For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, and get those sales back on the board at a time when your clients might not be ready do deals.

They share their strategies and tactics for kick starting revenue in the new year, explain why resurrecting the ghost of the ‘failed deal from last year’ can be a bad move, and reveal why now is the time to look at your goals for the coming months.

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.

As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a good conversationalist, but also a sales technique that too many overlook.

In this episode of Killer Media Sales, they explain why leading with a question is imperative to a successful sales call. They stress the need to bring the client into the conversation as soon as possible, and why the belief of ‘the more information I can get out the better’ can often be opposite of the truth.

They reveal what you should be focusing on in your sales calls, explain why jargon is your enemy, and why you need to have a genuine interest in both your product, and the business that you are trying to appeal to.

In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why they believe that the secret to winning is as simple as having a winning mindset. But how do you build this mindset and why is it so important?

They deep-dive into the positive mentality killers, explain why a ‘to do list’ should in fact be called a ‘daily win list’ and explain how small wins can set you up for a successful day.

From listing priorities in order of magnitude, to why ‘making your bed each morning’ is so important, Alex and Russell focus on the need to understand your working pace, and why sometimes chasing just the deal can be fraught with danger.

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.

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.

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.

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.

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.

Having worked in real estate prior to his extensive media sales career, Russell knows all too well the importance of being the owner of your sales ‘turf’.

In this episode of Killer Media Sales, he and host Alex Whitlock analyse this concept, looking at how you can apply this philosophy that is key to success in real estate to winning business and retaining clients in the media sales space.

They explain the traps that can lead to you losing ‘safe business’, why product confidence is very different to arrogance, and the best way to approach a client who has chosen to advertise with your competitor.