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 discip...
Sep 14, 2018•17 min
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...
Sep 07, 2018•27 min
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 n...
Aug 31, 2018•14 min
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 tho...
Aug 17, 2018•15 min
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 t...
Aug 10, 2018•14 min
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 unpa...
Aug 03, 2018•17 min
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 be...
Jul 27, 2018•18 min
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 ...
Jul 12, 2018•17 min
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 ...
Jul 06, 2018•12 min
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...
Jun 28, 2018•13 min
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 unusua...
Jun 21, 2018•18 min
“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,...
Jun 08, 2018•23 min
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. T...
Jun 01, 2018•17 min
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 rel...
May 25, 2018•13 min
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 y...
May 18, 2018•15 min
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. Ale...
Apr 27, 2018•11 min
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...
Apr 20, 2018•12 min
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 s...
Apr 12, 2018•10 min
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, Rus...
Apr 05, 2018•15 min
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...
Mar 22, 2018•14 min
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
Mar 16, 2018•13 min
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 emph...
Mar 09, 2018•13 min
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 mor...
Feb 21, 2018•18 min
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...
Feb 14, 2018•24 min
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 mor...
Feb 08, 2018•11 min
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 t...
Feb 02, 2018•15 min
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 fo...
Jan 15, 2018•17 min
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 ...
Nov 17, 2017•14 min
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 ...
Oct 25, 2017•25 min
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...
Oct 19, 2017•19 min
