Killer Media Sales

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 steps to take when a buyer questions the price, the dangers of discounting too soon, and the key attributes that communicate a seller's confidence in the quality of their product.

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, patrolling all areas of your database, and providing value to your existing clients.

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 achieve, why becoming too involved in the intricacies of a campaign can be detrimental, and how to know when to walk away from a particular deal.

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.

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.

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.

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.

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 these decentralised broadcasts, the compelling nature of this new medium, and the opportunities now available to potential advertisers.

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 opt for a phone call instead, and the importance of strong presentation.

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 in order to adapt to market changes. They outline the difference between using force and being persuasive, practical steps for dealing with a new prospect, and what to do when you start to sense a bit of resistance.

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 new clients with smaller deals.

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 it's critical to genuinely align yourself with your client's objectives, and whether it's wise to challenge your client's budget constraints.

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 mindset shift that is needed to focus energy and attention on finalising deals, as well as the finer details of client interaction that salespeople need to be aware of in order to guarantee that they can finish what they start.

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 the attributes required for cutting the fat, as well as the most direct methods and approaches that you can use to shift your selling into top gear.

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 networks. They also discuss the fluid and dynamic nature of the market, why you must adapt and flow to remain relevant and engaging, and how you can leverage new and existing relationships as a vehicle for generating revenue

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 options to potential clients. They also explore how using a succinct and direct approach can be the most effective, how presenting your clients with too many options can be detrimental to your chances, and why it is essential to be a voice of reason in this oversaturated media landscape.

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 rewarding for selling, in what can only be described as a "noisy market". They explore the characteristics required to get your message to the table, the adaptations that salespeople need to make to their daily communication, and the reasons why confidence, calmness and compassion are more than ever essential in the way that you operate.

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 taking hold of this opportunity to develop deeper client relationships. They share their insights into effectively structuring your day whilst working from home, the benefits of maintaining an exercise regime, and staying informed about revenue available in your marketplace.

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 unpredictable market calls for short-term, flexible solutions, what to do if your top ten clients have policies that limit spending at the moment, and how to approach clients with sensitivity to their fears and expectations.

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 technique, and which avenues should be avoided. They reflect on how to "pester" clients in a productive way, the importance of maintaining an organised and updated database, and why keeping a smile on your dial is critical to steering you towards positive engagement with clients.