Killer Media Sales

From the panic buying in the supermarket to the large falls in the stockmarket, the impact of the recent Coronavirus outbreak is not to be understated. More than ever, sales people need to be on the front foot, and have their rhetoric ready to deal with things that may be thrown at them. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss how sales people can avoid getting dragged along with the frenzy, use their voices to provide clarity and guidance, and reassure their clients and stakeholders not only about the fact that the wheels are still turning in our business, but also of the opportunities that arise in times like this. They also explore how sales people can continue to drive confidence, the alternative events that can be presented to cautious clients, and the importance on focusing on the variables that are within your control without getting carried away by the delirium.

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.

It's easy to look down on your competition when you strongly believe in your product, but dismissing other bands can be very detrimental to your own success. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain the disadvantages of viewing your competition one-dimensionally, how demonstrating a superior attitude comes across as blind arrogance, and why having your competitor trash-talk you can actually be a good thing. They share their insights on the importance of taking a neutral view of the strengths and weaknesses of your competition, why you should be complimentary on your competitors' successes, and how to use your competitor analysis effectively.

The quiet beginning of a new year is the ideal time for a deep spring clean to prepare you for a productive sales cycle. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why an organised desk sets a positive tone for the new year, how to go about tidying up the assets in your database, and the importance of refreshing the figures you use to make sales. They also share why you should reengineer your proposal technique, the benefits of updating your professional wardrobe, and how reinvigorating your personal brand can positively affect your client relationships.

Starting a new year is the perfect time to be setting personal goals, which are critical in helping you achieve what you believe to be possible. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the learned habit of goal-setting, outline how this practice differs to working towards a target, and explain why goals are not simply about revenue. They discuss whether goals should be kept to yourself or shared, why goals should be both ambitious and achievable, and the importance of breaking goals down into bite-sized portions.

Christmas is almost here, and while you are gearing up for a well-deserved break your clients are likely to be doing the same.  In this episode of Killer Media Sales, hosts Russell Stephenson and Alex Whitlock reveal why this time of year is crucial in setting yourself up for the sales year ahead.  They reveal the one question that you need to ask your clients before they go away for their break, why it is important to finish the year strong, and the importance of taking a “proper break”. Russell and Alex also discuss the trap that many salespeople fall into in the new year, break down how you should be spending those first few days back in the office, and reveal what you need to know to achieve sales success in the year ahead.

Sales has always been about building strong relationships with your clients, but when that fine line between ‘client’ and ‘friend’ starts to blur a number of problems can arise. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the basics of building business relationships, and explain why setting ground rules early on is imperative to how a business relationship will develop. They reveal the trap that many sales people fall into which can see them in ‘non-productive’ relationships, explain how to deal with the pitfalls of a relationship which is becoming problematic, and explain why all catch ups with clients should be business focused and have a purpose.  

The ability to forge strong relationships is a fundamental aspect of any successful salesperson’s arsenal. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson shed light on how to combine strategy with intuition to build trust and subsequently create larger sales opportunities. They advocate the importance of thinking like a buyer, paying attention to clients’ subtle signals, and consistently demonstrating reliability.

Along with meeting targets and forecasts, a comprehensive knowledge of available inventory is vital to peak sales performance. Your hosts Alex Whitlock and Russell Stephenson discuss how to harness inventory awareness to generate greater demand and lower supply in this episode of Killer Media Sales. They consider the differences between print and digital advertising, why salespeople should work towards filling all available revenue, and how to tactically apply discounts using remaining inventory.

A common mistake when pitching big sales is to overcomplicate things with over-the-top media kits and fancy trimmings under the pressure of high figure potential. In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson propose that all deals with competent clients should be approached in the same manner - with clarity, confidence, and minus the "fluff". They break down the key elements of a concise pitch, provide examples of the sufficiency of a succinct email, and suggest the only exception to this no-frills rule.

In a radically changing media landscape, the role of securing successful sales can be a bit overwhelming for those entering the industry. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson are joined by Jamie Wood, sales director at Australian Radio Network, to talk about the valuable, niche content delivered by his new podcast Media Sales Mastery. They expound on the qualities of an exceptional media salesperson, the common pitfalls that tend to deter sales, and how integrating new tools into one's kit can be both advantageous and detrimental to success.

Feature-based selling can provide an extremely valuable sales opportunity, if you get it right. On this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson dissect the structure of a solid feature and reveal how it can offer a massive impact on your media platform. They also suggest some of the common pitfalls that cause features to fall apart and emphasise the critical nature of timing in selling, closing, and executing a successful feature.

It is easy to get stuck in a famine and feast cycle in the sales process. Often, salespeople become so comfortable working with existing clients that they forget to work the fringes of their database. In this episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson work to dispel the fear people have of hearing the word "no". By approaching situations with poise and composure, they show how you can reframe your proposals to take advantage of new opportunities.  Alex and Russell look at practical ways to start getting back into prospecting, mindset-focused approaches for targeting potential clients, and how you can get the green shoots to start growing again. 

Why is it that people get lost in the sales process, bogged down in the details, and end up on the wrong track? On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson once again speak with Russ Easther, founder of Digital Brief, about the importance of aligning your objectives with your clients and their constituents. They explore the full scope of ideas surrounding client objectives, customer engagement and the importance of perspective in media selling.

The standard has changed in the modern sales environment. Gone are the days of just having a call sheet and a phone on your desk. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dive into the way they have used open ended methods to capture the focus of their sales teams. They will explain how this new tactic has enhanced discipline, increased callout rates, and ultimately given their salespeople more responsibility to choose what they are going to focus their time on.

It might seem like a basic concept, but all too often sales professionals don't have absolute clarity in relation to their clients' objectives. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss the importance of being on the same page as your clients with Russ Easther, founder of Digital Brief. They cover how you must establish ground rules with your clients from the get-go, what to do when the clients choose the wrong metric to measure objectives, and how to control the conversation to create a symbiotic relationship with your clients.