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Killer Media Sales

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Build your sales skills and win more business with killer media sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.

Build your sales skills and win more business with killer media sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.
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Location:

United States

Description:

Build your sales skills and win more business with killer media sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.

Language:

English


Episodes

A relaxed business relationship is not a friendship

12/5/2019
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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...

Duration:00:16:37

How to make a lasting impression

11/28/2019
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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.

Duration:00:14:36

Know your inventory

11/22/2019
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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...

Duration:00:13:49

Ditch the fluff and keep it simple

11/14/2019
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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...

Duration:00:11:51

Key attributes of a media sales master

11/7/2019
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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,...

Duration:00:20:57

The DNA of a successful feature

11/1/2019
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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.

Duration:00:22:36

Next steps when your customer says 'no thanks'

10/17/2019
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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...

Duration:00:18:58

Your customer is on a journey - how do you get on board?

10/4/2019
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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.

Duration:00:21:41

Fighting back against short attention spans

9/27/2019
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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...

Duration:00:12:39

How to be crystal clear on the clients’ objectives

9/20/2019
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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,...

Duration:00:14:04

Making connections that matter

9/13/2019
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In this episode of Killer Media Sales, host Alex Whitlock speaks with colleague Michael Magee about how his approach to the sales process has made him a 'big game hunter'. Michael reveals how he develops deep relationships with clients, which people in a business are crucial to connect with, and how he sets personal targets without going beyond his capacity. Tune in now to hear all of this and much, much more in this episode of Killer Media Sales.

Duration:00:15:16

Solution-based selling

8/29/2019
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Today's marketplace is different to what it used to be, and in order to engage prospective buyers from the outset, you need a product or an initiative to sell - you cant just sell ads! Join Alex Whitlock and Russell Stephenson as they explore how and why they go about creating new opportunities through solution-based selling. They show how you can take your offering from basic ad space and editorial to a full service project or initiative. They also reveal their secret method for conveying...

Duration:00:18:19

How to keep things simple

8/9/2019
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Working with clients across multi channels can often become highly complex and sometimes just plain confusing. In this episode of Killer Media Sales, host Alex Whitlock is joined by head of partnerships for Defence Connect, Andy Scott, and director of Momentum Connect, Jim Hall, to discuss how to keep it simple when it comes to selling across multiple channels. They reveal their top tips to closing the knowledge gap with clients, the importance of not letting the client dictate sale...

Duration:00:18:46

Hitting targets & setting goals

8/2/2019
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Smaller contracts and deals may seem like a time-waster when you are chasing the big dollars, but by neglecting smaller clients you may be ultimately missing out on big opportunities. In this week’s episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson delve into why setting short-term goals will help you reach the bigger ones, and how those smaller deals can grow into larger contracts if managed correctly. They also discuss the importance of seeing the bigger picture,...

Duration:00:16:59

Why engagement is so much more important than the numbers

7/26/2019
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All clients are expecting a good outcome from their advertising campaign, but it is measuring that outcome and building false expectations that can lead to issues down the road. In this episode of Killer Media Sales hosts Russell Stephenson and Alex Whitlock analyse that initial agreement that you have with your client. They discuss the importance of educating your client upfront about the results that can be controlled – and the ones which really don’t matter! They will explain how...

Duration:00:18:52

The importance of working towards the same goal

7/19/2019
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In this episode of Killer Media Sales, Momentum Media head of editorial Katarina Taurian, joins host Alex Whitlock to reveal her top tips for sales teams working in collaboration with journalists. The pair discuss the need for open lines of communication and why each understanding their role in the sales process is paramount to strong working relationships. Katarina reveals the importance of those initial conversations to ensure you are working towards the same end goal, and shares the...

Duration:00:21:45

Getting past the gatekeeper

7/12/2019
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In this episode of Killer Media Sales, Andrew Scott once again joins host Russell Stephenson to reveal his key tips to calling potential clients, identifying the correct person to speak to, and overcoming the obstacles that may result from a “sales” call. He delves into the power of open format questioning, the importance of strong branding, and how to measure campaign success in a way that keeps your clients passionate and excited about the sales process.

Duration:00:17:18

How smart activity gets smart results

7/4/2019
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Salesperson Andrew Scott believes that there is one tool which will help you make money, build strong client relationships, and support you during a slump in business. The part that he struggles to believe is that this is a tool which too many salespeople are either not using, or not using effectively. In this episode of Killer Media Sales Andrew joins host Russell Stephenson to reveal the power of best utilising your database, the issues that many will face when using theirs, and what...

Duration:00:15:07

Stop thinking about selling and start thinking about listening

6/7/2019
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In this episode of Killer Media Sales, Alex Whitlock is joined by New York Times bestseller Todd Duncan, who shares his secrets on how he builds trust with his clients. He reflects on his extensive history in sales and reveals his tips and tricks for successfully closing a deal. Todd explains how he tackles the stigma of distrust often associated with the sales profession, how he alters his approach to mirror the personalities of his clients and why sometimes it is okay to admit that...

Duration:00:26:02

Being a likeable idiot still makes you an idiot

5/31/2019
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Sales is a personality-driven career, but often finding the line between personality and professionalism can be a difficult one and can get you into trouble. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson address this "line", discussing times that they have seen it crossed within their sales teams, why mirroring a client should only be done to a certain extent, and why drinking with a client should be the exception rather than the norm. Tune in now to...

Duration:00:10:30