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...
May 15, 2020•20 min
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 i...
May 08, 2020•22 min
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 mi...
May 01, 2020•15 min
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 th...
Apr 24, 2020•18 min
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 ne...
Apr 17, 2020•22 min
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 opt...
Apr 09, 2020•15 min
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 rewa...
Apr 03, 2020•23 min
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 tak...
Mar 27, 2020•20 min
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 ...
Mar 20, 2020•20 min
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 tech...
Mar 13, 2020•22 min
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 r...
Mar 06, 2020•12 min
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 w...
Feb 28, 2020•18 min
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...
Feb 21, 2020•18 min
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 ...
Feb 14, 2020•17 min
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 c...
Feb 07, 2020•15 min
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 clie...
Jan 24, 2020•14 min
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 importa...
Jan 17, 2020•13 min
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 profess...
Jan 10, 2020•13 min
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 achievabl...
Dec 20, 2019•14 min
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 ...
Dec 13, 2019•14 min
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...
Dec 06, 2019•17 min
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.
Nov 28, 2019•15 min
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...
Nov 22, 2019•14 min
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...
Nov 15, 2019•12 min
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 h...
Nov 07, 2019•21 min
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.
Nov 01, 2019•23 min
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 Russ...
Oct 18, 2019•19 min
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....
Oct 04, 2019•22 min
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 t...
Sep 27, 2019•13 min
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...
Sep 20, 2019•14 min
