The value of recognising loyalty with your clients has never really changed, it is only the way in which you go about it that makes a difference. Recognising this loyalty is important in the sales-client relationship, and should never go away. Most businesses nowadays have membership and rewards programs as a way to demonstrate to their clients how important they are to the business. But is this something that the media industry should do, too?

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson discuss if a rewards program is something that media sales people should implement with their clients and if so, what this reward should look like? They talk about how the first thing you should do as a sales professional is to ask yourself, why are you rewarding your clients? Is it because you “like” the client or is this reward only a part of a “business strategy”?

They also chat about how you have to be cautious when telling clients that you’ll be rewarding them, as you never know what will happen in the future, and you can end up with a mad client. Finally, they also mention that having lunch, dinners or a few drinks with a client are not always the best way to build a relationship with them, as those things tend to disappear. Instead, they recommend for you to go and look for growth opportunities and focus on building long-term relationships with your clients, as your aim should be to have few larger relationships than a lot of short term ones.

Do you want to know more? Don’t miss this episode, tune in now!

When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a rhythm in the way you do things so that you don’t gloss over the small stuff.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss mindset, goal setting and strategies to ensure that you don’t slip to the back of the pack.

They also look into how you can plan ahead to avoid common pitfalls in the sales process, as well as how to plan ahead and make the most of your goals and future aspirations in order to capitalise on opportunities when they are in front of you.

Tune in to hear this and much much more on this episode of Killer Media Sales!

With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson deep-dive into the challenges of selling a new product, revealing why underselling outcomes can often work in your favour.

They explain why you need to create ‘exclusivity’ around what you are selling, how to focus on the right parts of multi-pronged packages, and the danger of client ‘illusions’ surrounding what will be delivered.

Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his bottom dollar, but what he didn’t expect was that his earnings would actually increase.

In this episode of Killer Media Sales, he joins co-host Russell Stephenson (who actually took on some of those clients) to explain how a bigger client list doesn’t mean a bigger income.

They explain why it is important to understand why a client isn’t spending more, how to identify prospects for growth in your client list, and why listening is so important to ensure you are spending time on the right opportunities.