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.

You would never enter into an agreement with anything less than big expectations on the results that you can achieve for your client. But what if the outcomes don’t meet these expectations?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the delicate issue of delivering bad news to a client. Be it an underachieving campaign, a missed article, or any other problem, they reveal the approach that they have seen yield the best results.

Alex and Russell discuss their thoughts on accepting responsibility, how to shift the odds back into your favour if you were unaware of the issue, and how well handled problems can in fact be a tool to building stronger relationships.

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.

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. 

During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.

They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.

Whether it’s a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.

On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader’s Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.

They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it’s essential to always have more prospective buyers than assets to sell.

It’s easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing.

They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors’ successes, and how to use your competitor analysis effectively.