Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it.

In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively put a proposition forward to a client that has native content and a native strategy.

They share their knowledge in how to create a deep client relationship of trust and the most effective way to deal with any kind of sales opportunity. But more importantly, they talk about how to deal and educate a client to create an evergreen holistic view on content creation.

You can’t miss this episode of Killer Media Sales, tune it now to hear much more!

With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation.

They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it is the right time to celebrate those small wins.

Tune in now to hear all of this and much, much more in 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.

The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the expectations of your client.  When a relationship has already been built, these non-successes can be worked through with your client, but what if it is a new advertiser and you haven’t delivered the results that they were expecting for their first campaign?

Alex Whitlock and Russell Stevenson, hosts of the Killer Media Sales Podcast, don’t believe that this is necessarily ‘game over’, and in this episode of the show they explain how you can win back their business and regain their confidence.

They explain the risks of discounting, why it is so important to acknowledge the issue, and why communication breakdown is often where these issues arise.  Alex and Russell also unpack the importance of self-reflection, why a new direction could be your best move for your next pitch, and how to navigate the minefield that you face when you believe that their creative or copy could be at fault.

Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work?

In this episode of Killer Media Sales, your hosts Alex Whitock and Russell Stephenson explore through their own lens the ability for sales teams to fundamentally change the way they set goals and targets, break down their goals into individual steps, and find the courage to overcome the adversity that they may face in this process of transformation.

They also explore the pitfalls of certain types of client relationships, the time wasted on superfluous interactions, and the way that you as a sales professional can demonstrate value to your clients in order to underpin your success.

 

 

In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market.

Part one of the chat can be found HERE and covered spontaneity, why it is important to separate yourself from your brand, and why you should treat your prospects with respect, and in this episode of Killer Media Sales they look at a specific example from early in Alex’s sales career where he went above and beyond to create opportunities.

They explain the importance of having strong relationships with other key players in your business, how this can expand your offering, and address some of the pitfalls of this as a strategy. They also explain why it is so important to find your niche, share a trick that will help you stand above any other proposal emails, and why the old saying that ‘people do business with people that they like and trust’ still rings true today.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas!

Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain why being number one isn’t always the most important thing for your prospect, sharing why in some cases it can even be detrimental.

They unpack the importance of knowing your industry, separating your personal identity from your brand, and why a generic pitch should never come before listening to the needs of your potential client.

They also discuss the importance of monthly analysis, why you need to look favourably upon your competition, and the power of using ‘I’ rather than ‘we’ when communicating with your clients.

With Momentum Media looking to grow their account management team hosts Alex Whitlock and Russell Stephenson have been putting together a position description for the new role. A process which has left them wondering, what are the key attributes that make for a successful salesperson?

In this episode of Killer Media Sales, they reveal what they look for in new sales talent, including the curveball question that they ask applicants – and how the response to that question can determine if they are right for the team.

They reveal techniques for maintaining enthusiasm throughout a sales career, explain how to cope if you find yourself in a sales ‘rut’, and explain why organisational skills are the blueprints to success.

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.

You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson discuss keeping the sales process short and concise, explaining why the speed of the deal doesn’t need to be linked to the dollars associated with it.

They explain why it is important that you set the tempo for every conversation and opportunity, how to deal with a timeline that might be out of your control, and why focusing on the bigger picture is so important.