The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for those looking to sign and retain clients.

With relationship building having shifted away from being about one-on-one entertaining, Alex and Russell explore how you can stand out against your competition. They explain the difference between articulating value and outcomes in comparison to ‘useless data’, how being a media consultant for more than your own brand can build trust, and reveal what it takes to be fundamentally successful in media sales.

Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn’t expect was that his earnings would actually increase.

In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn’t mean a bigger income.

They explain why it is important to understand why a client isn’t spending more, how to identify prospects for growth in your client list, and why listening is so important to ensure you are spending time on the right opportunities.