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.

 

In this episode of Killer Media Sales, Momentum Media head of editorial Katarina Taurian, joins host Alex Whitlock to reveal her top tips for sales teams working in collaboration with journalists. The pair discuss the need for open lines of communication and why each understanding their role in the sales process is paramount to strong working relationships.

Katarina reveals the importance of those initial conversations to ensure you are working towards the same end goal, and shares the pitfalls to be weary of when setting expectations.

 

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.

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.

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.

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

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

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!