Every day, people are presented with a multitude of decisions to make – whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on advertising.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad ways in which you can help your prospects make easier decisions.

They explore how you can present simple solutions, create endpoints that are desirable, and take control of the process in order to make the chosen outcome a no brainer.

Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he reflects on his career in sales and the lessons learned in the process.

Host Russell Stephenson speaks with Pancho about the barriers he faced along the way, how his attitude has changed in the process of growing as a saleperson, and why he believes some things should be avoided in order to succeed in a challenging market.

Pancho and Russell also discuss the 3 pillars of success when selling, as well as the ways you can shift your mindset in order to maximise your potential and achieve your goals.

All of this and much more on this episode of Killer Media Sales

Speaking with someone you don’t know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the process.

On this episode of Killer Media Sales, Hosts Russell Stephenson and Alex Whitlock attempt to navigate the challenges and concerns faced by salespeople when discussing the budget of a media project.

They also look into the reasons certain prospects will keep budgets close to their chest, the performance of different media channels and the implications this has on the bottom line, as well as the shift in perspective that you can undertake in order to achieve more lucrative outcomes.

All of this and much more, on this episode of Killer Media Sales.

One of the challenges that salespeople face is that they have to deal with a lot of information and can get overloaded really quickly if they don’t know how to prioritise.

In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of hierarchisation of the information in the sales process. In particular, why knowing the purpose and the objective of the call is the most important thing.

They also touch on the need for qualification as a salesperson. And explain why it is important to know what matters to your client and what is the outcome they’re looking to achieve as this is the main reason why you’re having the conversation and will tell you where to go.

You can’t miss this episode that’s full of tips and tricks to help you to fire up your media sales.

Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation?

Sometimes sales people, whether they’re new or experienced, can get lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but particularly when they are new, these nerves can take over and cloud their judgment. In sales, this can lead to finding themselves rambling and chatting away without having a clear strategy in mind giving a sense of disengagement, however, in those very first calls, qualification is everything.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the importance of qualification in the sales process, what this qualification process looks like and what can happen if you don’t qualify for a lead. They also talk about the importance of simplifying and qualifying the questions early on in the conversation to achieve multiple outcomes.

In this episode you’ll learn how to recognise when there’s a deal to be done and when you’re heading into stumbling territory. You can’t miss this episode.

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!

Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out?

Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are stalling.

They explain how to apply the appropriate tempo to a particular selling scenario, whether the pace usually increases as you get closer to closing a deal, and why you should always have the bigger picture in mind.

It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers.  So how do you set yourself up for success when trying to lock in that next level deal?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract.  They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.

They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.

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.