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 b...
Jan 07, 2021•14 min
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...
Dec 17, 2020•19 min
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...
Dec 11, 2020•17 min
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 m...
Dec 04, 2020•21 min
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 ...
Nov 27, 2020•19 min
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 produ...
Nov 20, 2020•24 min
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 ac...
Nov 13, 2020•23 min
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, ...
Oct 30, 2020•19 min
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 mark...
Oct 23, 2020•19 min
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 a...
Oct 16, 2020•15 min
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 t...
Oct 09, 2020•21 min
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 ...
Oct 02, 2020•24 min
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, discu...
Sep 25, 2020•22 min
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 ...
Sep 18, 2020•23 min
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 discu...
Sep 11, 2020•19 min
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...
Sep 04, 2020•19 min
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 differen...
Aug 28, 2020•20 min
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 tho...
Aug 21, 2020•21 min
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 th...
Aug 07, 2020•22 min
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 ...
Jul 31, 2020•21 min
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 ...
Jul 24, 2020•25 min
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, patroll...
Jul 17, 2020•23 min
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 a...
Jul 10, 2020•25 min
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.
Jul 03, 2020•26 min
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....
Jun 26, 2020•29 min
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....
Jun 19, 2020•24 min
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.
Jun 12, 2020•25 min
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...
Jun 05, 2020•17 min
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 op...
May 29, 2020•20 min
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...
May 22, 2020•25 min
