One of the challenges that salespeople face is that they have to deal with a lot of information and can get overloaded really quickly if they don't know how to prioritise. In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of hierarchisation of the information in the sales process. In particular, why knowing the purpose and the objective of the call is the most important thing. They also touch on the need for qualification as a salesperson. And ...
Aug 06, 2021•28 min
Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation? Sometimes sales people, whether they’re new or experienced, can get lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but particularly when they are new, these nerves can take over and cloud their judgment. In sales, this can lead to finding themselves rambling and chatting away without having a clear strategy in mind giving a sense ...
Jul 30, 2021•25 min
There are some very tangible tactics that can seperate failure from success when launching a new title, brand or any other type of media product. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the tools and strategies that you can use to avoid some very common pitfalls when bringing something to market. They also outline how you should structure such launches, the various types of products and how they differ, and the insights that they have gained i...
Jul 23, 2021•30 min
Sometimes grinding can get you results as a salesperson, but to have continued success in the media landscape you need to have an ability to read the room and to understand how people are feeling about a certain situation. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore how you can enhance your sales operations by developing empathy, dissolving ego and relating to those around you at a more personal level. They also discuss the importance of listening, learnin...
Jul 16, 2021•22 min
The fundamentals of being successful in media sales have never changed. With a host of new requirements brought by digital media, as well as the evolving expectations of the modern advertiser, it may seem like the game has been completely flipped on its head. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson show that while the media landscape is constantly shifting, the rules remain relatively the same. They explore the importance of setting personal targets, no ...
Jul 09, 2021•24 min
When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a rhythm in the way you do things so that you don't gloss over the small stuff. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss mindset, goal setting and strategies to ensure that you don’t slip to the back of the pack. They also look into how you can plan ahead to avoid c...
Jul 02, 2021•22 min
Have you confused ego with confidence? Do you lack confidence or is your confidence driven by your ego? Or are you even conscious of your own ego during the selling process? In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about why sales people should have high confidence and charisma as this is key to the sales process. They also mention how the ego can be an extension or your own personality and can sometimes “help” in the process of selling, however they warn a...
Jun 25, 2021•23 min
In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the “close the deal” trap. In this episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that salespeople make when trying to bring money to the table and when they accept any deal in order to hit their targets. Alex and Russell also give advice to all the salespeople to be prepared to deal with...
Jun 18, 2021•24 min
Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good negotiating. They dwell on their experience in trying to get the best out of a bad hand of cards, as well as how you can approach any situation with the right mindset to maximise results. The two also d...
Jun 11, 2021•28 min
Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable. In this episode of Killer Media Sales, Host Alex Whitlock is joined by Paul Glossop, Director of Pure Property Investment, who is a regular purchaser of advertising on Momentum Media’s network. Paul provides a va...
Jun 04, 2021•27 min
The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward. They also give advice on how sales people should look back, and set up targets based on the trajectory that they think is out, to trust in their gut and try to avoid limiting themselves by setting up those ne...
May 28, 2021•21 min
Ideally, people who engage with you commercially will value what you have to say. In order to build a profile and a presence, it is extremely important to be engaging and connecting with your chosen industry and audience in order to gain traction and trust. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson address the pitfalls of some salespeople who spend too much time in the shadows, and explore how you can take small steps in your day to day operations to engag...
May 21, 2021•21 min
Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it. In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively put a proposition forward to a client that has native content and a native strategy. They share their knowledge in how to create a deep client relationship of trust and the most effective way to deal wit...
May 14, 2021•25 min
When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling. In this episode of Killer Media Sales, Alex Whitlock & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting organisations with audiences. They explore the capabilities that salespeople have to move beyond the mindset of “just selling ads”, the insights that can be gained by having a detailed look across the medi...
May 07, 2021•25 min
With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation. They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it...
Apr 30, 2021•22 min
In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop and smell the roses. They also explore the importance of counting milestones, approaching barriers with the right mindset and increasing the frequency...
Apr 23, 2021•28 min
Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out? Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are stalling. They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to c...
Apr 16, 2021•25 min
The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the expectations of your client. When a relationship has already been built, these non-successes can be worked through with your client, but what if it is a new advertiser and you haven’t delivered the results that they were expecting for their first campaign? Alex Whitlock and Russell Stevenson, hosts of the Killer Media Sales Podca...
Apr 09, 2021•21 min
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work? In this episode of Killer Media Sales, your hosts Alex Whitock and Russell Stephenson explore through their own lens the ability for sales teams to fundamentally change the way they set goals and targe...
Mar 31, 2021•23 min
In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market. Part one of the chat can be found HERE and covered spontaneity, why it is important to separate yourself from your brand, and why you should treat your prospects with respect, and in this episode of Killer Media Sales they look at a sp...
Mar 26, 2021•28 min
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas! Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental. They unpack the im...
Mar 19, 2021•25 min
With Momentum Media looking to grow their account management team hosts Alex Whitlock and Russell Stephenson have been putting together a position description for the new role. A process which has left them wondering, what are the key attributes that make for a successful salesperson? In this episode of Killer Media Sales, they reveal what they look for in new sales talent, including the curveball question that they ask applicants – and how the response to that question can determine if they are...
Mar 12, 2021•20 min
With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims? In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why und...
Mar 05, 2021•29 min
You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way. In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson discuss keeping the sales process short and concise, explaining why the speed of the deal doesn’t need to be...
Feb 26, 2021•20 min
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson look at methods and tactics for managing your workload. Creating the ‘perfect storm’ scenario where a number of projects and deadlines fall into the same time frame, they explain why prioritising these demands based on client spend shouldn’t be your go to, and why it is so important to set realistic timelines and expectations with your clients from the beginning. They reveal the one thing that should never be includ...
Feb 19, 2021•15 min
The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for those looking to sign and retain clients. With relationship building having shifted away from being about one-on-one entertaining, Alex and Russell ex...
Feb 12, 2021•24 min
Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn’t expect was that his earnings would actually increase. In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn’t mean a bigger income. They explain why it is important...
Feb 05, 2021•23 min
Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate. They explain why every conversation should be treated as a 'mini close', why there should never be uncertainty when a contract is sent out, and explain the importance of the verbal agree...
Jan 29, 2021•18 min
It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers. So how do you set yourself up for success when trying to lock in that next level deal? In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract. They discuss why rushing the process can be detrimental to your outcome, why preparation is key, a...
Jan 22, 2021•28 min
For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month? In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, and get those sales back on the board at a time when your clients might not be ready do deals. They share their strategies and tactics for kick starti...
Jan 15, 2021•15 min
