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!
Oct 10, 2017•16 min
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
Sep 20, 2017•22 min
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, m...
Aug 30, 2017•20 min
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
Aug 23, 2017•20 min
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.k...
Aug 16, 2017•12 min
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 und...
Jul 26, 2017•19 min
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 mor...
Jul 18, 2017•14 min
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 m...
Jul 12, 2017•16 min
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 thi...
Jul 05, 2017•15 min
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 ...
Jun 28, 2017•15 min
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 relat...
Jun 21, 2017•11 min
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 a...
Jun 15, 2017•11 min
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 provid...
Jun 07, 2017•13 min
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!
May 16, 2017•11 min
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 t...
May 02, 2017•17 min
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 mu...
Apr 18, 2017•23 min
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 t...
Apr 11, 2017•22 min
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 th...
Apr 03, 2017•24 min
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 ab...
Mar 27, 2017•22 min
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 rubb...
Mar 21, 2017•19 min
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’...
Feb 14, 2017•21 min
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
Feb 01, 2017•26 min
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
Jan 18, 2017•20 min
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
Jan 18, 2017•29 min
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
Jan 18, 2017•28 min
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
Jan 18, 2017•26 min
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
Jan 17, 2017•21 min
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
Jan 17, 2017•21 min
