As we approach the end of a year like no other, many are wondering how COVID-19 will impact the upcoming ‘quieter months’ that many salespeople are likely to face.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break past the barrier of a quiet month being simply a case of ‘it is what it is’, and reveal how lower sales targets around this time can in fact lead to them being some of your most lucrative months.

They explain the importance of mindset, why working smarter is key to success, and how the current climate can present opportunities for both you and your clients.

With COVID-19 having impacted how marketing dollars are being spent across the board, clients are focusing more than ever on the ‘value’ that they are getting from their campaigns. So how can you differentiate yourself from your competition who may be approaching your key clients with similar offerings?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson unpack what it means to maintain your key accounts, explaining how going ‘above and beyond’ is often not an extra – but coming to be expected.

They discuss the importance of having more than one contact associated with each account, why being well intended is often not enough, and why wine filled lunches with marketing managers can often do more harm than good.

Having worked in real estate prior to his extensive media sales career, Russell knows all too well the importance of being the owner of your sales ‘turf’.

In this episode of Killer Media Sales, he and host Alex Whitlock analyse this concept, looking at how you can apply this philosophy that is key to success in real estate to winning business and retaining clients in the media sales space.

They explain the traps that can lead to you losing ‘safe business’, why product confidence is very different to arrogance, and the best way to approach a client who has chosen to advertise with your competitor.

This episode of Killer Media Sales deals with the constant challenge of finding the right balance between selling your inventory and providing your client with the solutions they desire.

Hosts Alex Whitlock and Russell Stephenson outline why it’s sometimes critical to give the client exactly what they’ve asked for, whereas other times it’s more beneficial to use tried and tested marketing initiatives to help your clients reach their ideal outcome.

They outline how to go about challenging the thought process of a marketing manager, the importance of identifying which clients to pitch which campaign to, and how to approach your line manager with a more effective means of selling.

This episode of Killer Media Sales unpacks how to steer the tempo and direction of a conversation to minimise time wastage and maximise the potential for your desired outcome to be reached.

Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control the beat without coming across as too pushy, and what tactics to use when your prospect is stalling.

They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.

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.