From the first opening of a new opportunity, all the way through to ticking the box on a deal, salespeople need to remain on the ball. To get clients interested in this current environment, you need not only a sense of urgency, but an awareness of the nuances around the relationship management process.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dig down to the nitty gritty of what it takes to ensure your deals make it over the line.

They also analyse the mindset shift that is needed to focus energy and attention on finalising deals, as well as the finer details of client interaction that salespeople need to be aware of in order to guarantee that they can finish what they start.

The new media landscape is more complex then it ever has been before. It can be said that in media sales, we need complex solutions to meet the needs of the market, but now more than ever, the value of simplicity cannot be overstated.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reflect on how they got into media sales, and discuss that while the market has changed dramatically, the fundamentals of selling have remained constant.

They take a closer look at the attributes required for cutting the fat, as well as the most direct methods and approaches that you can use to shift your selling into top gear.

What constitutes a relationship? While trust may take time to develop, meaningful connections can be made in a matter of seconds. The way that you present yourself is a defining factor in how you can create, grow and maintain strong connections.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson consider a variety of approaches that they deem most effective for building strong rapport, as well as tips and tricks for salespeople trying to forge new links in their networks.

They also discuss the fluid and dynamic nature of the market, why you must adapt and flow to remain relevant and engaging, and how you can leverage new and existing relationships as a vehicle for generating revenue

The current media landscape is bursting at the seams with information. It is more than ever important that buyers are presented with clear and simple options, and are not overwhelmed by choice.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss their own experiences when it comes to the oversaturated market we are in. They reflect on the barrage of information that overwhelms us with every decision we make, and how to cut through the fat when presenting options to potential clients.

They also explore how using a succinct and direct approach can be the most effective, how presenting your clients with too many options can be detrimental to your chances, and why it is essential to be a voice of reason in this oversaturated media landscape.

Right now, the business landscape is in a state of panic and fear. Decision makers are rapidly chopping and changing their ideas in an attempt to adapt to the new normal. Institutions are sending out a barrage of messages and emails, causing many channels to become crowded with COVID-19 related material.

Hosts Alex Whitlock and Russell Stephenson use this podcast to decipher the flood of information that is clogging up certain channels, while delving into the methods they see to be the most rewarding for selling, in what can only be described as a “noisy market”.

They explore the characteristics required to get your message to the table, the adaptations that salespeople need to make to their daily communication, and the reasons why confidence, calmness and compassion are more than ever essential in the way that you operate.

Rapidly changing circumstances as a result of COVID-19 mean that many media salespeople are tackling the challenges of working remotely while concurrently dealing with clients that are facing extraordinary pressure on their budgets.

Hosts Alex Whitlock and Russell Stephenson provide some guidance on this episode of Killer Media Sales about offering flexibility and empathy for the challenges being faced by your clients, communicating the value of maintaining a brand presence in this time, and taking hold of this opportunity to develop deeper client relationships.

They share their insights into effectively structuring your day whilst working from home, the benefits of maintaining an exercise regime, and staying informed about revenue available in your marketplace.

In a time of great uncertainty, it is absolutely critical for salespeople to be open and receptive to the constantly changing environment and harness the opportunity this presents to serve your clients’ needs.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson propose that now is the perfect time for truly talented salespeople to shine, embrace an attitude of confidence and leadership, and approach clients with innovative ideas and suggestions.

They outline why an unpredictable market calls for short-term, flexible solutions, what to do if your top ten clients have policies that limit spending at the moment, and how to approach clients with sensitivity to their fears and expectations.

As media salespeople, your primary responsibility is to ensure you’re bringing in the maximum amount of revenue available in the marketplace for your brand. In order to execute this task effectively, a key focus of your working day should be making contact with prospective and existing clients.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the available methods of contacting new clients, the circumstances under which you should use a particular technique, and which avenues should be avoided.

They reflect on how to “pester” clients in a productive way, the importance of maintaining an organised and updated database, and why keeping a smile on your dial is critical to steering you towards positive engagement with clients.

From the panic buying in the supermarket to the large falls in the stockmarket, the impact of the recent Coronavirus outbreak is not to be understated. More than ever, sales people need to be on the front foot, and have their rhetoric ready to deal with things that may be thrown at them.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss how sales people can avoid getting dragged along with the frenzy, use their voices to provide clarity and guidance, and reassure their clients and stakeholders not only about the fact that the wheels are still turning in our business, but also of the opportunities that arise in times like this.

They also explore how sales people can continue to drive confidence, the alternative events that can be presented to cautious clients, and the importance on focusing on the variables that are within your control without getting carried away by the delirium.

Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.

Along with the opportunities, there are also a lot of pitfalls when it comes to selling ‘webcasts’ to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons.