The new media landscape is more complex then it ever has been before. It can be said that in media sales, we need complex solutions to meet the needs of the market, but now more than ever, the value of simplicity cannot be overstated.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reflect on how they got into media sales, and discuss that while the market has changed dramatically, the fundamentals of selling have remained constant.

They take a closer look at the attributes required for cutting the fat, as well as the most direct methods and approaches that you can use to shift your selling into top gear.

What constitutes a relationship? While trust may take time to develop, meaningful connections can be made in a matter of seconds. The way that you present yourself is a defining factor in how you can create, grow and maintain strong connections.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson consider a variety of approaches that they deem most effective for building strong rapport, as well as tips and tricks for salespeople trying to forge new links in their networks.

They also discuss the fluid and dynamic nature of the market, why you must adapt and flow to remain relevant and engaging, and how you can leverage new and existing relationships as a vehicle for generating revenue

The current media landscape is bursting at the seams with information. It is more than ever important that buyers are presented with clear and simple options, and are not overwhelmed by choice.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson discuss their own experiences when it comes to the oversaturated market we are in. They reflect on the barrage of information that overwhelms us with every decision we make, and how to cut through the fat when presenting options to potential clients.

They also explore how using a succinct and direct approach can be the most effective, how presenting your clients with too many options can be detrimental to your chances, and why it is essential to be a voice of reason in this oversaturated media landscape.

Right now, the business landscape is in a state of panic and fear. Decision makers are rapidly chopping and changing their ideas in an attempt to adapt to the new normal. Institutions are sending out a barrage of messages and emails, causing many channels to become crowded with COVID-19 related material.

Hosts Alex Whitlock and Russell Stephenson use this podcast to decipher the flood of information that is clogging up certain channels, while delving into the methods they see to be the most rewarding for selling, in what can only be described as a “noisy market”.

They explore the characteristics required to get your message to the table, the adaptations that salespeople need to make to their daily communication, and the reasons why confidence, calmness and compassion are more than ever essential in the way that you operate.

Rapidly changing circumstances as a result of COVID-19 mean that many media salespeople are tackling the challenges of working remotely while concurrently dealing with clients that are facing extraordinary pressure on their budgets.

Hosts Alex Whitlock and Russell Stephenson provide some guidance on this episode of Killer Media Sales about offering flexibility and empathy for the challenges being faced by your clients, communicating the value of maintaining a brand presence in this time, and taking hold of this opportunity to develop deeper client relationships.

They share their insights into effectively structuring your day whilst working from home, the benefits of maintaining an exercise regime, and staying informed about revenue available in your marketplace.

Live streaming technology has brought about a new channel for engaging your audience, and has enabled the chance for content creators to speak directly to their target market in a customised and focused fashion.

On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson explore the differences between webinars and webcasts, the complexity of articulating the value of such products to your clients, and the caution that needs to be upheld when selling a live webcast.

Along with the opportunities, there are also a lot of pitfalls when it comes to selling ‘webcasts’ to your clients. Alex and Russ explore these possibilities and how to scale your product to cater to your prospective patrons. 

During busy periods, email can sometimes seem like a more efficient means of pitching opportunities, but according to your hosts, this ultimately leads to long-term shortcomings from a revenue perspective.

On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson advocate the importance of picking up the phone, whether it be with the intention of generating new business or servicing existing clients.

They warn against the dangers of becoming too reliant on digital communication channels, emphasise the advantages of phone calls in gauging interest and adapting pitches, and specify exactly how often you should be calling your clients.

Whether it’s a new event within an existing portfolio or an entirely new brand, launching a product can be an extremely daunting task.

On this episode of Killer Media Sales, host Alex Whitlock is joined by The Sales Leader’s Jim Hall to share the biggest hurdles sales professionals need to overcome in this space, why remembering fundamental sales techniques is critical when things might seem overwhelming, and how the sales process has changed over the last decade or so.

They also delve into the power of storytelling, how to identify which prospective clients to target first, and why it’s essential to always have more prospective buyers than assets to sell.

While you may have hundreds of clients on your database, chances are that you’re only effectively servicing a small proportion of those relationships.

In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson share their personal experiences around thinning out their own portfolios in order to generate better client relationships and ultimately, greater revenues.

They touch on the difficult nature of handing over existing accounts, how to analyse and identify which clients are soaking up too much of your valuable time, and the importance of recognizing when to pass on a client or opportunity to another member of your team.

In the fast-paced world of media sales, clients often expect instant gratification in the form of immediate returns on their advertising investments.

Hosts Alex Whitlock and Russell Stephenson explore why clients might be hesitant about investing in long-term branding, deconstruct the success of the ‘Advertise or Die’ campaign, and break down the process of approaching a client with 12-month branding opportunities.

They delve into the potential dangers of hard-selling ongoing contracts with clients, the importance of establishing strong relationships and trust with your clients, and how to simply articulate the benefits of ongoing campaigns.