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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.
 
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show series
 
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 fight adversity and thrive in your work environment? Even more, if you’re looking to hire and expand your sales department, do you want to know what the cr…
 
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, wanting to be liked and please can become a barrier to closing a deal with your client, and as a sales person you have to understand what being “liked” means i…
 
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. Usually there’s a level of mutual respect between like-minded competitors and they recognise that bad mouthing, sledging and casting aspersions on the integrity …
 
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 quickly to these changes if they want to keep moving forward successfully. In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about …
 
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 Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the ways in which salespeople can change their mind state about what is possible. They ex…
 
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 advertising. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad ways in which you can help your prospects make easier …
 
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, competition is innate and is part of everyday life; for others, it is developed through a process of consistency and practice. Russell and Pancho explore how yo…
 
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 reflects on his career in sales and the lessons learned in the process. Host Russell Stephenson speaks with Pancho about the barriers he faced along the way, how…
 
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 that they keep revenue flowing through good times and bad. On this weeks episode of Killer Media Sales, your hosts Alex Whitlock and Russell Stephenson explor…
 
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 Whitlock and Russell Stephenson talk about how a normal situation in sales can turn into a crisis, when something happens quickly or unexpectedly and especially when tho…
 
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. On this weeks episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore the benefits and methods to maintaining a positive mindset in the sales…
 
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 Alex Whitlock and Russell Stephenson outline the miriad ways to think about meetings with clients, and how you can gently take control and shift the focus toward your o…
 
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 process. On this episode of Killer Media Sales, Hosts Russell Stephenson and Alex Whitlock attempt to navigate the challenges and concerns faced by salespe…
 
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 is critical. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse the benefits of applying pressure in different parts o…
 
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 of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of hierarchisation of the information in the sales process. In particular, w…
 
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 lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but particularly when they are new, these nerves can take over and …
 
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 Sales, Hosts Alex Whitlock and Russell Stephenson delve into the tools and strategies that you can use to avoid some very common pitfalls when bringing something to market.…
 
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 feeling about a certain situation. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore how you can enhance your sales operations b…
 
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, it may seem like the game has been completely flipped on its head. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson show tha…
 
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 in the way you do things so that you don't gloss over the small stuff. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson dis…
 
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 episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about why sales people should have high confidence and charisma as this is key to the sales proc…
 
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 episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that salespeople make when trying to bring money to the t…
 
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. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good negotiating. They dwell on their experience in tryin…
 
Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable. In this episode of Killer Media Sales, Host Alex Whitlock is j…
 
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 pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward. They also give advice on how sales people should look back…
 
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 chosen industry and audience in order to gain traction and trust. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson address th…
 
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. In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively put a proposition forward to a client that has native…
 
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 & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting organisations with audiences. They explore the capabilities…
 
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 Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand recognition, and ensure that stakeholders all feel like …
 
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 with. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in times like these, it’s more important than ever to stop …
 
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 Stephenson outline why it’s critical to set the tone from the outset, how to control your workflow without burning yourself out, and what tactics to use when you are…
 
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 expectations of your client. When a relationship has already been built, these non-successes can be worked through with your client, but what if it is a new advertiser and you haven…
 
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 targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the work? In this episode of Killer Media Sales, your hosts A…
 
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 into the strategies and tactics that can help you to own your market. Part one of the chat can be found HERE and covered spontaneity, why it is important t…
 
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 the way from Texas! Bill contacts the show seeking insights into differentiating your product from others in a competitive market, and Alex and Russ explain …
 
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 has left them wondering, what are the key attributes that make for a successful salesperson? In this episode of Killer Media Sales, they reveal what they loo…
 
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 new events. But how do you convince a prospect that a new product will be a success when you have no historical performance data to back up the claims? In th…
 
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 client starts to focus on the small details rather than the bigger picture the negotiation has likely lost its way. In this episode of Killer Media Sales h…
 
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 a number of projects and deadlines fall into the same time frame, they explain why prioritising these demands based on client spend shouldn’t be your go to, and why it i…
 
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 Whitlock and Russell Stephenson explore the impact that the health crisis has had on the sector, and how it has resulted in a more ‘level playing field’ for …
 
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 bottom dollar, but what he didn’t expect was that his earnings would actually increase. In this episode of Killer Media Sales, he joins co-host Russell Step…
 
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 Stephenson explain why breaking the process down into these steps can in fact be detrimental to your closing success rate. They explain why every conversation …
 
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 in that next level deal? In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations…
 
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 episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson wake up before 11am for the first time in three weeks to help you navigate the post holiday blues, …
 
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’ are very different to ‘targets’. They unpack the differences between the two, explaining how goals can be the vehicle to help you achieve your targets, break…
 
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 relationships in an attempt to hit monthly targets. In this episode of Killer Media Sales they stress the importance of organising your time, why that final push toward target shoul…
 
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 spontaneity alive, in this episode of the show co-host Russell Stephenson sidesteps from the planned discussion and decides to grill Alex on how that deal played o…
 
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 good conversationalist, but also a sales technique that too many overlook. In this episode of Killer Media Sales, they explain why leading with a question is i…
 
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 build this mindset and why is it so important? They deep-dive into the positive mentality killers, explain why a ‘to do list’ should in fact be called a ‘daily …
 
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 and Russell Stephenson explain why price compromise can often be a red flag in your sales negotiation, but how it can also be a tool used to your advantage. They explai…
 
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