The challenges that media sales people face in today’s environment are not the same as they were five, 10 or 20 years ago. So, as the media landscape evolves, so do the questions you make to your clients.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of always asking the right questions, but also they invite you to challenge your questions as a media sales person and refresh them constantly. The duo discuss how things go awry in sales. Sales people don’t just fall off a cliff, but gradually downward spiral, for example missing targets more frequently, which may trigger confidence and in turn make the situation worse. These things happen over time and are actually because you can get a bit rusty at what you’re doing, therefore it is important to know your client and the market but also change with them.

If you want to know how to stay up-to-date with the sales and the market environment, this is an episode you can’t miss, tune in now!

The world is constantly changing, but we change with it too, and one of the things that make us, and the world change, is a crisis. But have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do?

In case you missed it, in one of the most interesting episodes of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when those situations catch you off guard.

In this episode they also raise some questions: What makes a crisis, a crisis? What are the key aspects that can turn a normal sales situation into a crisis? What’s the key to solving a crisis? Can a crisis be avoided?

They also discuss how in dealing with a crisis you have to get out of your comfort zone and the more you do that, the better you’ll be at handling difficult situations. The pair also consider how a crisis can be a huge opportunity to deepen a relationship and build trust.

You can’t miss this episode full of tips and tricks that will help you to kill it in media sales.

Have you ever found yourself in a situation where you can’t make a decision, so you end up picking the “easiest” option (no matter good or bad) so you just end your mental conflict? That’s called cognitive dissonance. You may think, “how is this related to my sales?”.

Well, in this episode of Killer Media Sales Russell Stephenson is joined by the director and owner of Frontier Performance Pancho Mehrotra to talk about cognitive dissonance and how this can impact the negotiation process with your clients. They discuss the importance of knowing what your discovery process is as a sales person, in order to identify the needs and desires of your clients, so you can make better decisions and avoid this cognitive dissonance in your sales pitch as well as in your client thought process.

The duo also talk about the power of people’s beliefs and how sometimes our decision making process is not always the right one, and that as a sales person, being aware and knowing when your client is having two conflicting thoughts is key in the sales process, so you can make “decision making” smoother and easier for them.

If you want to know more about how to avoid this cognitive dissonance to improve your sales, this is an episode you can’t miss, listen now!

Ten years ago, a media sales professional probably wouldn’t consider implementing a loyalty program due the fear of ending up lowering the value of a marketing campaign. However, the world has changed now and eight of every ten companies have a loyalty program.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson again raise the subject of loyalty and rewards programs and what the best strategies you can implement to improve your client relationships through them are. They discuss how you can use these rewards programs as a way to compete in the media sales industry and not only as a way to give away “money” or “gifts” to your clients. They put a special emphasis on why the best reward you can give to your clients is a “tangible reward”.

They discuss the importance of framing the real value of the money that your clients are spending with you, by rewarding them with something like digital advertising, interviews, or broadcasts. They mention that “the discount disappears” and it doesn’t get recognised, but the tangible inclusion of those additional things you do for them is what will make a difference. Should you be rewarding all your clients? Or only your premium ones? What about attracting new clients through loyalty programs? Well, if you want to know more about this interesting topic, listen to this episode and find out! You can’t miss it!

We have all heard the old saying “the client is always right” and this is a great topic for a debate. If you’re a client you expect to be treated well, if you’re a sales person you might think otherwise. Customer service can be a bit problematic for sales people in general, but in media sales, this gets particularly tricky when dealing with clients that are hard to please.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of taking ownership of the relationship you have with your clients and how understanding their needs and truly listening to them will set up the ongoing nature of the relationship and how you will be able to manage it in the future.

They discuss how you have to be conscious of the fact that not everything in this client relationship will be rock solid guaranteed. And for this reason, as a media sales person your key to success in this customer service relationship is when your client feels like “they are your only client”.

The duo also talk about one of the most common mistakes with sales people that is “the easiest client can often be forgotten” and how you can neglect them and their needs while being busy trying to please the hardest clients. They also explain why accountability and communication are critical in this relationship and how you can deliver the best service and outcomes by understanding the importance of the value of the money your client is spending.

One more episode that you cannot afford to miss! Tune in now!

Media is the way in which people interact with the environment. Understanding how people engage with content is probably the most important thing to know in media sales to help your clients make decisions, and shape their message to reach as many people as possible.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of knowing your industry and your audiences as this will give you an invaluable insight, not only about the industry but about your own job as a salesperson. They explain that you don’t have to know every corner of media but having a clear understanding of the particular media you’re passionate about, will take you to another level in terms of the value you can offer to your clients.

They also explain that you don’t have to be the smartest person in the room, but when you give an invitation to talk about your industry and get handed the mic then you need to be knowledgeable enough to let your clients know what they need to know, so they will be more inclined to close that deal with you.

This is definitely one of those podcasts that you CANNOT MISS! Tune in now!

Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can fight adversity and thrive in your work environment? Even more, if you’re looking to hire and expand your sales department, do you want to know what the crucial aspects are that you should look for in your candidates?

In this episode of Killer Media Sales, Russell Stephenson talks to the founder of Frontier Performance Pancho Mehrotra about emotional intelligence, and the importance of training it, as well as how you can become more adaptable in your business environment by developing and enhancing this skill. Pancho also shares his knowledge on what are the key attributes that you should look at when trying to hire a salesperson, by explaining the “S.A.L.E. Personality”.

They also discuss the impact of the environment in which you were raised as a key factor in your future behaviour and how this can be re-wired for the better by working on yourself slowly but constantly. Pancho also shares the importance of having adaptability and balance within your team, people who can build relationships but also members who are goal orientated. This is an amazing episode that you can not miss. Listen now!

The desire to be liked is inherent to the human condition. But as a salesperson a deep understanding of what it is like to be “likeable” is extremely important in the sales process. However, wanting to be liked and please can become a barrier to closing a deal with your client, and as a sales person you have to understand what being “liked” means in a professional relationship.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the differences between being liked as a sales professional and being liked as a person. They talk about the DNA of what it is like to be “likeable”, how to avoid becoming a “pleaser” and why relying on your charming personality might keep you away from asking hard questions that can help you identify your client’s needs.

They also discuss how important it is to be liked within your team and your business, and why sometimes it is better to fit in and be part of a team rather than just be liked for the sake of it. The duo also talk about why being respected and being respectful can be more important than being likeable.

Another incredible episode that you can’t miss. Tune in now!

Dealing with competition is always challenging. But in the media sales industry it’s particularly hard when that “competition or competitor” you’re dealing with has a “win-lose” mentality.

Usually there’s a level of mutual respect between like-minded competitors and they recognise that bad mouthing, sledging and casting aspersions on the integrity of the material they are putting out doesn’t benefit anyone. But what should you do when a competitor fights below the belt? What if they don’t have the level of respect and integrity that you expect?

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the bad practices that tend to come from certain organisations in the media sales industry. They also share the key attributes of successful media sales people who best handle these types of situations. This is an episode that you can’t miss.

The media sales industry is constantly changing and with this in mind, using the same pitch each time isn’t going to work, because data changes all of the time. Sales people have to adapt quickly to these changes if they want to keep moving forward successfully.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about why it is important to recognise your “now moment” in your sales pitch and why you have to be able to identify the two types of “now” in media sales.

Alex and Russell share the key elements you have to consider as a sales person in order to find the perfect time to reach your audience. They also explain the importance of considering those two types of “now” in isolation if you want to capitalise on both.

Another amazing episode you can’t miss. Listen now!