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.

When it comes to sales, pace is key. If the tempo for a new initiative starts off slow, it can be very difficult to build momentum later in the piece.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the essence of momentum and the tactics you need to get a sale moving quickly and effectively.

They discuss how to generate demand and urgency around a sale, the power of off-market selling, and how to proceed when a keen client needs more time.

The capacity to generate a clear, concise proposal is a critical skill for successfully getting any deal over the line.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the key characteristics and structure of an effective proposal.

They explain the difference between activities and outcomes, how to go about responding to a client’s brief, and why segmenting the sales process too definitively can be detrimental.