effectively harness their knowledge about a client to use to their advantage. In this episode of Killer Media Sales, out hosts discuss the dos and don’ts of meeting clientele and share their tips and tricks to better preparing salespeople to take control of client meetings and gain the upper hand. Tune in to hear all of this and much, much more in this episode of Killer Media Sales! For more insight, tune in to http://www.killermediasales.com
Have you been met with objections from hesitant clients? Well it’s not all about talk in this business; in order to be a good salesperson, you’ve also got to be a good listener. To effectively handle these objections and convert hesitant clients into done deals, a salesperson has to know three things: how to build a rapport with clients, where to highlight the value in their product, and when to ask for business. In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock talk about why salespeople should “work out who they’re dealing with” to build better relationships with clientele and share their tips and tricks for overcoming objections to get your deals closed. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! Log on to http://www.killermediasales.com for more insight.
Have you experienced a sales slump? If you haven’t, chances are that at one point or another you will. There’s nothing to be ashamed of – it happens to even the most seasoned salesperson. The trick to getting out of a slump, however, is identifying the warning signs and knowing when and how to ask for help. In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock share their tips on how salespeople can regain their confidence after a slump, why it’s essential to ‘blow the rubbish out’ and let go of phantom deals, and why they believe that finding the courage to reach out for help is an admirable trait in any tough salesperson. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! For more insight, visit http://www.killermediasales.com
It’s not good enough to simply be just a good sales person; to be truly exceptional in sales you really need to know about what you’re selling. The best sales people immerse themselves in their subject matter, their area of specialisation. They can form an opinion, engage in quality conversations with a potential advertiser or media partner, and positively influence them via their knowledge of the subject their media brand represents. It’s as simple as that. You’ve got to know your content. You’ve got to care. You’ve got to make the effort to build your knowledge. Get this right and you’ll generate trust, respect and rapport. In this episode, we discuss what it truly takes to be knowledgeable in your area of sales, how to take action, and how that can transform you into a sales gun – and take you quickly to the top of the sales board. http://www.killermediasales.com
Good customer service is something that clients expect. It’s not a point of difference; it’s just good business. However exceptional customer service is something you can strive towards – always. It’s what sets sales people apart. In this episode, we unpack what it means to be exceptional at customer service in media sales, how to be a gun and why starting today will deliver results immediately. Upskill and excel. http://www.killermediasales.com
A classic for all salesmen, the infamous Alec Baldwin Always Be Closing bit in the movie Glengarry Glen Ross is the hallmark for desperation in sales, or in sales people. But does this ring true in today’s modern media sales landscape. Maybe a bit. In this episode we tackle the concept of Always Be Closing – and how a competitive sales room full of nervous energy and tension can potentially revitalise your pitch and help you to make more sales. http://www.killermediasales.com
Poor written work lets down even the best salespeople at times. It’s an essential part of the sales process and understanding what to write, when to write it and how to write it, can supercharge your earning potential. This episode breaks down the media sales cycle – and how you can mater it with stellar written copy. http://www.killermediasales.com
Launching a new media product, brand, blog, social channel, influencer channel or podcast is exciting – but requires a lot of focus, attention, drive and tenacity to generate immediate (and sustainable) income. In this episode we equip you with the skills to approach any new media launch with vigour and a winning attitude. Sure fire tips that will get you results. http://www.killermediasales.com
Don’t be afraid to make media sales personal. Whether you’re taking money off the competitor product – or the media salesperson on it – find out how to get an advantage and capitalise on it. http://www.killermediasales.com
If you don’t know your competition, you’re flying blind. In this episode we detail the importance of competitor analysis, how to undertake it, and how you can use this info to drive more sales and take money off your competitors. http://www.killermediasales.com
We break down the basics of what makes a successful sales person – and how to embrace these key fundamentals to ignite your sales potential and generate more $$$. http://www.killermediasales.com