When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ are very different to ‘targets’.

They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break down how well planned goals can set you up for long term success, and discuss when these goals should be reevaluated.

They explain why goals should be activity based, why it isn’t always a ‘win or lose’ when striving for those benchmarks, and touch on the risks that come with unrealistic goals, while offering advice on how to stay accountable to the parameters that you have set.

Killer Media Sales host Alex Whitlock mentioned in a previous episode that he was working on a sales deal that had spontaneously presented itself and had an urgent deadline. Keeping that spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played out.

Listen as Alex reveals the outcome, how he approached the client, and why he placed so much importance on a concise client proposal. Alex explains why the first sentence of any proposal is so important, deep-dives into the structural mistakes that so many make when writing their proposals, and why urgent deadlines can be huge opportunities to offer exceptional service to your clients.

As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a good conversationalist, but also a sales technique that too many overlook.

In this episode of Killer Media Sales, they explain why leading with a question is imperative to a successful sales call. They stress the need to bring the client into the conversation as soon as possible, and why the belief of ‘the more information I can get out the better’ can often be opposite of the truth.

They reveal what you should be focusing on in your sales calls, explain why jargon is your enemy, and why you need to have a genuine interest in both your product, and the business that you are trying to appeal to.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why they believe that the secret to winning is as simple as having a winning mindset. But how do you build this mindset and why is it so important?

They deep-dive into the positive mentality killers, explain why a ‘to do list’ should in fact be called a ‘daily win list’ and explain how small wins can set you up for a successful day.

From listing priorities in order of magnitude, to why ‘making your bed each morning’ is so important, Alex and Russell focus on the need to understand your working pace, and why sometimes chasing just the deal can be fraught with danger.

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.

Does a signed contract always mean a sales success? Hosts of Killer Media Sales Alex Whitlock and Russell Stephenson don’t believe so.

In this episode of the podcast they explain why, deep diving into how a salesperson can analyse success and failure, learn from that process, and understand what they could have done differently.

They reveal why conversion rates are your best success measurement tool, how the mentality of moving onto the next task without reflection can be detrimental to growth, and explore why being ‘busy’ doesn’t mean you are being productive.

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.

Hosts Alex Whitlock and Russell Stephenson live and breathe sales, and utilise selling tactics in all corners of their lives. In this episode of Killer Media Sales that is perfectly demonstrated, with today’s topic being inspired by Alex trying to convince a colleague to ditch the healthy salad, and join him for a plate of noodles for lunch.

They discuss the art of persuasion, and how in any conversation there is a window of opportunity to truly influence someone’s decision, revealing the tips and tricks that you can use to your advantage.

From focusing on the sizzle (not of the noodles), to providing opportunities rather than options, Alex and Russ reveal how to declutter your message, and present your pitch in the best way possible.

You are well researched on your new prospect. You reach out. They seem like they are on board. Then out of nowhere what looked like a probable sale has turned into ignored phone calls and a change of heart. Where did you go wrong?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal why in many cases it may not be something that you did wrong, explaining why resilience is such an important trait in the sales game.

They share why you need to put yourself into the shoes of your prospective client, how changing your focus can often be the best move when a deal is struggling, and explain why sometimes you need to accept that there will be certain factors that are outside of your control.

Momentum Media embraced the opportunities of live-stream broadcast events long before the pressures of COVID-19 saw others join a similar path.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal how being early adopters has given them an edge against the competition, share how they go about securing an audience for a broadcast, and the opportunities that this style of event provides to clients.

They stress the importance of knowing what you are offering and correctly pricing this, why an overly successful event could lead to problems down the track, and why you should focus on what a live-stream is worth – not just what you can make.