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.

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.

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.

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

With ongoing targets and sales goals a constant pressure of the job, a client deciding to take on a small campaign can often seem like more trouble than it is worth.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the best ways to deal with a client who has their mind set on the “one-month campaign” and has no interest in taking on what in the long run would be a more successful larger advertising run.

Russel will address the common obstacles that sales people are faced with, the challenges that can happen if dealing with clients that are competitors and share why the small deals are just as important as the more substantial ones.

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

There is no better way to find out what problems a real sales team is facing than by grabbing two of the teams most successful sales people and with no warning at all in front of a microphone asking them that question.

So, in this episode of Killer Media Sales that is exactly what we do.  Host Alex Whitlock is joined by Momentum Media’s Joe and Naz to discuss the problems that they are facing which are impairing them from reaching their sales goals.  What follows is an analysis of how to bring those smaller spending clients up to the next level and the secrets to maintaining bigger relationships with clients.

They will unpack their thoughts around prospecting new clients, playing the long game to get a prospect over the line and finding the balance between professional and relaxed casual relationships with your clients.

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

As a sales person, we don’t always understand how people from other careers view us. This week we chat to someone who has dealt with sales throughout his whole career, looking in from the outside.

Alex Whitlock is joined by Aleks Vickovich, managing editor of Momentum Media’s Wealth titles to discuss what it’s like as a journalist to work closely with a sales team, how to overcome any issues that might arise for both parties as well as reveal why product knowledge and understanding your audience is paramount for both parties.

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