Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good negotiating. They dwell on their experience in trying to get the best out of a bad hand of cards, as well as how you can approach any situation with the right mindset to maximise results.

The two also discuss a few case studies from Momentum Media whereby they saw people actively pursuing the best deal through negotiating tactics, and how you can use these tactics to gain a competitive edge in your selling operations.

Tune in to hear this and much more on this episode of Killer Media Sales.

Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable.
In this episode of Killer Media Sales, Host Alex Whitlock is joined by Paul Glossop, Director of Pure Property Investment, who is a regular purchaser of advertising on Momentum Media’s network. Paul provides a valuable insight into how he uses media as a network to find clients, how he maximises his opportunities through media buying, and how his experience has been in finding the right channel to target.
Alex and Paul also discuss the pitfalls of media sales agents when discussing new products, what media buyers are looking for, and how big words can sometimes deliver very little.
Tune in to hear this and much more on this episode of Killer Media Sales.

The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward.

They also give advice on how sales people should look back, and set up targets based on the trajectory that they think is out, to trust in their gut and try to avoid limiting themselves by setting up those new sales targets.

Ideally, people who engage with you commercially will value what you have to say. In order to build a profile and a presence, it is extremely important to be engaging and connecting with your chosen industry and audience in order to gain traction and trust.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson address the pitfalls of some salespeople who spend too much time in the shadows, and explore how you can take small steps in your day to day operations to engage your chosen audience, build awareness of your profile, and enhance your image.

They also identify the risks of not engaging with stakeholders, the value of continued online presence, as well as looking at a few case studies within the Momentum Media team of people who have successfully made a name for themselves.

Tune in to hear this and much much more on the Killer Media Sales Podcast.

Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively put a proposition forward to a client that has native content and a native strategy.

They share their knowledge in how to create a deep client relationship of trust and the most effective way to deal with any kind of sales opportunity. But more importantly, they talk about how to deal and educate a client to create an evergreen holistic view on content creation.

You can’t miss this episode of Killer Media Sales, tune it now to hear much more!

When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling.

In this episode of Killer Media Sales, Alex Whitlock & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting organisations with audiences.

They explore the capabilities that salespeople have to move beyond the mindset of “just selling ads”, the insights that can be gained by having a detailed look across the media ecosystem, as well as how you can have a real sense of scope when you are analysing the current market.

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

With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation.

They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it is the right time to celebrate those small wins.

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

In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop and smell the roses.

They also explore the importance of counting milestones, approaching barriers with the right mindset and increasing the frequency of touch points to ensure that relationships and servicing of clients remains as smooth a process as possible.

 

Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out?

Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are stalling.

They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.

The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the expectations of your client.  When a relationship has already been built, these non-successes can be worked through with your client, but what if it is a new advertiser and you haven’t delivered the results that they were expecting for their first campaign?

Alex Whitlock and Russell Stevenson, hosts of the Killer Media Sales Podcast, don’t believe that this is necessarily ‘game over’, and in this episode of the show they explain how you can win back their business and regain their confidence.

They explain the risks of discounting, why it is so important to acknowledge the issue, and why communication breakdown is often where these issues arise.  Alex and Russell also unpack the importance of self-reflection, why a new direction could be your best move for your next pitch, and how to navigate the minefield that you face when you believe that their creative or copy could be at fault.