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.

From the panic buying in the supermarket to the large falls in the stockmarket, the impact of the recent Coronavirus outbreak is not to be understated. More than ever, sales people need to be on the front foot, and have their rhetoric ready to deal with things that may be thrown at them.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss how sales people can avoid getting dragged along with the frenzy, use their voices to provide clarity and guidance, and reassure their clients and stakeholders not only about the fact that the wheels are still turning in our business, but also of the opportunities that arise in times like this.

They also explore how sales people can continue to drive confidence, the alternative events that can be presented to cautious clients, and the importance on focusing on the variables that are within your control without getting carried away by the delirium.

Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.

Along with the opportunities, there are also a lot of pitfalls when it comes to selling ‘webcasts’ to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons. 

During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.

They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.

Whether it’s a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.

On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader’s Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.

They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it’s essential to always have more prospective buyers than assets to sell.

While you may have hundreds of clients on your database, chances are that you’re only effectively servicing a small proportion of those relationships.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson share their personal experiences around thinning out their own portfolios in order to generate better client relationships and ultimately, greater revenues.

They touch on the difficult nature of handing over existing accounts, how to analyse and identify which clients are soaking up too much of your valuable time, and the importance of recognizing when to pass on a client or opportunity to another member of your team.

In the fast-paced world of media sales, clients often expect instant gratification in the form of immediate returns on their advertising investments.

Hosts Alex Whitlock and Russell Stephenson explore why clients might be hesitant about investing in long-term branding, deconstruct the success of the ‘Advertise or Die’ campaign, and break down the process of approaching a client with 12-month branding opportunities.

They delve into the potential dangers of hard-selling ongoing contracts with clients, the importance of establishing strong relationships and trust with your clients, and how to simply articulate the benefits of ongoing campaigns.

It’s easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing.

They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors’ successes, and how to use your competitor analysis effectively.