Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, competition is innate and is part of everyday life; for others, it is developed through a process of consistency and practice.

Russell and Pancho explore how you can focus your energy on the right pillars in order to gain advantage over those you are competing with, why competing and winning are two different things, as well as the difference between people who are hunters and people who are farmers when it comes to selling.

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

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

Email marketing has been around for decades now, and can sometimes be seen as an afterthought to any media campaign. By looking at EDM’s through a fresh perspective, salespeople can guarantee that they keep revenue flowing through good times and bad.

On this weeks episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson explore the ins and outs of email marketing, why it is crucial to keep a focus on, and how you can maximise the success of email campaigns by delivering them effectively and efficiently.

All of this and much more on this weeks 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.

For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely – there can be no understating that timing of certain messaging is critical.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse the benefits of applying pressure in different parts of the dealmaking process, and what they find will surprise you.

They also look into the different types of media and how they have different timelines, the pitfalls of jumping the gun, and how you can achieve success through careful, planned execution of messaging.

Find out 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.

In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the “close the deal” trap.

In this episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that salespeople make when trying to bring money to the table and when they accept any deal in order to hit their targets. Alex and Russell also give advice to all the salespeople to be prepared to deal with these types of situations.

They also talked about the importance of changing marketing tactics in order to reach the market target you’re looking for.

You can’t miss this one!

Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable.
In this episode of Killer Media Sales, Host Alex Whitlock is joined by Paul Glossop, Director of Pure Property Investment, who is a regular purchaser of advertising on Momentum Media’s network. Paul provides a valuable insight into how he uses media as a network to find clients, how he maximises his opportunities through media buying, and how his experience has been in finding the right channel to target.
Alex and Paul also discuss the pitfalls of media sales agents when discussing new products, what media buyers are looking for, and how big words can sometimes deliver very little.
Tune in to hear this and much more on this episode of Killer Media Sales.

The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward.

They also give advice on how sales people should look back, and set up targets based on the trajectory that they think is out, to trust in their gut and try to avoid limiting themselves by setting up those new sales targets.

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!