Podcasts by Killer Media 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.
Further podcasts by Momentum Media
Podcast on the topic Karriere
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How to deliver bad news from 2022-03-18T03:09:55
We have all been there: Something bad has happened (personally or professionally) and you have to inform your boss or a friend about it. Two things come to your mind: 1) You don’t kno...
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For anyone who wants to be a sales person from 2022-03-11T05:25:50
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk to all of those who would like to change careers and become a sales person, or anyone that's always been interest...
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Back to the basics from 2022-03-04T02:52:57
The challenges that media sales people face in today’s environment are not the same as they were five, 10 or 20 years ago. So, as the media landscape evolves, so do the questions you ...
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Are you persuasive or influential? from 2022-02-18T05:29:36
Do you remember the last time that you bought a product just because a celebrity endorsed it? And can you tell if you are being persuaded or influenced?
In this episode of Killer Me...
How to avoid cognitive dissonance in sales from 2022-02-11T05:58:44
Have you ever found yourself in a situation where you can’t make a decision, so you end up picking the “easiest” option (no matter good or bad) so you just end your mental conflict? That’s calle...
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The real reason to host parties for your clients from 2022-02-04T04:05:53
There are many ways to improve relationships with your clients but probably one of the most enjoyable are the cocktail parties, lunches and dinners with them. Many people, however, see them as a...
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The good, the bad and the ugly of working remotely! from 2022-01-28T06:29:51
Working from home looks like it will be the new normal. However, like everything in life, there are pros and cons. A lot of people can feel more focused while working from home while others can ...
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Is it the right time for business to look at loyalty programs? from 2022-01-20T23:27:34
Ten years ago, a media sales professional probably wouldn’t consider implementing a loyalty program due the fear of ending up lowering the value of a marketing campaign. However, the world has c...
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Should you be rewarding your clients? from 2022-01-14T02:43:55
The value of recognising loyalty with your clients has never really changed, it is only the way in which you go about it that makes a difference. Recognising this loyalty is important in the sal...
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The perfect customer service for a media sales person from 2022-01-06T19:30
We have all heard the old saying “the client is always right” and this is a great topic for a debate. If you’re a client you expect to be treated well, if you’re a sales person you might think o...
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A masterclass: dealing with a crisis from 2021-12-30T22:00
Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales env...
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Are you just tired or are you burned out? from 2021-12-23T22:00
Have you been feeling tired and stressed lately, that all you can think of is to go on holiday so you can recharge? If the answer is yes, you should know you’re not the only one and most people ...
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The power of innovation in sales! from 2021-12-17T01:09:22
Creativity is something all human beings possess on different levels. But in the realm of sales, people can get very creative very quickly, as they look to convince a client to try new things an...
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Know your industry, not your client! from 2021-12-10T02:35:34
Media is the way in which people interact with the environment. Understanding how people engage with content is probably the most important thing to know in media sales to help your clients make...
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The importance of language in your sales pitch from 2021-12-03T06:59:44
We all know how important language is in all aspects of communication in life. Language is more than just words, it has a currency of meaning. That's how we make sense of the world around us. Bu...
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The psychology behind sales from 2021-11-26T00:44:44
Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can...
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Do your clients need to like you? from 2021-11-19T02:41:10
The desire to be liked is inherent to the human condition. But as a salesperson a deep understanding of what it is like to be “likeable” is extremely important in the sales process. However, wan...
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How to deal with competition from 2021-11-12T00:27:14
Dealing with competition is always challenging. But in the media sales industry it’s particularly hard when that “competition or competitor” you’re dealing with has a “win-lose” mentality.
...
The importance of having a 'now moment' in your sales pitch from 2021-11-05T05:11:11
The media sales industry is constantly changing and with this in mind, using the same pitch each time isn't going to work, because data changes all of the time. Sales people have to adapt quickl...
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Exceed your expectations with a paradigm shift from 2021-10-29T01:47:52
Professional sports players will make small steps to slowly increase their skills, speed, strength and other abilities, and many salespeople will follow a similar regime.
On this week of ...
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Decision fatigue is real from 2021-10-22T07:03:21
Every day, people are presented with a multitude of decisions to make - whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on adver...
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Harnessing competition for a competetive edge from 2021-10-15T06:40:11
Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, comp...
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Embracing change in order to succeed from 2021-10-08T07:14:52
Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he refle...
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EDM's - A gift and a curse from 2021-09-24T07:56:53
Email marketing has been around for decades now, and can sometimes be seen as an afterthought to any media campaign. By looking at EDM's through a fresh perspective, salespeople can guarantee th...
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Every crisis is an opportunity from 2021-09-17T07:31:02
Have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn’t know what to do?
In this episode of Killer Media Sales Alex ...
Maintaining clarity through a positive mindset from 2021-09-10T07:12
We all like to be out of our comfort zone every once in a while, but we also need to maintain a belief that things are possible by analysing our shortcomings and celebrating our successes.
<... Listen
Meetings - A double edged sword from 2021-09-03T08:03:33
Meetings are a powerful tool for getting you closer to your clients, but approached the wrong way, they can be quite counter productive.
On this episode of Killer Media Sales, Hosts...
Demistifying the budget from 2021-08-27T08:02:08
Speaking with someone you don't know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the...
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Timing is everything from 2021-08-13T08:28:48
For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely - there can be no understating that timing of certain messaging i...
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How to prioritise the information in the sales process from 2021-08-06T06:48:22
One of the challenges that salespeople face is that they have to deal with a lot of information and can get overloaded really quickly if they don't know how to prioritise.
In this episode...
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Qualification is everything in sales from 2021-07-30T06:42:17
Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation?
Sometimes sales people, whether they’re new or experienced, can get ...
Launching something new into orbit from 2021-07-23T07:18:15
There are some very tangible tactics that can seperate failure from success when launching a new title, brand or any other type of media product.
On this episode of Killer Media Sal...
Being in touch with your emotions from 2021-07-16T07:22:53
Sometimes grinding can get you results as a salesperson, but to have continued success in the media landscape you need to have an ability to read the room and to understand how people are feelin...
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Understanding the here and now from 2021-07-09T07:19:10
The fundamentals of being successful in media sales have never changed. With a host of new requirements brought by digital media, as well as the evolving expectations of the modern advertiser, i...
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Why attitude is everything from 2021-07-02T06:25:06
When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a rhythm ...
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Having an ego in sales is not as bad as you think from 2021-06-25T03:48:52
Have you confused ego with confidence? Do you lack confidence or is your confidence driven by your ego? Or are you even conscious of your own ego during the selling process?
In this episo...
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Why you should be prepared to walk away from a deal from 2021-06-18T05:37:43
In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the “close the deal” trap.
In this...
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The fine art of negotiation from 2021-06-11T06:29:13
Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run.
...
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Understanding the landscape through a different lens from 2021-06-04T05:40:55
Understanding where the audiences and marketplace are moving forward from 2021-05-28T06:55:02
The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pi...
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Becoming known in your industry from 2021-05-21T05:44:22
Ideally, people who engage with you commercially will value what you have to say. In order to build a profile and a presence, it is extremely important to be engaging and connecting with your ch...
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Why your clients should make an evergreen content creation strategy from 2021-05-14T05:28:06
Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it. Listen
Holding strong in the face of a challenging deal from 2021-05-07T07:15:44
When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling.
In this episode of Killer Media Sales, Alex Whitlock & Ru...
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How respect and honesty will lead to trust and loyalty from 2021-04-30T06:32:20
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 Stephe...
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Staying relevant in the shifting sands of an evolving marketplace from 2021-04-23T05:22:25
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 wit...
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Digging yourself out of a sales rut from 2021-04-16T07:14:55
Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out?
Hosts Alex Whitlock and Russell St...
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When your first impression doesn’t get the impressions from 2021-04-09T05:10:27
The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the...
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Getting ahead in a difficult landscape from 2021-03-31T23:47:58
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set t...
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Finding your niche – and owning it! from 2021-03-26T06:14:43
In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper...
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Being number one – does it really matter to your prospect? from 2021-03-19T04:58:57
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all t...
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The key attributes of good salespeople from 2021-03-12T05:49:29
With Momentum Media looking to grow their account management team hosts Alex Whitlock and Russell Stephenson have been putting together a position description for the new role. A process which h...
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Selling a new product – How do you guarantee outcomes from 2021-03-05T05:56:02
With Momentum Media being a leader in innovation and delivery within the Australian events space, their sales team are regularly tasked with selling client involvement and opportunities across n...
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Making this sales mistake will cost you the deal from 2021-02-26T01:08:02
You know what you are offering your client. You have spent time collating your proposal, figuring out how much the deal is worth, the outcomes that they will get from the campaign, but when your...
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Understanding and separating urgency and importance from 2021-02-19T05:51:03
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson look at methods and tactics for managing your workload.
Creating the ‘perfect storm’ scenario where ...
How to stand out in a sales environment altered by COVID-19 from 2021-02-12T02:09:59
The COVID-19 pandemic came with an air of uncertainty around how it would impact the media sales environment. A little more than a year after the first confirmed cases in Australia, hosts Alex W...
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How shrinking your client list can often result in more revenue from 2021-02-05T06:14:01
Host of the Killer Media Sales Podcast Alex Whitlock can still remember when a boss told him that he needed to pass on some of his clients to a colleague. He was sure it was going to impact his ...
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Why ‘closing the deal’ is about more than just a signed contract from 2021-01-29T04:34:42
Your proposal has been read, the relationship has been built, you have discussed outcomes, time to close the deal right? On this episode of Killer Media Sales hosts Alex Whitlock and Russell Ste...
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Winning business from that HUGE client from 2021-01-22T04:22:13
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 i...
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Don’t let the Christmas break ruin your January goals from 2021-01-15T02:37:37
For many, this past week was their return to work after the holiday break, but how do you get the wheels back in motion when you have already lost a third of the month?
In this epis...
Setting yourself up for success in the new year from 2021-01-07T19:00
When setting goals for the year ahead many salespeople place a focus on financial benchmarks, but as Russell Stephenson and Alex Whitlock explain in this episode of Killer Media Sales, ‘goals’ a...
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The long term risks of doing ‘whatever it takes’ to hit short term targets from 2020-12-17T19:00
In a time of year when targets can be increasingly difficult to achieve, Alex Whitlock and Russell Stephenson explain how a lot of salespeople cause long term damage to...
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How to approach a winning sales proposal from 2020-12-11T03:24:59
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 spontan...
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Why a good conversationalist often says very little from 2020-12-04T00:18:07
As the saying goes ‘we have two ears and one mouth so that we can listen twice as much as we speak.’ Alex Whitlock and Russell Stephenson believe this to be not only great advice for being a goo...
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The importance of a winning mentality from 2020-11-27T03:56:24
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson explain why they believe that the secret to winning is as simple as having a winning mindset. But how do you buil...
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How discounting can be both a weapon and a weakness from 2020-11-20T04:50:14
Depending on the product that you are selling you may have freedom to negotiate pricing with your clients - or you may not.
In this episode of Killer Media Sales hosts Alex Whitlock...
Managing expectations around perceived perfection from 2020-11-13T05:46:50
Let’s face it. Nothing is perfect. Except for Alex Whitlock and Russell Stephenson who join you on this episode of Killer Media Sales to explain why even a ‘perfect’ product is going to have fla...
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Why ‘timing is everything’ should be your sales mantra from 2020-10-30T04:59:14
Does a signed contract always mean a sales success? Hosts of Killer Media Sales Alex Whitlock and Russell Stephenson don’t believe so.
In this episode of the podcast they explain wh...
Knowing the revenue value of your clients from 2020-10-23T03:30:17
While a proposal is an important part of any sales negotiation, there are three things that you must know before presenting options to your client.
In this episode of Killer Media Sales h...
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Effectively mastering the art of persuasion from 2020-10-16T04:02:07
Hosts Alex Whitlock and Russell Stephenson live and breathe sales, and utilise selling tactics in all corners of their lives. In this episode of Killer Media Sales that is perfectly demonstrated...
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Why resilience is an important sales trait from 2020-10-09T00:56:48
You are well researched on your new prospect. You reach out. They seem like they are on board. Then out of nowhere what looked like a probable sale has turned into ignored phone calls and a chan...
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Lights, Camera, Revenue! from 2020-10-02T02:21:50
Momentum Media embraced the opportunities of live-stream broadcast events long before the pressures of COVID-19 saw others join a similar path.
In this episode of Killer Media Sales, host...
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Balancing tone and familiarity in written communication from 2020-09-25T06:37:39
Sales has always been about building and fostering relationships, but...
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Turning your quiet months into money-makers from 2020-09-18T02:41:53
As we approach the end of a year like no other, many ar...
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Delivering bad news to a client from 2020-09-11T06:24:21
You would never enter into an agreement with anything less than big expectations on the results that you can achieve for your client. But what if the outcomes don’t meet these expectations?
... Listen
The imperative step to maintain key accounts from 2020-09-04T05:55:11
With COVID-19 having impacted how marketing dollars are being spent across the board, clients are focusing more than ever on the ‘value’ that they are getting from their campaigns. So how can yo...
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How to dominate your territory from 2020-08-28T01:46:08
Having worked in real estate prior to his extensive media sales caree...
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Balancing your inventory with what the client wants from 2020-08-21T07:04:46
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.
...
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Performing exceptionally in any market from 2020-07-31T06:40:26
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 ...
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Don’t be afraid to talk about dollars from 2020-07-24T06:29:45
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 epi...
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How to get out of a sales slump from 2020-07-17T06:56:42
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 i...
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The two-way value of small business clients from 2020-07-10T06:37:54
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...
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Going over and above from 2020-07-03T07:02:11
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 e...
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Tactics for distress selling to new clients from 2020-06-26T07:31:15
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...
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Generating momentum around a sale from 2020-06-19T06:34:56
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 Sale...
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How to construct a good proposal from 2020-06-12T07:08:12
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 Russ...
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The enticing world of video advertising from 2020-06-05T05:27:01
The visual medium has always been at the forefront of advertising, and with restrictions on gatherings causing a rapid shift toward broadcast media, salespeople are looking to the past to unlock...
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Zoom meetings vs phone calls from 2020-05-29T07:03:19
Under current remote working conditions, video conferencing platforms are often replacing in-person meetings, but how does one make the decision on whether to Zoom or when a simple phone call wi...
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Mastering the art of persuasion from 2020-05-22T07:12:48
Any decent salesperson can sell a product when their prospect is on the same page and everything is running smoothly, but being truly persuasive requires a certain skill set that enables you to ...
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Why smaller deals still deserve your attention from 2020-05-15T07:01:28
Smaller deals are often overlooked, but according to hosts Alex Whitlock and Russell Stephenson, they can be an incredibly valuable tool for initiating relationships and for hitting your sales t...
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How to maximise your share of the budget from 2020-05-08T07:20:18
A key skill of any successful salesperson is being able to position yourself to be allocated as much of your client's budget as possible. However, successfully navigating budget discussions can ...
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The fine art of closing a deal from 2020-05-01T06:32:55
From the first opening of a new opportunity, all the way through to ticking the box on a deal, salespeople need to remain on the ball. To get clients interested in this current environment, you ...
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Finding your killer instinct to sell from 2020-04-24T06:15:03
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 v...
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Resonating with the needs of the market from 2020-04-17T06:32:42
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 yo...
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Simplicity in the age of information overload from 2020-04-09T08:07:34
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.<...
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Taking a consultative approach in times of uncertainty from 2020-04-03T05:14:27
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 sendin...
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Staying productive under unusual circumstances from 2020-03-27T06:40:42
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 ex...
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How to adapt to a rapidly changing environment from 2020-03-20T06:25:38
In a time of great uncertainty, it is absolutely critical for salespeople to be open and receptive to the constantly changing environment and harness the opportunity this presents to serve your ...
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The art of effectively making contact with clients from 2020-03-13T05:53:12
As media salespeople, your primary responsibility is to ensure you're bringing in the maximum amount of revenue available in the marketplace for your brand. In order to execute this task effecti...
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Remaining calm amidst the Coronavirus calamity from 2020-03-06T05:56:38
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...
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Webcasting - obstacle or opportunity? from 2020-02-28T05:52:51
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...
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The power of the phone call from 2020-02-21T05:43:57
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 p...
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The challenges of launching a new product from 2020-02-14T05:18:52
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 Whi...
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Letting go of clients that aren’t worth your time from 2020-02-07T05:26:22
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 Sale...
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Encouraging clients into long-term advertising from 2020-01-24T04:26:35
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 Steph...
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Why you shouldn’t disrespect your competition from 2020-01-17T05:46:26
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 Med...
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Start your year off right with a thorough spring clean from 2020-01-10T05:47:49
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 Rus...
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How to set ambitious but achievable goals from 2019-12-20T04:02:43
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, hos...
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The one question you need to be asking clients right now from 2019-12-13T00:06:11
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 Stephe...
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A relaxed business relationship is not a friendship from 2019-12-06T04:40:40
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 ...
How to make a lasting impression from 2019-11-28T23:09
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 Ste...
Know your inventory from 2019-11-22T05:15:57
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 ...
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Ditch the fluff and keep it simple from 2019-11-15T04:16:36
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 Kille...
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Key attributes of a media sales master from 2019-11-07T23:00:30
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...
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The DNA of a successful feature from 2019-11-01T06:09:37
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 diss...
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Next steps when your customer says 'no thanks' from 2019-10-18T00:40:34
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 dat...
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Your customer is on a journey - how do you get on board? from 2019-10-04T04:02:54
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 Step...
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Fighting back against short attention spans from 2019-09-27T05:55:07
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 Whitloc...
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How to be crystal clear on the clients’ objectives from 2019-09-20T06:10:21
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, host...
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Making connections that matter from 2019-09-13T04:05:52
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...
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Solution-based selling from 2019-08-30T00:55:44
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!
Jo...
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How to keep things simple from 2019-08-09T05:51:15
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...
Hitting targets&setting goals from 2019-08-02T06:58:21
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 ...
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Why engagement is so much more important than the numbers from 2019-07-26T06:53:07
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...
The importance of working towards the same goal from 2019-07-19T06:06:55
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 journalist...
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Getting past the gatekeeper from 2019-07-12T06:36:56
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 ...
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How smart activity gets smart results from 2019-07-05T02:03:50
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...
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Stop thinking about selling and start thinking about listening from 2019-06-07T06:28:15
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 ...
Being a likeable idiot still makes you an idiot from 2019-05-31T04:48:01
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 Med...
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How a good sales call can immediately lose momentum from 2019-05-24T06:02:06
After a short break from episodes, Alex Whitlock and Russell Stephenson are back for another episode of Killer Media Sales, this time analysing the importance of a part of the sales job that man...
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The tricks to starting conversations with potential advertisers at events from 2019-05-03T02:06:19
In this episode of Killer Media Sales, host Alex Whitlock is joined by his Momentum Media business partner Phil Tarrant to discuss the opportunities that can arise from industry events.
Drumming up quick business from 2019-04-17T06:36:14
In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson talk the art of the “hustle”, drumming up quick dollars, and making fast sales.
With the quick wins somet...
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The power of presentation and connecting with your audience from 2019-04-12T04:01:30
Joe Vince, Sales "influencer" for Defence Connect joins host Alex Whitlock on this episode of Killer Media Sales to discuss the importance of strong and well-rehearsed presentation skills.
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A sales career that almost never happened from 2019-03-15T03:07:13
On this episode of Killer Media Sales, host Alex Whitlock reflects on his first foray into the sales industry with co-host Russell Stephenson, revealing that he almost never got the job and in f...
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Achieving a year’s worth of client meetings in just a few days from 2019-03-08T03:39:29
On this episode of Killer Media Sales, host Alex Whitlock’s business partner Phil Tarrant discusses his recent visit to Avalon for a major defence industry expo, and why planning is the most imp...
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Why sticking to the script can often do a disservice to you from 2019-02-21T05:07:17
Returning to the Killer Media Sales Podcast for the second time, Australian Radio Network sales director of agency Jamie Wood joins hosts Russell Stephenson and Alex Whitlock to unpack how the a...
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Building strong relationships within an agency from 2019-02-08T02:39:50
Having stumbled upon the Killer Media Sales Podcast several months back and since utilising it as a learning resource for his team at the Australian Radio Network, sales director of agency Jamie...
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How to respond when a competitor undercuts you from 2019-01-25T00:48:20
Sales is a competitive industry made even more challenging if a competitor with “poor sales techniques” attempts to undercut you on what you are trying to sell.
In this episode of Killer ...
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Breaking through the “beginning of the year” psychological barrier from 2019-01-11T02:12:32
Following on from what for many has been a break over the Christmas and New Year period, getting back into the swing of working life can often require some easing into. When it comes to sales h...
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Navigating the ‘we have no budget’ conversation from 2018-12-07T02:29:59
Regardless of how a good you are at sales, if a client has no budget to spend you are likely to be going up against a brick wall. But with clients knowing this too there are those who may look ...
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Fighting for dollars in a struggling marketplace from 2018-11-23T02:52:56
As prepared as you may be for an appointment with your client, or a plan on how you will hit your upcoming target, there will always be external occurrences that you have no control over which c...
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Keeping your clients spending during the Christmas and New Year period from 2018-11-16T02:40:34
With the majority of businesses seeing a disrupted workflow over the Christmas and New Year period many are also likely to lighten up on their advertising spend over the holiday break.
In...
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When a client’s campaign doesn’t deliver what you had promised from 2018-11-09T03:14:08
Any client who spends with you is expecting value for their dollar. What that value looks like however can be quite subjective and is something that should definitely be discussed prior to them ...
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Is this just a waste of time? from 2018-11-02T02:56:53
Some clients are just easier than others. Some of the difficult clients however will still end up spending big dollars and so could be worth your time having to jump through a few extra hoops, b...
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When a client is set on a one-month campaign from 2018-10-26T02:20:23
With ongoing targets and sales goals a constant pressure of the job, a client deciding to take on a small campaign can often seem like more trouble than it is worth. In this episode of Killer Media...
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Utilising digital data as a sales technique from 2018-10-19T04:59:21
Momentum Media head of digital and marketing Michelle Tucker recently joined host Alex Whitlock to discuss how the introduction of artificial intelligence technology Quantcast into the Momentum Med...
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The small tasks which make up the bigger picture from 2018-10-12T03:29:53
As an ex-royal marine Joe Vince shares how a focus on discipline and structure has transitioned seamlessly into his sales role with Momentum Media brand Defence Connect. In this episode of Killer M...
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Smiling and Dialling from 2018-10-05T05:58:25
Telephone sales immediately removes the face to face connection that you have with a client hereby introducing a list of new challenges in the selling process. In this episode of Killer Media Sales...
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How digital data can lead to deeper conversations with clients from 2018-09-21T04:42:38
In this episode of Killer Media Sales, Momentum Media head of digital and marketing Michelle Tucker joins host Alex Whitlock to discuss how the introduction of artificial intelligence technology Qu...
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Listening to others and getting others to listen to you from 2018-09-14T04:10:08
Fresh from our special Killer Media Sales episode featuring Dr Rick Rigsby last week host Alex Whitlock is joined by sales team members David Stratford and Michael Johnson to discuss this live epis...
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Dr Rick Rigsby joins us for a special Killer Media Sales live episode from 2018-09-07T05:34:51
Author, journalist and star of a viral video titled “The most inspiring speech” with at the time of writing 5.5 million views Dr Rick Rigsby joins us this week for a special live episode of Killer ...
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Putting presentation under the spotlight from 2018-08-31T06:24:01
Presentation is about more than a tailored suit, clean shave and fresh haircut. It is also about how you put yourself forward to your clients during a sales presentation. In this episode of Killer ...
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Finding the balance between nurture and maintenance from 2018-08-17T05:19:29
There is no better way to find out what problems a real sales team is facing than by grabbing two of the teams most successful sales people and with no warning at all in front of a microphone askin...
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Launching a new product in the media space from 2018-08-10T01:54:10
Momentum Media’s Andy Scott, Russell Stephenson and Alex Whitlock have all had involvement in the creation of new products in the media space throughout their experience within the industry. In thi...
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Differing your approach when dealing with an agency from 2018-08-03T05:36:49
The Killer Media Sales podcast often unpacks sales strategies and dealing with clients however has previously not looked in extensive detail how a sale that involves an agency adds a point of diffe...
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Knowing when to introduce your product into conversation from 2018-07-27T05:47:38
Knowing when to introduce the product that you are selling into conversation with your client is a fine balancing act - Too soon and you won’t be able to cash in on the opportunity to build value. ...
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The opportunities that you need to take advantage of from 2018-07-12T23:11:25
Regardless of industry all businesses have some common goals: To stay relevant within their market, and to grow their client base. Here is where you come in. In this episode of Killer Media Sales A...
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New financial year, new financial targets from 2018-07-06T02:40:19
For many businesses the new financial year symbolises new budgets and new targets. While this growth can be exciting for a company the idea of rising targets can initiate fear among the sales team...
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Involving the client in the thought process from 2018-06-28T06:59:33
With all clients having different needs and goals, approaching a sale with a one size fits all mindset can often be detrimental to closing the deal. In this episode of Killer Media Sales Alex Whitl...
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Adapting your language to give power to the words from 2018-06-21T07:10:42
The language that a salesperson chooses to use can be so important in evoking a favourable outcome with a client. In this episode of Killer Media Sales, Alex Whitlock is joined by colleague Andy Sc...
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Hooking in that big catch from 2018-06-08T07:08:06
“It is easier to get a client to go from spending $10,000 to spending $100,000 than to find a new cold client and get them to go from $0 to $10,000” In this episode of Killer Media Sales Russell St...
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The monthly leap to reach and achieve targets from 2018-06-01T04:10:35
Momentum Media is coming toward the end of their financial year. In this episode of Killer Media Sales, Alex Whitlock is joined by his Momentum Media business partner Phil Tarrant to discuss what t...
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Just the ticket for maximising sales from 2018-05-25T01:55:19
Behind any major event there is a huge team working tirelessly on every detail to make sure that the event is a smooth-running success. However even the best organised event is worth nothing if you...
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Doing what you say you are going to do from 2018-05-18T05:08:26
David Lee’s initial foray into sales came about as a combination of realizing that he was a good talker and being willing to take literally any job. In this episode of Killer Media Sales Alex Whitl...
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A 100% success rate and how he did it from 2018-04-27T04:15:31
Any sales person will tell you that sales is a numbers game and that you need to be ready to take rejection from time to time. They will tell you that nobody can sell one hundred percent of their p...
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The sales sizzle layer cake – A recipe for success from 2018-04-20T01:27:33
An existing client doesn’t need pages of your proposal to explain who you are and what your company stands for. They know. Instead they want a pitch which gets to the point, tells them what they wi...
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An authentic approach to customer service from 2018-04-12T01:35:09
When dealing with a mix of potential clients on a daily basis many may feel that the key to a strong connection is mirroring each individual’s personality type. In this episode of Killer Media howe...
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Keeping it fresh and exciting – 20 times per day from 2018-04-05T05:48:14
When your position requires high volumes of sales calls on a daily basis, letting your call quality slide is a bad habit that many end up falling into. In this episode of Killer Media, Alex Whitloc...
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Making the right calls from 2018-03-22T03:56:55
Steering a phone conversation from an idle chat to a finalized deal can be a difficult process. Alex Whitlock is joined by Defence Connect sales superstar Joe Vince who will share his approach to s...
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The intricacies of simplicity from 2018-03-16T03:44:40
In an episode inspired by a poorly written proposal, Alex Whitlock is joined by Momentum Media’s Phil Tarrant to discuss how simplicity can be key in finalizing sales. Learn how keeping a proposal ...
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Authenticity, trust and process from 2018-03-09T00:22:37
As a relationship grows, so does a level of trust - but how do sales people blend authenticity with method and process and harness it to achieve greatness with your basic sales fundamentals? Alex...
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The core of successful sales: Persuasion from 2018-02-21T02:26:38
We have spoken about techniques, strategies and skills that bring the final sale home, now were going to tell you the key element that holds them all together - persuasion. Alex Whitlock is joined...
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Looking in from the outside from 2018-02-14T03:50:46
As a sales person, we don't always understand how people from other careers view us. This week we chat to someone who has dealt with sales throughout his whole career, looking in from the outside. ...
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Stress in a salesman from 2018-02-08T23:12:44
We all face high levels of stress at points in our career, but there are ways you we maintain discipline and structure to control stress. In this episode, Alex Whitlock is again joined by partnersh...
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Proposals that bring the sale home from 2018-02-02T01:29:21
Every sales person understands the need to get a proposal out as soon as possible after a sales call, however sometimes this proposal can be the deal breaker - but what can you do to make sure it's...
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Setting higher objectives for the year ahead from 2018-01-15T23:00:54
After a long Christmas break, it can be difficult to break the cycle and get back into selling, growing your client relationships and reaching your goals, but how do we overcome this? In this episo...
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A fresh start from 2017-11-17T00:40:56
Starting fresh in an industry you know little to nothing about can be daunting, but how you overcome these challenges can determine how your relationships with clients will be. In this episode, Mom...
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The skills of a seller from 2017-10-25T01:26:56
What are the best ways to adapt to your audience? In this episode, Momentum Media directors Phil Tarrant and Alex Whitlock are joined by Head of Partnerships Terry Braithwaite to reveal what skill...
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Controlling the conversation from 2017-10-19T22:12:27
Do you keep your secrets to yourself? In this episode, Momentum Media directors Phil Tarrant and Alex Whitlock are joined by partnerships manager Jehan Hapuarachchi to discuss the departmental diff...
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Fundamentals of the basics from 2017-10-10T21:47:50
Why is it important to create a habit of taking integral steps to position yourself to close a sale? In this episode, sales agent Andrew Scott joins Alex to discuss the importance of nailing the ba...
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Unlock the secret to transforming your relationship from business to friendship from 2017-09-20T06:33:05
Have you ever had to go “back to basics”? In this episode, head of partnerships Jim Hall and sponsorship manager Michael Magee join the team to discuss how to build and grow relationships and what ...
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Interpreting value to sell to your audience from 2017-08-30T00:00
When they don’t have a lot of resources on hand, how can salespeople successfully form relationships, showcase value and build credibility with their clients? In this episode, sales veteran John Br...
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The power of agencies in media sales from 2017-08-23T23:40:11
In media sales, an agency can be your best ally or your worst enemy. While some salespeople have learned this the hard way, Terry Braithwaite rejoins the team to reveal how he closed his latest dea...
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How can sales leaders boost team morale? from 2017-08-16T00:00
What’s the difference between a group of working salespeople and a team of salespeople? In this episode of Killer Media Sales, host Alex Whitlock and guest co-host Terry Braithwaite explore what it...
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‘Seek first to understand’ in media sales from 2017-07-26T00:00
In media sales, a client is buying a salesperson just as much as they’re buying the product being sold to them. In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock discuss t...
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The fighting spirit every salesperson needs from 2017-07-18T08:26:34
In this episode of Killer Media Sales, our hosts talk about the thrill of the battle, and how if you don’t have anyone to fight against - be it another colleague or a competitor - motivation can qu...
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The secret to long-lasting relationships in sales from 2017-07-12T00:00
To maintain a healthy database, salespeople need to look beyond a sale and into the future – converting a once-off transaction into a long-term, mutually beneficial relationship with a client. Crit...
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How can you combat workplace distraction? from 2017-07-05T00:00
In this episode of Killer Media Sales, hosts Phil Tarrant and Alex Whitlock discuss technology and distraction in the workplace, and how salespeople can better organise themselves in order to comba...
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Utilising the power of self-belief in sales from 2017-06-28T00:00
Feel like you’re hitting a wall at work? You’re not alone – even the most successful salesperson has had their share of difficulties. But what separates the good from the great in media sales is th...
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Clients in crisis - a formula for solving client problems from 2017-06-21T00:00
In a crisis, people often need to be led – and in media sales, whether you’re a naturally calm or fast-paced individual, the ability to lead clients through a tricky situation is a top trait in any...
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Pressure as a motivator from 2017-06-15T00:00
Pressure is an indomitable force, but under the right circumstances, working under pressure can be just the thing a salesperson needs to push the limits of their abilities and achieve greater succe...
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Generating genuine excitement - making opportunities for yourself from 2017-06-07T00:00
Are you a solutions-based salesperson or an opportunistic salesperson – and what do those terms really mean? While there’s much rhetoric surrounding those labels, one thing is for certain: a good s...
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Setting goals: 'dream big always' from 2017-05-16T23:20:06
When it comes to meeting targets, as a salesperson, whose should you hit: the company’s targets or your own? In this episode of Killer Media Sales, our hosts discuss goal-setting and how salespeopl...
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Clients want results: aligning product benefits with business needs from 2017-05-02T03:47:17
Clients won’t waste their time with a salesperson unless they see the potential in the proposed product to not only meet their business’ needs, but exceed their expectations. As such, it is essenti...
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Facts tell, stories sell from 2017-04-18T00:00
What’s your story? Having an understanding of one’s brand, one’s product and what sets it apart is one thing; the way in which a salesperson shares these facts with clientele is another. In this ep...
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You’ve got to be hard on yourself: productivity from 2017-04-11T00:00
Are you a go-getter who makes 10 calls before 10am? Well if you feel like you’ve spent the day ‘faffing’ around, fear not – even the best salespeople have unproductive days from time to time. Howev...
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Why you've 'got to own' the meeting from 2017-04-03T23:45:39
Do you know how to take control in the meeting room? Alex Whitlock says that in his experience, meetings make money, but that it’s not always as simple as that. Alex believes that in order to achie...
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Work out who you're dealing with: converting objections into sales from 2017-03-27T22:07:30
Have you been met with objections from hesitant clients? Well it’s not all about talk in this business; in order to be a good salesperson, you’ve also got to be a good listener. To effectively hand...
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‘You’ve got to keep on hustling’: getting out of a sales slump from 2017-03-21T00:00
Have you experienced a sales slump? If you haven’t, chances are that at one point or another you will. There’s nothing to be ashamed of – it happens to even the most seasoned salesperson. The trick...
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Ya gotta know your onions from 2017-02-14T07:41:11
It’s not good enough to simply be just a good sales person; to be truly exceptional in sales you really need to know about what you’re selling. The best sales people immerse themselves in their sub...
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Never over promise; always over deliver from 2017-02-01T06:55:35
Good customer service is something that clients expect. It’s not a point of difference; it’s just good business. However exceptional customer service is something you can strive towards – always. I...
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Glengarry Glen Ross – Always Be Closing... or is it Always Be Selling? from 2017-01-18T01:36
A classic for all salesmen, the infamous Alec Baldwin Always Be Closing bit in the movie Glengarry Glen Ross is the hallmark for desperation in sales, or in sales people. But does this ring true in...
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Getting your written work right from 2017-01-18T00:28:11
Poor written work lets down even the best salespeople at times. It’s an essential part of the sales process and understanding what to write, when to write it and how to write it, can supercharge yo...
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Challenges of getting a product up and running from 2017-01-18T00:20:39
Launching a new media product, brand, blog, social channel, influencer channel or podcast is exciting – but requires a lot of focus, attention, drive and tenacity to generate immediate (and sustain...
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Media sales is a contact sport from 2017-01-18T00:17:10
Don’t be afraid to make media sales personal. Whether you’re taking money off the competitor product – or the media salesperson on it – find out how to get an advantage and capitalise on it. http:/...
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Understanding the Competition from 2017-01-17T23:47:47
If you don’t know your competition, you’re flying blind. In this episode we detail the importance of competitor analysis, how to undertake it, and how you can use this info to drive more sales and ...
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The DNA of a Salesperson from 2017-01-17T23:35:42
We break down the basics of what makes a successful sales person – and how to embrace these key fundamentals to ignite your sales potential and generate more $$$. http://www.killermediasales.com
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