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 person Andrew Scott believes that there is one tool which will help you make money, build strong client relationships, and support you during a slump in business.  The part that he struggles to believe is that this is a tool which too many salespeople are either not using, or not using effectively.

In this episode of Killer Media Sales Andrew joins host Russell Stephenson to reveal the power of best utilising your database, the issues that many will face when using theirs, and what can be derived from a data analysis of your recent activity.

They will reveal the question to ask a client which can result in new leads, the traps that many sales people fall into, and why strong processes are so important.

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.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk the art of the “hustle”, drumming up quick dollars, and making fast sales.

With the quick wins sometimes a necessity in the game, they share exactly how to approach a quick sale with your clients, discuss the importance of continuing to effectively prospect, and why complacency gained from a comfortable, regular-spending client base can be your worst enemy.

With many believing discounts to be the fast track to a quick sale, Alex and Russell bust this myth instead revealing the right way to get a client across the line quickly – while not sacrificing your dollar value.

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

Joe Vince, Sales “influencer” for Defence Connect joins host Alex Whitlock on this episode of Killer Media Sales to discuss the importance of strong and well-rehearsed presentation skills.

With Alex having been involved in a number of panel discussions as a speaker in recent weeks as part of The Adviser’s Better Business Summit, he turns his attention to connecting with an audience and how structuring your presentation is so important in getting a consistent message across.

Joe will discuss his recent presentation workshop training, what he has learned about presentation from his extended career as a marine, and Alex will reveal how to make sure that you never lose control of a conversation, ensuring that you remain subtly in the driving seat with your clients.

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.

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