The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for those looking to sign and retain clients.

With relationship building having shifted away from being about one-on-one entertaining, Alex and Russell explore how you can stand out against your competition. They explain the difference between articulating value and outcomes in comparison to ‘useless data’, how being a media consultant for more than your own brand can build trust, and reveal what it takes to be fundamentally successful in media sales.

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.

When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ are very different to ‘targets’.

They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break down how well planned goals can set you up for long term success, and discuss when these goals should be reevaluated.

They explain why goals should be activity based, why it isn’t always a ‘win or lose’ when striving for those benchmarks, and touch on the risks that come with unrealistic goals, while offering advice on how to stay accountable to the parameters that you have set.

In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to relationships in an attempt to hit monthly targets.

In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target should put you into ‘performance mode’, and why a quick conversation with a client still needs to be well researched and planned.

They reveal the one client type on your list you should never approach when making that last ditch effort to hit target, the questions to ask to secure those final dollars, and even explain why sometimes falling slightly short of your goal may in fact be better use of your time and resources.

Killer Media Sales host Alex Whitlock mentioned in a previous episode that he was working on a sales deal that had spontaneously presented itself and had an urgent deadline. Keeping that spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played out.

Listen as Alex reveals the outcome, how he approached the client, and why he placed so much importance on a concise client proposal. Alex explains why the first sentence of any proposal is so important, deep-dives into the structural mistakes that so many make when writing their proposals, and why urgent deadlines can be huge opportunities to offer exceptional service to your clients.

While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson reveal these three key factors, and unpack the importance of knowing how much revenue your client is likely to bring in.

They explain the trap that you can fall into where a proposal can instead be a roadblock in your negotiation, why knowing your competition in the market is so important, and why the word ‘budget’ doesn’t necessarily represent a client’s spending limit.

You are well researched on your new prospect. You reach out. They seem like they are on board. Then out of nowhere what looked like a probable sale has turned into ignored phone calls and a change of heart. Where did you go wrong?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reveal why in many cases it may not be something that you did wrong, explaining why resilience is such an important trait in the sales game.

They share why you need to put yourself into the shoes of your prospective client, how changing your focus can often be the best move when a deal is struggling, and explain why sometimes you need to accept that there will be certain factors that are outside of your control.

As we approach the end of a year like no other, many are wondering how COVID-19 will impact the upcoming ‘quieter months’ that many salespeople are likely to face.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break past the barrier of a quiet month being simply a case of ‘it is what it is’, and reveal how lower sales targets around this time can in fact lead to them being some of your most lucrative months.

They explain the importance of mindset, why working smarter is key to success, and how the current climate can present opportunities for both you and your clients.

You would never enter into an agreement with anything less than big expectations on the results that you can achieve for your client. But what if the outcomes don’t meet these expectations?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the delicate issue of delivering bad news to a client. Be it an underachieving campaign, a missed article, or any other problem, they reveal the approach that they have seen yield the best results.

Alex and Russell discuss their thoughts on accepting responsibility, how to shift the odds back into your favour if you were unaware of the issue, and how well handled problems can in fact be a tool to building stronger relationships.

With COVID-19 having impacted how marketing dollars are being spent across the board, clients are focusing more than ever on the ‘value’ that they are getting from their campaigns. So how can you differentiate yourself from your competition who may be approaching your key clients with similar offerings?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson unpack what it means to maintain your key accounts, explaining how going ‘above and beyond’ is often not an extra – but coming to be expected.

They discuss the importance of having more than one contact associated with each account, why being well intended is often not enough, and why wine filled lunches with marketing managers can often do more harm than good.