Killer Media Sales

Professional sports players will make small steps to slowly increase their skills, speed, strength and other abilities, and many salespeople will follow a similar regime. On this week of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the ways in which salespeople can change their mind state about what is possible. They explore how people limit themselves based on past results, why we are conditioned to be risk averse, and the secret to keeping the furnace burning within you that drives you to achieve more. All of this and much more on this episode of Killer Media Sales!

Every day, people are presented with a multitude of decisions to make - whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on advertising. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad ways in which you can help your prospects make easier decisions. They explore how you can present simple solutions, create endpoints that are desirable, and take control of the process in order to make the chosen outcome a no brainer. All this, and much more on this episode of Killer Media Sales!

Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, competition is innate and is part of everyday life; for others, it is developed through a process of consistency and practice. Russell and Pancho explore how you can focus your energy on the right pillars in order to gain advantage over those you are competing with, why competing and winning are two different things, as well as the difference between people who are hunters and people who are farmers when it comes to selling. All of this and much more on this episode of Killer Media Sales!

Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he reflects on his career in sales and the lessons learned in the process. Host Russell Stephenson speaks with Pancho about the barriers he faced along the way, how his attitude has changed in the process of growing as a saleperson, and why he beleives some things should be avoided in order to succeed in a challenging market. Pancho and Russell also discuss the 3 pillars of success when selling, as well as the ways you can shift your mindset in order to maximise your potential and achieve your goals. All of this and much more on this episode of Killer Media Sales

Email marketing has been around for decades now, and can sometimes be seen as an afterthought to any media campaign. By looking at EDM's through a fresh perspective, salespeople can guarantee that they keep revenue flowing through good times and bad. On this weeks episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson explore the ins and outs of email marketing, why it is crucial to keep a focus on, and how you can maximise the success of email campaigns by delivering them effectively and efficiently. All of this and much more on this weeks episode of Killer Media Sales!

Have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do? In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when those situations catch you off guard. But what makes a crisis, a crisis? What are the key aspects that can turn a “normal sales situation” into a crisis? What’s the key to solving a crisis? Can a crisis be avoided? They also discuss how in dealing with a crisis you have to get out of your comfort zone and the more you do that, the better you'll be at handling difficult situations. They pair also consider how a crisis can be a huge opportunity to deepen a relationship and build trust. You can’t miss this episode full of tips and tricks that will help you to kill it in media sales.

We all like to be out of our comfort zone every once in a while, but we also need to maintain a belief that things are possible by analysing our shortcomings and celebrating our successes. On this weeks episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore the benefits and methods to maintaining a positive mindset in the sales process and in your everyday life. They also look at how you can regulate your thought processes, organise your day, and use structure and consistency to maintain a high level of performance in your sales career. All this and much more on this episode of Killer Media Sales!

Meetings are a powerful tool for getting you closer to your clients, but approached the wrong way, they can be quite counter productive. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson outline the miriad ways to think about meetings with clients, and how you can gently take control and shift the focus toward your objectives. They also ask why it is that meetings can go wrong, how you can use digital technology to your advantage, and the power of making a commitment early on in a new relationship. All this and much more on this episode of Killer Media Sales!

Speaking with someone you don't know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the process. On this episode of Killer Media Sales, Hosts Russell Stephenson and Alex Whitlock attempt to navigate the challenges and concerns faced by salespeople when discussing the budget of a media project. They also look into the reasons certain prospects will keep budgets close to their chest, the performance of different media channels and the implications this has on the bottom line, as well as the shift in perspective that you can undertake in order to achieve more lucrative outcomes. All of this and much more, on this episode of Killer Media Sales.

For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely - there can be no understating that timing of certain messaging is critical. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse the benefits of applying pressure in different parts of the dealmaking process, and what they find will surprise you. They also look into the different types of media and how they have different timelines, the pitfalls of jumping the gun, and how you can achieve success through careful, planned execution of messaging. Find out this and much more on this episode of Killer Media Sales!

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 explain why it is important to know what matters to your client and what is the outcome they’re looking to achieve as this is the main reason why you’re having the conversation and will tell you where to go. You can’t miss this episode that's full of tips and tricks to help you to fire up your media sales.

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 of disengagement, however, in those very first calls, qualification is everything.   In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of qualification in the sales process, what this qualification process looks like and what can happen if you don’t qualify for a lead. They also talk about the importance of simplifying and qualifying the questions early on in the conversation to achieve multiple outcomes.   In this episode you’ll learn how to recognise when there’s a

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 into creating new forms of media over the years. Tune in to hear this and much, much more on this episode of Killer Media Sales!

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, learning and engaging with the emotions of others, and how you can access a higher level of understanding by keeping the worldview of others in mind. Tune in to hear this and much much more on this episode of Killer Media Sales!

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 matter how many overarching goals you have to guide you. They also engage with the idea of being clear with your vision, and how you can underpin your success as a media salesperson by knowing your worth and understanding the limits of your reach. Tune in to hear this and much more on this episode of Killer Media Sales!

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 common pitfalls in the sales process, as well as how to plan ahead and make the most of your goals and future aspirations in order to capitalise on opportunities when they are in front of you. Tune in to hear this and much much more on this episode of Killer Media Sales!

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 about personality clashes and letting the ego take over completely. You can’t miss this episode of Killer Media Sales as you’re going to find out if having an ego is good or bad for you as a sales person.

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 these types of situations. They also talked about the importance of changing marketing tactics in order to reach the market target you’re looking for. You can't miss this one!

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 discuss a few case studies from Momentum Media whereby they saw people actively pursuing the best deal through negotiating tactics, and how you can use these tactics to gain a competetive edge in your selling operations. Tune in to hear this and much more on this episode of Killer Media Sales.

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 valuable insight into how he uses media as a network to find clients, how he maximises his opportunities through media buying, and how his experience has been in finding the right channel to target.    Alex and Paul also discuss the pitfalls of media sales agents when discussing new products, what media buyers are looking for, and how big words can sometimes deliver very little.   Tune in to hear this and much more on this episode of Killer Media Sales.