Today’s marketplace is different to what it used to be, and in order to engage prospective buyers from the outset, you need a product or an initiative to sell – you cant just sell ads!

Join Alex Whitlock and Russell Stephenson as they explore how and why they go about creating new opportunities through solution-based selling.

They show how you can take your offering from basic ad space and editorial to a full service project or initiative. They also reveal their secret method for conveying urgency to buyers.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Working with clients across multi channels can often become highly complex and sometimes just plain confusing.

In this episode of Killer Media Sales, host Alex Whitlock is joined by head of partnerships for Defence Connect, Andy Scott, and director of Momentum Connect, Jim Hall, to discuss how to keep it simple when it comes to selling across multiple channels.

They reveal their top tips to closing the knowledge gap with clients, the importance of not letting the client dictate sale conditions, and the difference in hearing and listening to your client. They also discuss how to navigate what the client thinks they want and what you are selling, and the key pitfalls for those coming into a media sales environment.

Smaller contracts and deals may seem like a time-waster when you are chasing the big dollars, but by neglecting smaller clients you may be ultimately missing out on big opportunities.

In this week’s episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson delve into why setting short-term goals will help you reach the bigger ones, and how those smaller deals can grow into larger contracts if managed correctly.

They also discuss the importance of seeing the bigger picture, why it is important that you are the master in your own destiny and why all salespeople need to approach the game with an open mind.

 

Sales is a personality-driven career, but often finding the line between personality and professionalism can be a difficult one and can get you into trouble.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson address this “line”,  discussing times that they have seen it crossed within their sales teams, why mirroring a client should only be done to a certain extent, and why drinking with a client should be the exception rather than the norm.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

After a short break from episodes, Alex Whitlock and Russell Stephenson are back for another episode of Killer Media Sales, this time analysing the importance of a part of the sales job that many struggle with across the board – the written aspect of the role.

They will reveal how a strong sales call can fall down as a result of a poorly worded and poorly timed follow up email, the mistake that a lot of salespeople make when approaching these emails, and some tips on coming across confident, precise and keeping the “spark” alive in written communication.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Following on from what for many has been a break over the Christmas and New Year period, getting back into the swing of working life can often require some easing into.  When it comes to sales however it turns out that this is entirely the wrong mentality to start the year with.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock having recently guided his sales team through a record month last December to explain why the “it’s the beginning of the year” trap is one that many salespeople fall into.

They will look at what you can do if your clients are not all back in their offices, reveal the one question you should avoid in sales calls at this time of the year, and discuss whether you should be reflecting on your performance from the previous year.

Tune in now to hear all of this and much, much more in this episode of 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

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

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

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!