During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.

They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.

Whether it’s a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.

On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader’s Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.

They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it’s essential to always have more prospective buyers than assets to sell.

While you may have hundreds of clients on your database, chances are that you’re only effectively servicing a small proportion of those relationships.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson share their personal experiences around thinning out their own portfolios in order to generate better client relationships and ultimately, greater revenues.

They touch on the difficult nature of handing over existing accounts, how to analyse and identify which clients are soaking up too much of your valuable time, and the importance of recognizing when to pass on a client or opportunity to another member of your team.

In the fast-paced world of media sales, clients often expect instant gratification in the form of immediate returns on their advertising investments.

Hosts Alex Whitlock and Russell Stephenson explore why clients might be hesitant about investing in long-term branding, deconstruct the success of the ‘Advertise or Die’ campaign, and break down the process of approaching a client with 12-month branding opportunities.

They delve into the potential dangers of hard-selling ongoing contracts with clients, the importance of establishing strong relationships and trust with your clients, and how to simply articulate the benefits of ongoing campaigns.

It’s easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing.

They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors’ successes, and how to use your competitor analysis effectively.