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, Andrew Scott once again joins host Russell Stephenson to reveal his key tips to calling potential clients, identifying the correct person to speak to, and overcoming the obstacles that may result from a “sales” call.

He delves into the power of open format questioning, the importance of strong branding, and how to measure campaign success in a way that keeps your clients passionate and excited about the sales process.

Sales person Andrew Scott believes that there is one tool which will help you make money, build strong client relationships, and support you during a slump in business.  The part that he struggles to believe is that this is a tool which too many salespeople are either not using, or not using effectively.

In this episode of Killer Media Sales Andrew joins host Russell Stephenson to reveal the power of best utilising your database, the issues that many will face when using theirs, and what can be derived from a data analysis of your recent activity.

They will reveal the question to ask a client which can result in new leads, the traps that many sales people fall into, and why strong processes are so important.

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.

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.

On this episode of Killer Media Sales, host Alex Whitlock’s business partner Phil Tarrant discusses his recent visit to Avalon for a major defence industry expo, and why planning is the most important part of turning events, trade shows and exhibitions into revenue generating business.

Phil will discuss how targeted their approach was in generating new contacts, why it is imperative that potential clients be placed into a hierarchy of who you should be speaking with, and whether you should “pre-empt” the chat that you plan to have.

He will explain how trade shows can get you in touch with the main decision makers that you may often struggle to access directly and how it is an opportunity to combine both editorial and sales department staff to your benefit.

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.

Having stumbled upon the Killer Media Sales Podcast several months back and since utilising it as a learning resource for his team at the Australian Radio Network, sales director of agency Jamie Wood joins us on this episode of the show to discuss the structure of the team that he works with and some of the challenges that they face day to day.

Jamie will discuss how the agency dynamic differs to a direct-to-client sale, how to foster and develop strong relationships within an agency and unpack the delicate balance between standing out from your competition with a creative concept and being realistic and offering an achievable solution for your client.

Jamie will share his advice for those who struggle with the barrier that an agency often puts between you and the client and Alex will share his story of when challenging that barrier resulted in a negative outcome for him.

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