Salespeople can sometimes fall into the trap of thinking that they cannot perform at their peak due to external circumstances, but according to Alex Whitlock and Russell Stephenson, outstanding salespeople are not hindered by market conditions.

Tune in to this week’s episode of Killer Media Sales as they break down the fundamentals for ensuring that you’re consistently bringing in the maximum possible revenue by making the most of the factors you can control.

Alex and Russell explain how to set achievable targets that still push you to your limits, how to go about monitoring commercial activity in your marketplace, and why it’s critical to maintain a holistic view of what’s ahead.

Conversations around money are critical to any negotiation, but also have the potential to completely derail a sale, should the buyer sense a lack of confidence in the seller.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss some of the root causes of inhibitions around money talk, the common red flags that give away a salesperson’s uncertainty, and the tactics that buyers frequently use to stress test a product’s value.

Alex and Russell outline the next steps to take when a buyer questions the price, the dangers of discounting too soon, and the key attributes that communicate a seller’s confidence in the quality of their product.

While slumps are a rather inevitable experience for any media salesperson, the remote working circumstances triggered by COVID-19 mean that many people don’t have as much access to their usual in-person support systems.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk about some tactics for dealing with the current circumstances, switching up your mindset, and making the most out of what you can control.

They explain the importance of starting small, patrolling all areas of your database, and providing value to your existing clients.

Working with startups and small businesses can be incredibly exciting and rewarding for both the salesperson and the client.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the tactics for dealing with smaller accounts, the importance of thoroughly understanding the client’s objective, and the benefits of dealing directly with a business’ decision-maker.

They discuss why it’s critical to manage your client’s expectations around what their budget can achieve, why becoming too involved in the intricacies of a campaign can be detrimental, and how to know when to walk away from a particular deal.

Sales is not just about stacking up deals; you must nurture the connections you have with your clients.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explore the key factors in maintaining strong links throughout your network.

They also discuss how clients all too often feel left out, how one way relationships can lead to burned bridges, and the importance of being there for your clients in their time of need.

In order to keep progressing, it’s critical for salespeople to strike a good balance between dedicating enough time to existing clients and generating new revenue.

Tune in to this episode of Killer Media Sales with Alex Whitlock and Russell Stephenson for a step-by-step guide to distress selling to people in your database that you are yet to do business with.

They explain how to use this strategy in order to generate excitement, sidestep budget concerns, and develop a new client relationship.

When it comes to sales, pace is key. If the tempo for a new initiative starts off slow, it can be very difficult to build momentum later in the piece.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the essence of momentum and the tactics you need to get a sale moving quickly and effectively.

They discuss how to generate demand and urgency around a sale, the power of off-market selling, and how to proceed when a keen client needs more time.

The capacity to generate a clear, concise proposal is a critical skill for successfully getting any deal over the line.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the key characteristics and structure of an effective proposal.

They explain the difference between activities and outcomes, how to go about responding to a client’s brief, and why segmenting the sales process too definitively can be detrimental.

The visual medium has always been at the forefront of advertising, and with restrictions on gatherings causing a rapid shift toward broadcast media, salespeople are looking to the past to unlock the power of video advertising for future clients.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson ponder a new realm of opportunity, unravelling the effectiveness of TVCs and the new world of virtual events.

They also discuss the new audiences that have been unlocked by these decentralised broadcasts, the compelling nature of this new medium, and the opportunities now available to potential advertisers.

Under current remote working conditions, video conferencing platforms are often replacing in-person meetings, but how does one make the decision on whether to Zoom or when a simple phone call will suffice?

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the benefits of using Zoom, the common pitfalls for salespeople in Zoom meetings, and some practical tactics for structuring a video conference call.

They specify when to push for a video call, when to opt for a phone call instead, and the importance of strong presentation.