Media is the way in which people interact with the environment. Understanding how people engage with content is probably the most important thing to know in media sales to help your clients make decisions, and shape their message to reach as many people as possible.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of knowing your industry and your audiences as this will give you an invaluable insight, not only about the industry but about your own job as a salesperson. They explain that you don’t have to know every corner of media but having a clear understanding of the particular media you’re passionate about, will take you to another level in terms of the value you can offer to your clients.

They also explain that you don’t have to be the smartest person in the room, but when you give an invitation to talk about your industry and get handed the mic then you need to be knowledgeable enough to let your clients know what they need to know, so they will be more inclined to close that deal with you.

This is definitely one of those podcasts that you CANNOT MISS! Tune in now!

We all know how important language is in all aspects of communication in life. Language is more than just words, it has a currency of meaning. That’s how we make sense of the world around us. But what about the use of language in sales? Is it really good to be the most knowledgeable person in the room and show it off to your client?

In this episode of Killer Media Sales the founder of Frontier Performance Pancho Mehrotra is back to talk to Russell Stephenson and dig deeper in the S.A.L.E. Personality. They focus on the use of language and the importance of adapting it to the different sales scenarios and needs you may encounter with your clients.

Pancho also explains why the worst thing you can do as a salesperson is to make friends with your clients, and highlights the importance of knowing what to say and what not to say in your sales speech, and how flexibility is key when it comes to avoiding the “friend zone” with your potential clients. This is another amazing episode you can’t miss. Tune in now!

Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can fight adversity and thrive in your work environment? Even more, if you’re looking to hire and expand your sales department, do you want to know what the crucial aspects are that you should look for in your candidates?

In this episode of Killer Media Sales, Russell Stephenson talks to the founder of Frontier Performance Pancho Mehrotra about emotional intelligence, and the importance of training it, as well as how you can become more adaptable in your business environment by developing and enhancing this skill. Pancho also shares his knowledge on what are the key attributes that you should look at when trying to hire a salesperson, by explaining the “S.A.L.E. Personality”.

They also discuss the impact of the environment in which you were raised as a key factor in your future behaviour and how this can be re-wired for the better by working on yourself slowly but constantly. Pancho also shares the importance of having adaptability and balance within your team, people who can build relationships but also members who are goal orientated. This is an amazing episode that you can not miss. Listen now!

The desire to be liked is inherent to the human condition. But as a salesperson a deep understanding of what it is like to be “likeable” is extremely important in the sales process. However, wanting to be liked and please can become a barrier to closing a deal with your client, and as a sales person you have to understand what being “liked” means in a professional relationship.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the differences between being liked as a sales professional and being liked as a person. They talk about the DNA of what it is like to be “likeable”, how to avoid becoming a “pleaser” and why relying on your charming personality might keep you away from asking hard questions that can help you identify your client’s needs.

They also discuss how important it is to be liked within your team and your business, and why sometimes it is better to fit in and be part of a team rather than just be liked for the sake of it. The duo also talk about why being respected and being respectful can be more important than being likeable.

Another incredible episode that you can’t miss. Tune in now!

Dealing with competition is always challenging. But in the media sales industry it’s particularly hard when that “competition or competitor” you’re dealing with has a “win-lose” mentality.

Usually there’s a level of mutual respect between like-minded competitors and they recognise that bad mouthing, sledging and casting aspersions on the integrity of the material they are putting out doesn’t benefit anyone. But what should you do when a competitor fights below the belt? What if they don’t have the level of respect and integrity that you expect?

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the bad practices that tend to come from certain organisations in the media sales industry. They also share the key attributes of successful media sales people who best handle these types of situations. This is an episode that you can’t miss.

The media sales industry is constantly changing and with this in mind, using the same pitch each time isn’t going to work, because data changes all of the time. Sales people have to adapt quickly to these changes if they want to keep moving forward successfully.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about why it is important to recognise your “now moment” in your sales pitch and why you have to be able to identify the two types of “now” in media sales.

Alex and Russell share the key elements you have to consider as a sales person in order to find the perfect time to reach your audience. They also explain the importance of considering those two types of “now” in isolation if you want to capitalise on both.

Another amazing episode you can’t miss. Listen now!

Professional sports players will make small steps to slowly increase their skills, speed, strength and other abilities, and many salespeople will follow a similar regime.

On this week of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the ways in which salespeople can change their mind state about what is possible.

They explore how people limit themselves based on past results, why we are conditioned to be risk averse, and the secret to keeping the furnace burning within you that drives you to achieve more.

All of this and much more on this episode of Killer Media Sales!

Every day, people are presented with a multitude of decisions to make – whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on advertising.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad ways in which you can help your prospects make easier decisions.

They explore how you can present simple solutions, create endpoints that are desirable, and take control of the process in order to make the chosen outcome a no brainer.

Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, competition is innate and is part of everyday life; for others, it is developed through a process of consistency and practice.

Russell and Pancho explore how you can focus your energy on the right pillars in order to gain advantage over those you are competing with, why competing and winning are two different things, as well as the difference between people who are hunters and people who are farmers when it comes to selling.

All of this and much more on this episode of Killer Media Sales!

Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he reflects on his career in sales and the lessons learned in the process.

Host Russell Stephenson speaks with Pancho about the barriers he faced along the way, how his attitude has changed in the process of growing as a saleperson, and why he believes some things should be avoided in order to succeed in a challenging market.

Pancho and Russell also discuss the 3 pillars of success when selling, as well as the ways you can shift your mindset in order to maximise your potential and achieve your goals.

All of this and much more on this episode of Killer Media Sales