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.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas!

Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental.

They unpack the importance of knowing your industry, separating your personal identity from your brand, and why a generic pitch should never come before listening to the needs of your potential client.

They also discuss the importance of monthly analysis, why you need to look favourably upon your competition, and the power of using ‘I’ rather than ‘we’ when communicating with your clients.

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.

Let’s face it. Nothing is perfect. Except for Alex Whitlock and Russell Stephenson who join you on this episode of Killer Media Sales to explain why even a ‘perfect’ product is going to have flaws, and how you can navigate those possible bumps in the road when negotiating with clients.

The pair explain why belief in a product starts with the salesperson, how that belief can be used to your advantage in convincing clients, and the importance of knowing what your potential customer is trying to achieve from their campaign.

They tackle the possible risks involved in ‘sweetening the deal’, how being a respected brand gives you an edge against your competition, and the impact of keeping the urgency ball firmly in your court.

While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson reveal these three key factors, and unpack the importance of knowing how much revenue your client is likely to bring in.

They explain the trap that you can fall into where a proposal can instead be a roadblock in your negotiation, why knowing your competition in the market is so important, and why the word ‘budget’ doesn’t necessarily represent a client’s spending limit.