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.

The quiet beginning of a new year is the ideal time for a deep spring clean to prepare you for a productive sales cycle.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why an organised desk sets a positive tone for the new year, how to go about tidying up the assets in your database, and the importance of refreshing the figures you use to make sales.

They also share why you should reengineer your proposal technique, the benefits of updating your professional wardrobe, and how reinvigorating your personal brand can positively affect your client relationships.

Starting a new year is the perfect time to be setting personal goals, which are critical in helping you achieve what you believe to be possible.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the learned habit of goal-setting, outline how this practice differs to working towards a target, and explain why goals are not simply about revenue.

They discuss whether goals should be kept to yourself or shared, why goals should be both ambitious and achievable, and the importance of breaking goals down into bite-sized portions.

Christmas is almost here, and while you are gearing up for a well-deserved break your clients are likely to be doing the same.

In this episode of Killer Media Sales, hosts Russell Stephenson and Alex Whitlock reveal why this time of year is crucial in setting yourself up for the sales year ahead.  They reveal the one question that you need to ask your clients before they go away for their break, why it is important to finish the year strong, and the importance of taking a “proper break”.

Russell and Alex also discuss the trap that many salespeople fall into in the new year, break down how you should be spending those first few days back in the office, and reveal what you need to know to achieve sales success in the year ahead.

Sales has always been about building strong relationships with your clients, but when that fine line between ‘client’ and ‘friend’ starts to blur a number of problems can arise.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the basics of building business relationships, and explain why setting ground rules early on is imperative to how a business relationship will develop.

They reveal the trap that many sales people fall into which can see them in ‘non-productive’ relationships, explain how to deal with the pitfalls of a relationship which is becoming problematic, and explain why all catch ups with clients should be business focused and have a purpose.

The ability to forge strong relationships is a fundamental aspect of any successful salesperson’s arsenal.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson shed light on how to combine strategy with intuition to build trust and subsequently create larger sales opportunities.

They advocate the importance of thinking like a buyer, paying attention to clients’ subtle signals, and consistently demonstrating reliability.

Along with meeting targets and forecasts, a comprehensive knowledge of available inventory is vital to peak sales performance.

Your hosts Alex Whitlock and Russell Stephenson discuss how to harness inventory awareness to generate greater demand and lower supply in this episode of Killer Media Sales.

They consider the differences between print and digital advertising, why salespeople should work towards filling all available revenue, and how to tactically apply discounts using remaining inventory.

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.