Hosts Alex Whitlock and Russell Stephenson live and breathe sales, and utilise selling tactics in all corners of their lives. In this episode of Killer Media Sales that is perfectly demonstrated, with today’s topic being inspired by Alex trying to convince a colleague to ditch the healthy salad, and join him for a plate of noodles for lunch.

They discuss the art of persuasion, and how in any conversation there is a window of opportunity to truly influence someone’s decision, revealing the tips and tricks that you can use to your advantage.

From focusing on the sizzle (not of the noodles), to providing opportunities rather than options, Alex and Russ reveal how to declutter your message, and present your pitch in the best way possible.

Sales has always been about building and fostering relationships, but with that in mind it can be easy to fall into the trap of communicating too casually with your clients.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the importance of professional communication, why goal setting is key, and why it is still important to follow a ‘sales structure’ when dealing with long term clients.

They explain how casual communication could lose you the deal, discuss how the communication environment has changed over the years, and share their tips on approaching written communications that make the biggest impact.

Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.

Along with the opportunities, there are also a lot of pitfalls when it comes to selling ‘webcasts’ to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons. 

During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.

They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.

Whether it’s a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.

On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader’s Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.

They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it’s essential to always have more prospective buyers than assets to sell.

While you may have hundreds of clients on your database, chances are that you’re only effectively servicing a small proportion of those relationships.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson share their personal experiences around thinning out their own portfolios in order to generate better client relationships and ultimately, greater revenues.

They touch on the difficult nature of handing over existing accounts, how to analyse and identify which clients are soaking up too much of your valuable time, and the importance of recognizing when to pass on a client or opportunity to another member of your team.

In the fast-paced world of media sales, clients often expect instant gratification in the form of immediate returns on their advertising investments.

Hosts Alex Whitlock and Russell Stephenson explore why clients might be hesitant about investing in long-term branding, deconstruct the success of the ‘Advertise or Die’ campaign, and break down the process of approaching a client with 12-month branding opportunities.

They delve into the potential dangers of hard-selling ongoing contracts with clients, the importance of establishing strong relationships and trust with your clients, and how to simply articulate the benefits of ongoing campaigns.

It’s easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing.

They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors’ successes, and how to use your competitor analysis effectively.