PODCAST · business
Killer Media Sales
by Momentum Media
Killer Media Sales is the podcast for salespeople aiming to make a massive impact in the media. Whether you’re selling your blog, digital website and newsletter advertising, social media mentions, podcast and TV airtime, event sponsorship or print adverts, Killer Media Sales will equip you with the tools, tactics, knowledge, motivation and inspiration to generate more opportunities, close more media sales deals, make more cash and take you to the top of the sales board. Every week, Alex Whitlock and his co-host Phillip Tarrant – the founders of Momentum Media, one of Australia’s fastest growing and progressive media businesses – will break down key selling situations, topics, scenarios and strategies to help you re-align and re-energise your pitch - and sell more media. If you’re serious about media sales, and want to close more deals, more often, tune in to Killer Media Sales today.www.killermediasales.com
Episodes
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Fighting for dollars in a struggling marketplace
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 can impact the likelihood that someone will spend with you. In this episode of Killer Media Sales…
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Keeping your clients spending during the Christmas and New Year period
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 this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share how you can let...
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When a client's campaign doesn't deliver what you had promised
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 committing to a campaign. In this episode of Killer Media Sales, Russell Stephenson joins host Alex...
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Is this just a waste of time?
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, but on other occasions you could be being taken for a ride. So how do you differentiate between the two?...
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When a client is set on a one-month campaign
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 Sales, Russell Stephenson joins host Alex Whitlock to unpack the best ways to deal with a client…
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Utilising digital data as a sales technique
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 Media arsenal is revealing a more detailed image of just who our various audiences are. In this episode...
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The small tasks which make up the bigger picture
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 Media Sales, Joe joins host Alex Whitlock to share why he believes that the small wins are all just…
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Smiling and Dialling
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, Sales and Telesales Solutions Jenny Cartwright joins host Alex Whitlock to share some of the…
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How digital data can lead to deeper conversations with clients
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 Quantcast into the Momentum Media arsenal is revealing a more detailed image of just who their various...
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Listening to others and getting others to listen to you
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 episode and the learnings that they took away from it. They will share their thoughts surrounding the...
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Dr Rick Rigsby joins us for a special Killer Media Sales live episode
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 Media Sales. Alongside host Alex Whitlock, Rick will share the insights that he has gained from...
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Putting presentation under the spotlight
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 Media Sales Momentum Media's Russel Stephenson joins host Alex Whitlock to discuss the many factors...
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Finding the balance between nurture and maintenance
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 asking them that question. So, in this episode of Killer Media Sales that is exactly what we do. Host…
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Launching a new product in the media space
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 this episode of Killer Media Sales they look at the process of starting from scratch with a new product...
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Differing your approach when dealing with an agency
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 difference to the sales process. In this episode of Killer Media Sales Alex Whitlock is joined by…
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Knowing when to introduce your product into conversation
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. Too late and what was a potential sales turns into pointless banter that can suggest a lack of...
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The opportunities that you need to take advantage of
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 Alex Whitlock is joined by Momentum Connect's Jim Hall who will share how your ability as a sales...
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New financial year, new financial targets
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 who will be responsible for bringing in those extra dollars. In this episode of Killer Media Sales...
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Involving the client in the thought process
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 Whitlock is joined by Momentum Media's head of partnerships Terry Braithwaite to share how creating the...
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Adapting your language to give power to the words
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 Scott to give the final word on language and word choice. They will discuss phrases that they feel...
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Hooking in that big catch
"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 Stephenson is joined by Momentum Connect's Jim Hall, and News Corp's Tom Panos to share their thoughts...
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The monthly leap to reach and achieve targets
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 the end of financial year means for their business and also the opportunities that it presents for...
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Just the ticket for maximising sales
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 have nobody walking through the door on the night. In this episode of Killer Media Sales, Alex...
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Doing what you say you are going to do
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 Whitlock is joined former car salesman turned media salesperson David Lee who discusses the correlations...
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A 100% success rate and how he did it
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 proposals and that a perfect track record is impossible. Any sales person that is except for Michael...
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The sales sizzle layer cake – A recipe for success
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 will need to put in, and what they are going to get for their investment. Alex Whitlock is joined by...
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An authentic approach to customer service
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 however, Alex Whitlock is joined by Jason McIlwaine of Real Estate Business who will discuss how he...
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Keeping it fresh and exciting – 20 times per day
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 Whitlock is joined by Momentum Media's Russell Stephenson who will share his thoughts on the importance of...
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Making the right calls
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 securing sales over the phone. Having just locked in a deal for $200,000 Joe will share the…
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The intricacies of simplicity
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 concise can help to maintain the tone and tempo of a sale, and how putting yourself in your buyers...
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Authenticity, trust and process
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 Whitlock is joined by Momentum Media's Director Phillip Tarrant to discuss how authenticity impacts…
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The core of successful sales: Persuasion
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 by Momentum Media's Director of Media and ex real estate agent Russell Stephenson to discuss the art...
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Looking in from the outside
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. Alex Whitlock is joined by Aleks Vickovich, managing editor of Momentum Media's Wealth titles to...
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Stress in a salesman
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 partnerships manager David Stratford, to discuss the stress involved in sales, both positive and negative…
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Proposals that bring the sale home
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 not? In this episode, Alex Whitlock is again joined by Director of Media, Russell Stephenson to…
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Setting higher objectives for the year ahead
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 episode, Alex Whitlock is joined by event partnerships manager for Momentum Media, Ronan McGowan, to...
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A fresh start
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, Momentum Media directors Alex Whitlock and Russell Stephenson are joined by partnerships manager for...
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The skills of a seller
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 skills are required to successfully sell something to any type of person, how to adapt to those who are…
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Controlling the conversation
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 differences of sales and the outcomes clients are given, the breaking down of sales conversations and…
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Fundamentals of the basics
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 basic fundamentals, the integral steps you need to take to become successful, how "action breeds...
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Unlock the secret to transforming your relationship from business to friendship
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 guidelines they use when doing so. The criticality of trust comes into play, as does showing a clear...
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Interpreting value to sell to your audience
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 Briggs joins the team to discuss his old-school methodology for relationships building and explain…
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The power of agencies in media sales
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 deal directly with his client without the services of their agency – but how open lines of…
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How can sales leaders boost team morale?
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 means to work as a team in media sales and how team leaders can effectively foster working...
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'Seek first to understand' in media sales
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 the importance of clarity in communication and explain how salespeople can effectively present their...
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The fighting spirit every salesperson needs
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 quickly fall away. Hear how the team draw from the experience of those who shed blood on 15th Century...
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The secret to long-lasting relationships in sales
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. Critical to achieving this feat is the ability to strike a balance between managing one's energy across...
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How can you combat workplace distraction?
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 combat disruption to their work. Whether you're a seasoned sales veteran or new to the game, tune in to...
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Utilising the power of self-belief in sales
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 the capacity to recognise the negativity you're experiencing in order to stop it in its tracks. In…
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Clients in crisis - a formula for solving client problems
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 good salesperson. In this episode of Killer Media Sales, our hosts explain the importance of owning...
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ABOUT THIS SHOW
Killer Media Sales is the podcast for salespeople aiming to make a massive impact in the media. Whether you’re selling your blog, digital website and newsletter advertising, social media mentions, podcast and TV airtime, event sponsorship or print adverts, Killer Media Sales will equip you with the tools, tactics, knowledge, motivation and inspiration to generate more opportunities, close more media sales deals, make more cash and take you to the top of the sales board. Every week, Alex Whitlock and his co-host Phillip Tarrant – the founders of Momentum Media, one of Australia’s fastest growing and progressive media businesses – will break down key selling situations, topics, scenarios and strategies to help you re-align and re-energise your pitch - and sell more media. If you’re serious about media sales, and want to close more deals, more often, tune in to Killer Media Sales today.www.killermediasales.com
HOSTED BY
Momentum Media
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Frequently Asked Questions
How many episodes does Killer Media Sales have?
Killer Media Sales currently has 67 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Killer Media Sales about?
Killer Media Sales is the podcast for salespeople aiming to make a massive impact in the media. Whether you’re selling your blog, digital website and newsletter advertising, social media mentions, podcast and TV airtime, event sponsorship or print adverts, Killer Media Sales will equip you with the...
How often does Killer Media Sales release new episodes?
Killer Media Sales has 67 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Killer Media Sales?
You can listen to Killer Media Sales on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Killer Media Sales?
Killer Media Sales is created and hosted by Momentum Media.
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