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.

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.

Feature-based selling can provide an extremely valuable sales opportunity, if you get it right.

On this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson dissect the structure of a solid feature and reveal how it can offer a massive impact on your media platform.

They also suggest some of the common pitfalls that cause features to fall apart and emphasise the critical nature of timing in selling, closing, and executing a successful feature.

It is easy to get stuck in a famine and feast cycle in the sales process. Often, salespeople become so comfortable working with existing clients that they forget to work the fringes of their database.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson work to dispel the fear people have of hearing the word “no”. By approaching situations with poise and composure, they show how you can reframe your proposals to take advantage of new opportunities.

Alex and Russell look at practical ways to start getting back into prospecting, mindset-focused approaches for targeting potential clients, and how you can get the green shoots to start growing again.

Why is it that people get lost in the sales process, bogged down in the details, and end up on the wrong track?

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson once again speak with Russ Easther, founder of Digital Brief, about the importance of aligning your objectives with your clients and their constituents.

They explore the full scope of ideas surrounding client objectives, customer engagement and the importance of perspective in media selling.

The standard has changed in the modern sales environment. Gone are the days of just having a call sheet and a phone on your desk.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the way they have used open ended methods to capture the focus of their sales teams.

They will explain how this new tactic has enhanced discipline, increased callout rates, and ultimately given their salespeople more responsibility to choose what they are going to focus their time on.

It might seem like a basic concept, but all too often sales professionals don’t have absolute clarity in relation to their clients’ objectives.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the importance of being on the same page as your clients with Russ Easther, founder of Digital Brief.

They cover how you must establish ground rules with your clients from the get-go, what to do when the clients choose the wrong metric to measure objectives, and how to control the conversation to create a symbiotic relationship with your clients.