Killer Media Sales

Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall.  But with clients knowing this too there are those who may look at it as simply a way to get out of a conversation. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how you can turn that dead-end conversation into an opportunity, sharing the one question that you can ask which will not only keep the conversation going, but could result in getting that contract signed. They will address why sometimes the “no budget” line can be cause for concern, why you need to be direct with your clients, and Russ shares how he is able to figure out if the client is telling the truth. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com

As prepared as you may be for an appointment with your client, or a plan on how you will hit your upcoming target, there will always be external occurrences that you have no control over which can impact the likelihood that someone will spend with you. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to discuss how external factors can influence your client's decision to spend, using examples which range from cryptocurrency right through to the royal commission. They will reveal how you can still get through to clients who may be experiencing a tough financial streak when their normal reaction would be not to spend and share why it is completely possible to perform even stronger in a struggling market. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com

With the majority of businesses seeing a disrupted workflow over the Christmas and New Year period many are also likely to lighten up on their advertising spend over the holiday break. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share how you can let clients in on “the best kept secret” which will see them taking advantage of the holiday period, and also keep you hitting your targets during a time where many advertisers drop off. They will discuss why you need to be realistic and honest about how you pitch a campaign at this time of the year, the best way to categorise your clients based on existing relationships, and how the festive season can genuinely present opportunity for the right clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com

Any client who spends with you is expecting value for their dollar. What that value looks like however can be quite subjective and is something that should definitely be discussed prior to them committing to a campaign. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the various ways in which you can approach a client following a campaign which has either not been as successful as they were hoping or not delivered in the way that you had suggested it would. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com

Some clients are just easier than others. Some of the difficult clients however will still end up spending big dollars and so could be worth your time having to jump through a few extra hoops, but on other occasions you could be being taken for a ride. So how do you differentiate between the two? In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share why there is a big difference between a client trying to get good value for money versus a client who is just out to get something for nothing. The pair will discuss how to identify this type of client, how to navigate your way around dealing with them and share why you need to place a higher importance on your time as a sales person. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales www.killermediasales.com

With ongoing targets and sales goals a constant pressure of the job, a client deciding to take on a small campaign can often seem like more trouble than it is worth. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the best ways to deal with a client who has their mind set on the "one-month campaign" and has no interest in taking on what in the long run would be a more successful larger advertising run. Russel will address the common obstacles that sales people are faced with, the challenges that can happen if dealing with clients that are competitors and share why the small deals are just as important as the more substantial ones. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Momentum Media head of digital and marketing Michelle Tucker recently joined host Alex Whitlock to discuss how the introduction of artificial intelligence technology Quantcast into the Momentum Media arsenal is revealing a more detailed image of just who our various audiences are. In this episode of Killer Media Sales, Michelle is back to share how our sales team can best utilise that data and convert it into successful sales campaigns. Michelle will unpack why she believes that targeting the right people is so much more important than just targeting a lot of the wrong people and the types of data that can be accessed with the help of Quantcast. Michelle will also share her thoughts surrounding the impact that various marketing campaigns can achieve and how she is measuring that impact to gain a better understating of audience trends. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

As an ex-royal marine Joe Vince shares how a focus on discipline and structure has transitioned seamlessly into his sales role with Momentum Media brand Defence Connect. In this episode of Killer Media Sales, Joe joins host Alex Whitlock to share why he believes that the small wins are all just as important as the final outcome. He will unpack the importance of having systems within your role and why doing the small things well means more wins in the long term. With Alex soon to undertake a marathon he shares how he has been using a similar mindset throughout his training. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Telephone sales immediately removes the face to face connection that you have with a client hereby introducing a list of new challenges in the selling process. In this episode of Killer Media Sales, Sales and Telesales Solutions Jenny Cartwright joins host Alex Whitlock to share some of the common mistakes that salespeople tend to make over the phone when dealing with clients and how having a script can greatly hinder the success rate of your calls. Jenny will reveal the only time that you should ask a client a closed question, why smiling and standing is important when making calls and the importance of research before picking up the phone. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

In this episode of Killer Media Sales, Momentum Media head of digital and marketing Michelle Tucker joins host Alex Whitlock to discuss how the introduction of artificial intelligence technology Quantcast into the Momentum Media arsenal is revealing a more detailed image of just who their various audiences are. Michelle will share how macro level data can be layered to build datasets to better understand our audience, the opportunities that this presents to our sales teams and how that data can lead to deeper conversations with their clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Fresh from our special Killer Media Sales episode featuring Dr Rick Rigsby last week host Alex Whitlock is joined by sales team members David Stratford and Michael Johnson to discuss this live episode and the learnings that they took away from it. They will share their thoughts surrounding the importance of both listening to a client yet also being able to passively command the attention of a client and get them to listen to what you have to say or offer, and will unpack the importance of discipline in the sales process and how this factors into many things including what is said, what isn’t said, and focusing on the most relevant and important information for your client on the day. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Author, journalist and star of a viral video titled “The most inspiring speech” with at the time of writing 5.5 million views Dr Rick Rigsby joins us this week for a special live episode of Killer Media Sales. Alongside host Alex Whitlock, Rick will share the insights that he has gained from working with business leaders and elite athletes and how you can use the basics to make yourself a better salesperson. He will unpack how you can communicate more clearly, the importance of always growing as a person, and how you can become a sales champion. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Presentation is about more than a tailored suit, clean shave and fresh haircut. It is also about how you put yourself forward to your clients during a sales presentation. In this episode of Killer Media Sales Momentum Media’s Russel Stephenson joins host Alex Whitlock to discuss the many factors which lead to successfully presenting yourself, while also looking at the presentation process as just that – a presentation. They will discuss the theatre involved in getting a client on board, how to nail the timing when it comes to media kits and even discuss what you can learn from “Fawlty Towers” that can make you a better salesperson. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

There is no better way to find out what problems a real sales team is facing than by grabbing two of the teams most successful sales people and with no warning at all in front of a microphone asking them that question. So, in this episode of Killer Media Sales that is exactly what we do. Host Alex Whitlock is joined by Momentum Media’s Joe and Naz to discuss the problems that they are facing which are impairing them from reaching their sales goals. What follows is an analysis of how to bring those smaller spending clients up to the next level and the secrets to maintaining bigger relationships with clients. They will unpack their thoughts around prospecting new clients, playing the long game to get a prospect over the line and finding the balance between professional and relaxed casual relationships with your clients. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Momentum Media’s Andy Scott, Russell Stephenson and Alex Whitlock have all had involvement in the creation of new products in the media space throughout their experience within the industry. In this episode of Killer Media Sales they look at the process of starting from scratch with a new product and the steps involved in getting things up and running including identifying a sales market and structuring a plan around the targeted audience content and advertising opportunities. They will unpack the challenges that they faced when starting out and analyse how technological developments have made prospecting easier for salespeople today, while comparing that to selling to an established database and how this can lead to complacency. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

The Killer Media Sales podcast often unpacks sales strategies and dealing with clients however has previously not looked in extensive detail how a sale that involves an agency adds a point of difference to the sales process. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s John Briggs who in 1977 had his first experience working with an agency. He will discuss how the agency landscape has changed since then while also analysing what has remained similar, and unpack the mistakes that sales people often make when dealing with agencies. They will also discuss the importance of a strong brief, how to get direct contact with the client, and how to find out what budget the agency has to offer. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!

Knowing when to introduce the product that you are selling into conversation with your client is a fine balancing act - Too soon and you won’t be able to cash in on the opportunity to build value. Too late and what was a potential sales turns into pointless banter that can suggest a lack of confidence. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s most experienced media salesperson with 15 years of media sales behind him, Andy Scott. Andy will unpack why he believes that some sales people fail to gain traction with a client and discuss why you shouldn’t try to “sell” but instead get people to “buy”. The pair will discuss the importance of building trust with a new client, why finding out the goals of your client is so important, and how specialising your pitch is key to not losing them in the enormity of the offer. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

Regardless of industry all businesses have some common goals: To stay relevant within their market, and to grow their client base. Here is where you come in. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Connect’s Jim Hall who will share how your ability as a sales person to connect with the audience that your client is targeting is the key to building strong relationships, and how those strong relationships ultimately result in increased sales. The pair will discuss the importance of seeking out opportunities to be consultative, build trust, and relieve pain points for your client and unpack how removing the focus from the dollars and instead focusing on being a consultant in the convoluted and difficult to navigate media space can make your clients want to chase you rather than the other way around. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

For many businesses the new financial year symbolises new budgets and new targets.  While this growth can be exciting for a company the idea of rising targets can initiate fear among the sales team who will be responsible for bringing in those extra dollars. In this episode of Killer Media Sales Alex Whitlock is joined by Nest Egg sales superstar David Stratford to share how he responded to his new targets being revealed. David will share how after a shift in mindset he sees the increased target as a new opportunity, discuss the fear which comes with the annual review and the pair will discuss how aligning yourself with your client’s goals and objectives can bring opportunity and business to you. David will also share a story about fishing from a dinghy during a hurricane. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com

With all clients having different needs and goals, approaching a sale with a one size fits all mindset can often be detrimental to closing the deal. In this episode of Killer Media Sales Alex Whitlock is joined by Momentum Media’s head of partnerships Terry Braithwaite to share how creating the illusion of involvement in the decision-making process can help to create a sense of immediacy. They will discuss the impact of approaching a sales meeting with all of your answers mapped out and ready to go, and how this compares to an open discussion where the client is getting a tailored solution specific to their needs Terry will also share his thoughts on how customer service can often outweigh price as a leading decision for a client to buy. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales! www.killermediasales.com