August 3, 2018
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.
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.
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work?
In this episode of Killer Media Sales, your hosts Alex Whitock and Russell Stephenson explore through their own lens the ability for sales teams to fundamentally change the way they set goals and targets, break down their goals into individual steps, and find the courage to overcome the adversity that they may face in this process of transformation.
They also explore the pitfalls of certain types of client relationships, the time wasted on superfluous interactions, and the way that you as a sales professional can demonstrate value to your clients in order to underpin your success.
In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market.
Part one of the chat can be found HERE and covered spontaneity, why it is important to separate yourself from your brand, and why you should treat your prospects with respect, and in this episode of Killer Media Sales they look at a specific example from early in Alex’s sales career where he went above and beyond to create opportunities.
They explain the importance of having strong relationships with other key players in your business, how this can expand your offering, and address some of the pitfalls of this as a strategy. They also explain why it is so important to find your niche, share a trick that will help you stand above any other proposal emails, and why the old saying that ‘people do business with people that they like and trust’ still rings true today.
With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims?
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why underselling outcomes can often work in your favour.
They explain why you need to create ‘exclusivity’ around what you are selling, how to focus on the right parts of multi-pronged packages, and the danger of client ‘illusions’ surrounding what will be delivered.
You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way.
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson discuss keeping the sales process short and concise, explaining why the speed of the deal doesn’t need to be linked to the dollars associated with it.
They explain why it is important that you set the tempo for every conversation and opportunity, how to deal with a timeline that might be out of your control, and why focusing on the bigger picture is so important.
Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate.
They explain why every conversation should be treated as a ‘mini close’, why there should never be uncertainty when a contract is sent out, and explain the importance of the verbal agreement – and why that should be your main focus.
The pair reveal the path that you need to take with a client that is fixing too heavily on the small details, unpack the trap that less confident salespeople can fall into, and explain why you should technically be in a position to ‘close the deal’ immediately following your first discussion with a prospective advertiser.
Killer Media Sales host Alex Whitlock mentioned in a previous episode that he was working on a sales deal that had spontaneously presented itself and had an urgent deadline. Keeping that spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played out.
Listen as Alex reveals the outcome, how he approached the client, and why he placed so much importance on a concise client proposal. Alex explains why the first sentence of any proposal is so important, deep-dives into the structural mistakes that so many make when writing their proposals, and why urgent deadlines can be huge opportunities to offer exceptional service to your clients.