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.
Sep 13, 2019•15 min
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 urgen...
Aug 30, 2019•18 min
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, ...
Aug 09, 2019•19 min
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...
Aug 02, 2019•17 min
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 shif...
Jul 26, 2019•19 min
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 ...
Jul 19, 2019•22 min
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.
Jul 12, 2019•17 min
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 de...
Jul 05, 2019•15 min
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 wr...
Jun 07, 2019•26 min
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 ...
May 31, 2019•11 min
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, pre...
May 24, 2019•15 min
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 gathe...
May 03, 2019•20 min
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...
Apr 17, 2019•15 min
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 ...
Apr 12, 2019•23 min
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 doo...
Mar 15, 2019•19 min
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-...
Mar 08, 2019•18 min
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 a...
Feb 21, 2019•26 min
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 ...
Feb 08, 2019•21 min
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 arise...
Jan 25, 2019•13 min
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...
Jan 11, 2019•17 min
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 co...
Dec 07, 2018•15 min
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....
Nov 23, 2018•16 min
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 yo...
Nov 16, 2018•14 min
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 ...
Nov 09, 2018•14 min
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 ...
Nov 02, 2018•15 min
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 sal...
Oct 26, 2018•19 min
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 ri...
Oct 19, 2018•13 min
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 mara...
Oct 12, 2018•13 min
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 shoul...
Oct 05, 2018•22 min
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 ...
Sep 21, 2018•13 min
