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.

This episode of Killer Media Sales deals with the constant challenge of finding the right balance between selling your inventory and providing your client with the solutions they desire.

Hosts Alex Whitlock and Russell Stephenson outline why it’s sometimes critical to give the client exactly what they’ve asked for, whereas other times it’s more beneficial to use tried and tested marketing initiatives to help your clients reach their ideal outcome.

They outline how to go about challenging the thought process of a marketing manager, the importance of identifying which clients to pitch which campaign to, and how to approach your line manager with a more effective means of selling.

This episode of Killer Media Sales unpacks how to steer the tempo and direction of a conversation to minimise time wastage and maximise the potential for your desired outcome to be reached.

Hosts Alex Whitlock and Russell Stephenson outline why it’s critical to set the tone from the outset, how to control the beat without coming across as too pushy, and what tactics to use when your prospect is 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.

Salespeople can sometimes fall into the trap of thinking that they cannot perform at their peak due to external circumstances, but according to Alex Whitlock and Russell Stephenson, outstanding salespeople are not hindered by market conditions.

Tune in to this week’s episode of Killer Media Sales as they break down the fundamentals for ensuring that you’re consistently bringing in the maximum possible revenue by making the most of the factors you can control.

Alex and Russell explain how to set achievable targets that still push you to your limits, how to go about monitoring commercial activity in your marketplace, and why it’s critical to maintain a holistic view of what’s ahead.

Conversations around money are critical to any negotiation, but also have the potential to completely derail a sale, should the buyer sense a lack of confidence in the seller.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss some of the root causes of inhibitions around money talk, the common red flags that give away a salesperson’s uncertainty, and the tactics that buyers frequently use to stress test a product’s value.

Alex and Russell outline the next steps to take when a buyer questions the price, the dangers of discounting too soon, and the key attributes that communicate a seller’s confidence in the quality of their product.

While slumps are a rather inevitable experience for any media salesperson, the remote working circumstances triggered by COVID-19 mean that many people don’t have as much access to their usual in-person support systems.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk about some tactics for dealing with the current circumstances, switching up your mindset, and making the most out of what you can control.

They explain the importance of starting small, patrolling all areas of your database, and providing value to your existing clients.

Working with startups and small businesses can be incredibly exciting and rewarding for both the salesperson and the client.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the tactics for dealing with smaller accounts, the importance of thoroughly understanding the client’s objective, and the benefits of dealing directly with a business’ decision-maker.

They discuss why it’s critical to manage your client’s expectations around what their budget can achieve, why becoming too involved in the intricacies of a campaign can be detrimental, and how to know when to walk away from a particular deal.

Sales is not just about stacking up deals; you must nurture the connections you have with your clients.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explore the key factors in maintaining strong links throughout your network.

They also discuss how clients all too often feel left out, how one way relationships can lead to burned bridges, and the importance of being there for your clients in their time of need.

In order to keep progressing, it’s critical for salespeople to strike a good balance between dedicating enough time to existing clients and generating new revenue.

Tune in to this episode of Killer Media Sales with Alex Whitlock and Russell Stephenson for a step-by-step guide to distress selling to people in your database that you are yet to do business with.

They explain how to use this strategy in order to generate excitement, sidestep budget concerns, and develop a new client relationship.

The visual medium has always been at the forefront of advertising, and with restrictions on gatherings causing a rapid shift toward broadcast media, salespeople are looking to the past to unlock the power of video advertising for future clients.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson ponder a new realm of opportunity, unravelling the effectiveness of TVCs and the new world of virtual events.

They also discuss the new audiences that have been unlocked by these decentralised broadcasts, the compelling nature of this new medium, and the opportunities now available to potential advertisers.