On this episode of Killer Media Sales, host Alex Whitlock’s business partner Phil Tarrant discusses his recent visit to Avalon for a major defence industry expo, and why planning is the most important part of turning events, trade shows and exhibitions into revenue generating business.

Phil will discuss how targeted their approach was in generating new contacts, why it is imperative that potential clients be placed into a hierarchy of who you should be speaking with, and whether you should “pre-empt” the chat that you plan to have.

He will explain how trade shows can get you in touch with the main decision makers that you may often struggle to access directly and how it is an opportunity to combine both editorial and sales department staff to your benefit.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Returning to the Killer Media Sales Podcast for the second time, Australian Radio Network sales director of agency Jamie Wood joins hosts Russell Stephenson and Alex Whitlock to unpack how the ability to be able to think on your feet is so imperative in the sales sector.

Jamie will discuss his past career as a musician and in doing so liken the sales industry to the spontaneity and creativity of the arts sector, while also revealing why it is often those who “stick to the script” and never add any flair to their delivery that don’t make it.

He will explain how client objections are something that should always be handled organically, and why you should “lean in”, let the client articulate their thoughts and let that shape the direction of the conversation.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Sales is a competitive industry made even more challenging if a competitor with “poor sales techniques” attempts to undercut you on what you are trying to sell.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how to respond to an undercut attempt from a client without dropping your price, while still maintaining the edge that you need to get the deal over the line.

They will discuss their experience of this happening, reveal the opportunity that arises as a result of this occurrence, and reveal the tactic that you can use to keep the interest of the client in this challenging situation.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

Following on from what for many has been a break over the Christmas and New Year period, getting back into the swing of working life can often require some easing into.  When it comes to sales however it turns out that this is entirely the wrong mentality to start the year with.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock having recently guided his sales team through a record month last December to explain why the “it’s the beginning of the year” trap is one that many salespeople fall into.

They will look at what you can do if your clients are not all back in their offices, reveal the one question you should avoid in sales calls at this time of the year, and discuss whether you should be reflecting on your performance from the previous year.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall.  But with clients knowing this too there are those who may look at it as simply a way to get out of a conversation.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to reveal how you can turn that dead-end conversation into an opportunity, sharing the one question that you can ask which will not only keep the conversation going, but could result in getting that contract signed.

They will address why sometimes the “no budget” line can be cause for concern, why you need to be direct with your clients, and Russ shares how he is able to figure out if the client is telling the truth.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

As prepared as you may be for an appointment with your client or a plan on how you will hit your upcoming target, there will always be external occurrences that you have no control over which can impact the likelihood that someone will spend with you.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to discuss how external factors can influence your client’s decision to spend, using examples which range from cryptocurrency right through to the royal commission.

They will reveal how you can still get through to clients who may be experiencing a tough financial streak when their normal reaction would be not to spend and share why it is completely possible to perform even stronger in a struggling market.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

With the majority of businesses seeing a disrupted workflow over the Christmas and New Year period many are also likely to lighten up on their advertising spend over the holiday break.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share how you can let clients in on “the best kept secret” which will see them taking advantage of the holiday period, and also keep you hitting your targets during a time where many advertisers drop off.

They will discuss why you need to be realistic and honest about how you pitch a campaign at this time of the year, the best way to categorise your clients based on existing relationships, and how the festive season can genuinely present opportunity for the right clients.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

Any client who spends with you is expecting value for their dollar.  What that value looks like however can be quite subjective and is something that should definitely be discussed prior to them committing to a campaign.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the various ways in which you can approach a client following a campaign which has either not been as successful as they were hoping or not delivered in the way that you had suggested it would.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

Some clients are just easier than others.  Some of the difficult clients however will still end up spending big dollars and so could be worth your time having to jump through a few extra hoops, but on other occasions you could be being taken for a ride.  So how do you differentiate between the two?

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share why there is a big difference between a client trying to get good value for money versus a client who is just out to get something for nothing.  The pair will discuss how to identify this type of client, how to navigate your way around dealing with them and share why you need to place a higher importance on your time as a sales person.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales

With ongoing targets and sales goals a constant pressure of the job, a client deciding to take on a small campaign can often seem like more trouble than it is worth.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to unpack the best ways to deal with a client who has their mind set on the “one-month campaign” and has no interest in taking on what in the long run would be a more successful larger advertising run.

Russel will address the common obstacles that sales people are faced with, the challenges that can happen if dealing with clients that are competitors and share why the small deals are just as important as the more substantial ones.

Tune in now to hear all of this and much, much more in this episode of Killer Media Sales!