With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever.

In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like they are a part of the equation.

They will discuss why you need to focus on small details, how you can increase recognition of your brand, and when it is the right time to celebrate those small wins.

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

In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop and smell the roses.

They also explore the importance of counting milestones, approaching barriers with the right mindset and increasing the frequency of touch points to ensure that relationships and servicing of clients remains as smooth a process as possible.

 

It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers.  So how do you set yourself up for success when trying to lock in that next level deal?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract.  They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.

They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.

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.

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.