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.

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.

After a short break from episodes, Alex Whitlock and Russell Stephenson are back for another episode of Killer Media Sales, this time analysing the importance of a part of the sales job that many struggle with across the board – the written aspect of the role.

They will reveal how a strong sales call can fall down as a result of a poorly worded and poorly timed follow up email, the mistake that a lot of salespeople make when approaching these emails, and some tips on coming across confident, precise and keeping the “spark” alive in written communication.

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, host Alex Whitlock is joined by his Momentum Media business partner Phil Tarrant to discuss the opportunities that can arise from industry events.

Having recently attended an event that he originally looked at as a “chore” Alex shares how a shift in his thinking saw him garner three new business opportunities from the gathering.  Phil will share his top tips for starting conversations at events, how the tone of dialogue being shifted from a more formal gathering can be used to your advantage, and how you can flick the switch from being a passenger to being a driver at your next gathering.

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.

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.

Sales is a competitive industry made even more challenging if a competitor with “poor sales techniques” attempts to undercut you on what you are trying to sell.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how to respond to an undercut attempt from a client without dropping your price, while still maintaining the edge that you need to get the deal over the line.

They will discuss their experience of this happening, reveal the opportunity that arises as a result of this occurrence, and reveal the tactic that you can use to keep the interest of the client in this challenging situation.

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

Following on from what for many has been a break over the Christmas and New Year period, getting back into the swing of working life can often require some easing into.  When it comes to sales however it turns out that this is entirely the wrong mentality to start the year with.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock having recently guided his sales team through a record month last December to explain why the “it’s the beginning of the year” trap is one that many salespeople fall into.

They will look at what you can do if your clients are not all back in their offices, reveal the one question you should avoid in sales calls at this time of the year, and discuss whether you should be reflecting on your performance from the previous year.

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

Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall.  But with clients knowing this too there are those who may look at it as simply a way to get out of a conversation.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how you can turn that dead-end conversation into an opportunity, sharing the one question that you can ask which will not only keep the conversation going, but could result in getting that contract signed.

They will address why sometimes the “no budget” line can be cause for concern, why you need to be direct with your clients, and Russ shares how he is able to figure out if the client is telling the truth.

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