There are many ways to improve relationships with your clients but probably one of the most enjoyable are the cocktail parties, lunches and dinners with them. Many people, however, see them as a way to get free drinks and they are missing out on what hosting and entertaining a client actually means.

In this episode of Killer Media Sales Phillip Tarrant director of Momentum Media, joins Russell Stephenson to talk about the importance of entertaining your clients when hosting a party or event. Phillip mentions that this is an ability and a skillset that needs to be developed, and emphasises the fact that it is not solely about having a couple of drinks with your clients and being friends for a night, but it’s about being professional and being mindful of your ‘why’.

He also says that as the host in these types of events, you’re the brand ambassador of your business, therefore you have to make sure your clients are having a good experience, and that you understand the benefits of this, and most importantly you do not lose focus of what’s going on , especially if you’re a new media sales person. The pair also talk about the importance of networking in these parties, what’s the objective of them and what it is that you want to achieve in order to control the outcome of these events.

If you want to know more, this episode is definitely a must listen! Tune in now!

Working from home looks like it will be the new normal. However, like everything in life, there are pros and cons. A lot of people can feel more focused while working from home while others can feel less motivated. Whatever the case is, the reality is that business nowadays will have to adapt to this new hybrid working environment.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the advantages and disadvantages of working remotely. They discuss how to stay motivated in a home office environment, especially for sales people when most of them are used to the buzz of the sales floor.

On the other hand, they also discuss how working from home can help people to be more self disciplined, as by default you can no longer rely on your colleagues to keep you accountable. Working remotely can build a deep sense of responsibility and this can help you to perform better and hit your sales targets for the year.

Do you want to know how to manage your time better? Or do you wonder how the year ahead is going to look for your business and your sales in this new hybrid working landscape? You can’t miss this episode, tune in now!

The value of recognising loyalty with your clients has never really changed, it is only the way in which you go about it that makes a difference. Recognising this loyalty is important in the sales-client relationship, and should never go away. Most businesses nowadays have membership and rewards programs as a way to demonstrate to their clients how important they are to the business. But is this something that the media industry should do, too?

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss if a rewards program is something that media sales people should implement with their clients and if so, what this reward should look like? They talk about how the first thing you should do as a sales professional is to ask yourself, why are you rewarding your clients? Is it because you “like” the client or is this reward only a part of a “business strategy”?

They also chat about how you have to be cautious when telling clients that you’ll be rewarding them, as you never know what will happen in the future, and you can end up with a mad client. Finally, they also mention that having lunch, dinners or a few drinks with a client are not always the best way to build a relationship with them, as those things tend to disappear. Instead, they recommend for you to go and look for growth opportunities and focus on building long-term relationships with your clients, as your aim should be to have few larger relationships than a lot of short term ones.

Do you want to know more? Don’t miss this episode, tune in now!

Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales environment, dealing with issues, especially with your clients, can be particularly sensitive, and not knowing how to approach them can end up in a “breakup” and is the last thing we want to see.

In this last episode of 2021, Alex Whitlock and Russell Stephenson talk about the ramifications and consequences of having a big problem with a client. In this Killer Media Sales chapter, Alex shares a personal experience where he explains how the small things are those that can cause a problem with your client relationship, but how “big gestures” and the use of common sense are what will solve them.

He explains that the key factor to solve a misconception on the client side is acknowledging the problem, and that in letting your client know that you understand why they are unhappy is a very disarming way to approach it. Alex highlights that this has to be done sincerely. He also describes how he approached a very difficult situation doing this, and warns the listener to not let their ego take over the circumstance. He adds that the worst thing you can do is try to “justify” things as you’ll build up many barriers to negotiate effectively.

The pair also talk about why making a sincere apology, and showing that you’re there to reconcile the differences while recognising and acknowledging that something went wrong (if it did) will help you find common ground to build, and to move forward with your client.

A great episode to end the year and a must listen to all sales people, listen 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!

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!

Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation?

Sometimes sales people, whether they’re new or experienced, can get lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but particularly when they are new, these nerves can take over and cloud their judgment. In sales, this can lead to finding themselves rambling and chatting away without having a clear strategy in mind giving a sense of disengagement, however, in those very first calls, qualification is everything.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of qualification in the sales process, what this qualification process looks like and what can happen if you don’t qualify for a lead. They also talk about the importance of simplifying and qualifying the questions early on in the conversation to achieve multiple outcomes.

In this episode you’ll learn how to recognise when there’s a deal to be done and when you’re heading into stumbling territory. You can’t miss this episode.

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.

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.