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.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk the art of the “hustle”, drumming up quick dollars, and making fast sales.

With the quick wins sometimes a necessity in the game, they share exactly how to approach a quick sale with your clients, discuss the importance of continuing to effectively prospect, and why complacency gained from a comfortable, regular-spending client base can be your worst enemy.

With many believing discounts to be the fast track to a quick sale, Alex and Russell bust this myth instead revealing the right way to get a client across the line quickly – while not sacrificing your dollar value.

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

Joe Vince, Sales “influencer” for Defence Connect joins host Alex Whitlock on this episode of Killer Media Sales to discuss the importance of strong and well-rehearsed presentation skills.

With Alex having been involved in a number of panel discussions as a speaker in recent weeks as part of The Adviser’s Better Business Summit, he turns his attention to connecting with an audience and how structuring your presentation is so important in getting a consistent message across.

Joe will discuss his recent presentation workshop training, what he has learned about presentation from his extended career as a marine, and Alex will reveal how to make sure that you never lose control of a conversation, ensuring that you remain subtly in the driving seat with your clients.

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

On this episode of Killer Media Sales, host Alex Whitlock reflects on his first foray into the sales industry with co-host Russell Stephenson, revealing that he almost never got the job and in fact came incredibly close to taking a position painting chimneys at a power station.

Having recently had a sales call from the man who trained him, Alex reveals the fundamentals that he learned from his mentor after he put him into a role which although described as a “great opportunity” was instead a doomed title, and Alex will share how he took this opportunity as a challenge and exceeded all expectations from the seat of the previous person who had failed in the role.

He will discuss the importance of a direct approach to asking for money, why you should never give someone ten good reasons to sign your deal and the significance of maintaining an energetic approach in your client meetings.

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

Returning to the Killer Media Sales Podcast for the second time, Australian Radio Network sales director of agency Jamie Wood joins hosts Russell Stephenson and Alex Whitlock to unpack how the ability to be able to think on your feet is so imperative in the sales sector.

Jamie will discuss his past career as a musician and in doing so liken the sales industry to the spontaneity and creativity of the arts sector, while also revealing why it is often those who “stick to the script” and never add any flair to their delivery that don’t make it.

He will explain how client objections are something that should always be handled organically, and why you should “lean in”, let the client articulate their thoughts and let that shape the direction of the conversation.

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

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!

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!

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!

Behind any major event there is a huge team working tirelessly on every detail to make sure that it is a smooth-running success.  However even the best organised event is worth nothing if you have nobody walking through the door on the night.

In this episode of Killer Media Sales, Alex Whitlock is joined by former media sales person turned event ticket sales guru Jake Whitlock who will unpack his process of filling seats at corporate award nights.

He will discuss the process of forming relationships with award finalists, share the most common objections that he faces when trying to sell, and explain how he structures his approach by working backwards from the end goal.

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