A common mistake when pitching big sales is to overcomplicate things with over-the-top media kits and fancy trimmings under the pressure of high figure potential.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson propose that all deals with competent clients should be approached in the same manner – with clarity, confidence, and minus the “fluff”.

They break down the key elements of a concise pitch, provide examples of the sufficiency of a succinct email, and suggest the only exception to this no-frills rule.

In a radically changing media landscape, the role of securing successful sales can be a bit overwhelming for those entering the industry.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson are joined by Jamie Wood, sales director at Australian Radio Network, to talk about the valuable, niche content delivered by his new podcast Media Sales Mastery.

They expound on the qualities of an exceptional media salesperson, the common pitfalls that tend to deter sales, and how integrating new tools into one’s kit can be both advantageous and detrimental to success.

Feature-based selling can provide an extremely valuable sales opportunity, if you get it right.

On this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson dissect the structure of a solid feature and reveal how it can offer a massive impact on your media platform.

They also suggest some of the common pitfalls that cause features to fall apart and emphasise the critical nature of timing in selling, closing, and executing a successful feature.

It is easy to get stuck in a famine and feast cycle in the sales process. Often, salespeople become so comfortable working with existing clients that they forget to work the fringes of their database.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson work to dispel the fear people have of hearing the word “no”. By approaching situations with poise and composure, they show how you can reframe your proposals to take advantage of new opportunities.

Alex and Russell look at practical ways to start getting back into prospecting, mindset-focused approaches for targeting potential clients, and how you can get the green shoots to start growing again.

Why is it that people get lost in the sales process, bogged down in the details, and end up on the wrong track?

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson once again speak with Russ Easther, founder of Digital Brief, about the importance of aligning your objectives with your clients and their constituents.

They explore the full scope of ideas surrounding client objectives, customer engagement and the importance of perspective in media selling.

The standard has changed in the modern sales environment. Gone are the days of just having a call sheet and a phone on your desk.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the way they have used open ended methods to capture the focus of their sales teams.

They will explain how this new tactic has enhanced discipline, increased callout rates, and ultimately given their salespeople more responsibility to choose what they are going to focus their time on.

It might seem like a basic concept, but all too often sales professionals don’t have absolute clarity in relation to their clients’ objectives.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the importance of being on the same page as your clients with Russ Easther, founder of Digital Brief.

They cover how you must establish ground rules with your clients from the get-go, what to do when the clients choose the wrong metric to measure objectives, and how to control the conversation to create a symbiotic relationship with your clients.

 

In this episode of Killer Media Sales, host Alex Whitlock speaks with colleague Michael Magee about how his approach to the sales process has made him a ‘big game hunter’.

Michael reveals how he develops deep relationships with clients, which people in a business are crucial to connect with, and how he sets personal targets without going beyond his capacity.

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

 

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.

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.