Media Sales Mastery
Jamie Wood
Media Sales Mastery exists to help you survive and thrive in the media sales industry.
In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
Selling Premium Media
Stephanie Antonis, Director of commercial engagement – Forbes Australia, joins to discuss the strategies, challenges, and nuances of selling premium media. From identifying the right clients to maintaining brand prestige amidst market pressures, Stephanie shares insights for thriving in this competitive niche.Connect with Stephanie onLinkedIn.For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn
Thriving Amidst Global Tech Dominance
Brian Gallagher, former Chief Sales Officer of Southern Cross Austereo and Chairperson of Boomtown, joins to explore the challenges and strategies for selling traditional media in a market dominated by global tech platforms.
The AI POWERED SELLER PODCAST
www.boomtown.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joan
The Ideas Drought
Wade Kingsley, founder of The Ideas Business, returns to unpack a critical issue affecting advertising markets – the devaluation of creativity in soft, commoditized markets.
We explore why innovation and idea-led solutions take a backseat during price- driven periods, how this impacts the industry, and strategies for reframing creativity as a tool to unlock value in even the toughest conditions.
Follow Wade on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, c
The Lost Art Of Cold Calling
A re-broadcast of Jamie’s appearance on the Sales Reinvented Podcast where he unpacks the world of best practice cold calling.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Prospecting Masterclass
Edd Hayer CEO of Prospector joins to unpack the world of media sales prospecting.
Contact Prospector on 1300 736 447 to discover how you can increase ROI and sell more effectively.
Follow Edd on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Revenue Winning Thinking
Jamie covers off the 4 C framework of revenue winning thinking.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Dark Arts: Internal Politics Pt 2
Rob Atkinsons joins once again to unpack the world of internal politics.
Book: Buy back your time by Dan Martell
Follow Rob on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on
Dark Arts: Internal Politics
Rob Atkinson joins to explore the world of internal politics.
Follow Rob on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Brief to Pitch pt 2
Lena Rapley returns to unpack brief to pitch workflows.
Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Brief to Pitch
Lena Rapley joins to unpack brief to pitch workflows.
Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Mastering sales messaging pt 2
Our returning guest, Will Aitken joins to unpack sales messaging.
Check out Will here.
Check out Will’s sales course here.
Connect with Will on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Precision Prospecting Pt 2
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors.
Connect with Matthew on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Mastering sales messaging
Will Aitkin joins from Halifax, Nova Scotia to unpack the world of sales messaging.
Check out Will here.
Check out Will’s sales course here.
Connect with Will on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Precision Prospecting
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors.
Connect with Matthew on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Post-Pandemic Presentations
Our Guest is Nick Efstathiou, CEO of Central Media Group South Africa.
Follow Nick on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Power Scripts
In this episode we cover off a range of listener questions and provide some real time examples of how to respond / communicate through.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Product vs Proposition
Adam Cadwallader, CEO of Motio joins to unpack the vital difference between a media product and a media proposition.
About Motio: www.motio.com.au/about/
Follow Adam on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Unearthing Killer Insights
Janelle Shinners – head of client engagement at VML is our returning guest.
This is a follow up to one of the first podcast episodes we ever did – titled “data tells, insight sells”.
Follow Janelle on LinkedIn
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Nailing an ideal week
Follow Amjad on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
4 years of the podcast
We rebroadcast an interview from 2019 where Jamie was interviewed ahead of the launch of Media Sales Mastery.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Less is more in 2024
Jamie does a quick solo episode to wrap up the year and set the intention for 2024.
We cover off the 4 things you need to do in 2024 to simplify your sales approach and beat the competition.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Pricing Power Plays
Adam Lang joins to unpack the world of pricing.
Follow Adam on LinkedIn.
Check out Mumbrellacast
Check out Fear and Greed
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Ethical Dilemmas
Tim Murphy joins to unpack the most common ethical dilemmas faced by media sales professionals and provide some strategies for working through them.
Follow Tim on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Selling in a downturn
Jamie covers off 4 principles to help you survive and thrive in a downturn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Selling Niche Audiences
Kylie Merritt, Founder and MD of ausbiz joins.
Whether you’re selling trade media, business media, alternative media or a new emerging platform ….. niche audiences are a surprisingly challenging proposition to commercialise.
Fortunately, if you can get it right, it can be very lucrative and very effective.
Connect with Kylie on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joa
Creating a sales strategy
In this episode we cover off the principles of crafting a sales strategy.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Moving the market
Nick Randall of Impact & Ranieri & Co joins to unpack the topic of “moving the market”.
We cover off the principles of taking media innovation to market, overcoming inertia and future-proofing your media revenues.
Connect with Nick on LinkedIn
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Creating winning presentations
David Fish author of “The art of strategic storytelling; what it takes to create winning presentations” joins to unpack the content of his book.
Email jamie@boostmedia.com.au to win 1 of 3 free copies.
Use the code "podcast30" for 30% off.
Connect with David on LinkedIn and his website www.davidfish.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by
Upping your “internal” sales game
Jamie covers off 4 considerations for making a sound business case to your internal stakeholders
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Selling media to small business
Ramon Rodriguez, General Manager at News Corp Australia joins to deep-dive into selling media to Small / Medium business
Connect with Ramon on Linkedin
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Subjective Value: Avoiding a race to the bottom
Another Linkedin Live recording – this time Jamie covers off the difference between “Objective” and “Subjective” value in a media sales transaction and provides 4 different methods for de-commoditising the sale.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Unpacking media agencies
Caleb Watson of Initiative ASIA joins to unpack the world of Media Agencies.
Connect with Caleb on Linkedin
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Cracking the sales management code
In our first ever LinkedIn live event, Jamie covers off 4 questions that every media sales manager should be asking on a weekly basis.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Practical & Tactical
Brian Gallagher, Chief Sales Officer at SCA joins to provide 6 practical solutions to 6 common tactical issues in Media Sales.
Connect with Brian on Linkedin
More about SCA at www.sca.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Simplifying the complex sale
Clare Whiteman joins to unpack the very specific subject of selling a multi-product / multi-dimensional media offering.
Connect with Clare on Linkedin
Find out more about institute of Creative Arts and Technology
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Crafting Killer Creative
When selling media, particularly direct, there’s a constant tension and a trade-off when it comes to the clients creative.
Andrew “Bag” Sidwell and Michael Dargan join to unpack this very specific skillset that all Media Sales Professionals should develop
Connect with Andrew on LinkedIn
Connect with Michael on LinkedIn
Find out more about System 1 at www.system1group.com
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Pr
Live coaching session
Our first ever live listener coaching session!
Ben joins from New Zealand for a one on one coaching session with Jamie.
We cover off different approaches to prospecting in a post-covid world & how to fill your calendar with high return and high leverage activity
Connect with Ben on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestor
Recession-proof selling
Our returning guest is Nisar Malik – Sales Director of Effect at Viacom CBS.
Connect with Nisar on LinkedIn
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Sales E.Q.
Richard Wentworth-Ping of Wentworth People joins to unpack the 4 facts of Sales E.Q.
Connect with Richard on LinkedIn
More about Wentworth People: www.wentworthpeople.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Fanatical forecasting
Alex Whitlock of Momentum Media joins to unpack the world of forecasting!
Connect with Alex on email Alex.Whitlock@momentummedia.com.au
Find out more about Momentum Media at momentummedia.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Relationship Management Masterclass
Relationship management is something of a catch-all expression and can mean many things to many people. In the context of media sales we often think of relationships as simply having a great rapport. Relationship management extends well beyond just getting along with a client, It’s actually all-encompassing and is about being the connective tissue between your media publisher and the client’s business.
John Dawson, Advertising Trainer from Seven West Media joins to unpack this one.
Selling multi-platform media
Whether you work in legacy media like print, tv, radio;
or digital, trade or event based media ….it’s very likely that you sell more than just a single medium or product.
Selling multi-platform media solutions is an increasing challenge and opportunity for the industry.
Get it wrong and you can quickly find yourself missing revenue opportunities, burning client relationships, spending a lot of time on unfocused and low-return activities.
If you can get it right, the opportunity to future-proof y
Refining your sales process
Roy Hawker of Hawker Media joins to discuss refining your sales process.
Whether you’re selling media direct to SME’s or via an agency to a big multi-national corporation, having a clean and consistent sales process is non-negotiable.
If you want to grow your customer base, if you want to improve the quality of your work (and in turn, your win rate), if you want to build campaigns that really generate a return on investment for your advertisers, if you want to minimise your anxiety when workload
Linkedin live Q&A
Special episode: Covering 4 listener questions submitted via Linkedin
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Serving audiences AND advertisers
The best media sales professionals understand that their primary objective isn’t to sell advertising, it’s to create engaging advertising campaigns that speak to an audience and deliver a return for their advertisers. The ability to balance the needs of an advertiser and an audience in equal measure is critical to this. Our guest is Andy Procopis, national head of campaign design and delivery for ARN. Andy is a former colleague of mine, one of my favourite people to collaborate with
Virtual selling masterclass
Virtual selling is here to stay. Dave Roddick of Kinzler joins to unpack the new world of hybrid work and hybrid selling.
Connect with Dave on Linkedin
Find out more about Kinzler at www.kinzler.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Writing great creative briefs
Whether it’s a piece of artwork, a video, a piece of audio, a logo or a full suite of creative assets for a client campaign, getting really good at writing creative briefs is a skill that will pay dividends. Julian Cole returns to the podcast to break this down.
For a special 25% discount on the strategy finishing school click the following link: courses.strategyfinishingschool.com/master-course?coupon=MSM
Connect with Julian on Linkedin
For exclusive content and a chance to pi
Quality client questioning
One of the great contradictions of Media Sales is the idea that people who are good talkers naturally make great salespeople; The “gift of the gab” is a popular Australian expression we use to describe this.
Being a great talker is helpful, but it’s actually the complete opposite that really matters; the ability to not talk too much, and instead ask questions and listen.
Our guest is Stephen Pead. Stephen is a media industry veteran of 30 years with significant experience in direct sales, sales
10 Commandments of Direct Sales
The 10 Commandments of Direct Media Sales
Direct Media Sales can be one of the most rewarding and exciting areas to work in media, fail to follow a clear playbook however, and it can quite quickly become hell!
Tony Prentice COO/CRO of Mamamia joins to unpack this unique take on the Direct Sales discipline
Connect with Tony on Linkedin
Learn more about Mamamia at www.mamamia.com.au
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edite
Overcoming client media bias
Whether it’s a client who dislikes your channel, audience, brand, content or personalities; Client media bias can make an already difficult job even more challenging.
Nat Harvey, National Sales Director of Seven West Media and Chair of ThinkTV Australia joins to unpack this often unspoken facet of media sales.
Follow Nat on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
Edited, Hosted and Produced by Joanne Helder
Music by Donye
Salvaging a bad brief
Adam Hickey returns for this very special episode. We do a live workshop and shake-down a media brief.
Jump to a specific topic by using chapters (on some apps) or with the times below:
5:25 Campaign
7:35 Proof point
11:50 Objectives
17:13 Background
33:21 Challenge
43:07 Audience
52:21 Strategy
58:08 Tagline
1:00:10 Brand feel
1:08:15 Product overview
1:19:44 Budget and timings
1:27:04 Love to see
Follow Adam on Linkedin.
For exclusive content and a chance to pick the topic and guide the show,
Sell the dish, not the ingredients
“Sell the dish, not the ingredients” is a phrase coined by today’s guest David Fish.
At its core, this expression is really about how we develop, package and sell Media Solutions to clients in a way that is easy to understand.
Selling the “dish” is an approach to make disparate pieces of inventory feel like a cohesive single idea.
Find out more about No Two Fish at davidfish.com.au
Follow David on LinkedIn.
For exclusive content and a chance to pick the topic and guide the show, connect with Jam
Unlocking Competitive Advantage
Whether you’re selling media direct or within an agency environment, you’re “competing” in a broader marketplace.
In most media markets around the world, regardless of their size, there is a finite amount of revenue opportunity which all publishers and media sales professionals are vying for.
Your ability to conduct a thorough competitive analysis of your market, identify the deficiencies and strengths in your own proposition and then formulate a cogent plan to exploit your competitive advantage
Media Sales Unmade!
A very special episode. We’re joined by Tim Burrowes author of the book “Media Unmade: Australian Media’s Most Disruptive Decade”.
We unpack some of the key events and themes in the book through the lens of the Media Sales Professionals working on the frontlines. We discuss whether the past 10 years can be a predictor for the next 10, and ultimately why an understanding of the structural foundations of the Media are essential for people working in the profession.
Click here for a free 60 day tri
I can't ask my sales manager that!
We’re tackling 3 unique listener questions this week!
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Media Sales Mindset
Make no mistake, Media sales is about mindset.
As we enter another year of uncertainty, disruption, frustration and challenging trading conditions; We need to fortify and calibrate our mindset.
Rob Ranieri Joins to unpack this topic; Rob is the Founder and CEO of Ranieri and Co, in Australia and New Zealand, Ranieri & Co. exclusively represents the world’s largest independent podcast publisher: Wondery. Ranieri & Co. also makes custom branded podcasts that hit the sweet spot between what
Addressing Poor Client Behaviour
Nisar Malik of Effect at ViacomCBS joins to tackle this important (but rarely addressed) issue.
Nisar provides a definition of what constitutes poor client behaviour, key contributing factors and ultimately why a focus on tackling these issues early is key.
Connect with Nisar on LinkedIn
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Generating New Revenues
No matter how successful you are, an inevitability of media sales is that nobody has 100% client retention.
George Buschman, Executive Chairman of Boost Media joins to unpack this topic.
Connect with George on LinkedIn or by email: george@boostmedia.com.au
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
The Next 10 Questions
Wade Kingsley of The Ideas Business joins once again to unpack a topic he referenced in his previous episode. The next 10 questions is about uncovering unique pieces of information that your competitors won’t be privy to in order to craft a more relevant and compelling solution.
Connect with Wade on LinkedIn
More about The Ideas Business
More about Creative Champions
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Understanding How Clients Buy
David Roddick of Kinzler joins to discuss the topic of “understanding how clients buy”. We discuss emotion forming the basis for all decisions, the importance of having a deep knowledge in this area and the challenges associated with remote selling and video conference technology.
Connect with David on LinkedIn and find out more about Kinzler at www.kinzler.com.au
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Effective Sales Planning
Sales planning is one of the more underdeveloped skills of many media sales professionals; there are many reasons for this;The sales plan is a rigid document that’s supplied by the business and is more about capturing forecast information that being a plan for the salespersonSalespeople completely over-estimate what they can feasibly achieve and fill the plan with far too initiativesOne or two key components of the plan might be missing entirely – very dangerousAs mike Tyson famously said, every
Generating Quick Revenue
Gary Stroebel CEO of Namibia Future Media Holdings joins as our expert guest on the topic of generating quick revenue.
Maybe you’re trailing behind budget and need a sugar hit of revenue to get you into an acceptable range, perhaps you’re getting some pressure from your sales manager to build out your pipeline, did you lose a big deal and have a big hole to fill? Or maybe it’s the best of these scenarios…. There’s a team incentive or stretch goal that you’re striving to hit, and time is running
The Pitch Economy
On any given week there are a few million dollars of advertising revenue briefed out to market. The winning suppliers are often the ones who are “built for pitch”. At it’s core being built for pitch is about quality thinking, turned around quickly and packaged to be easily on-presented.
Andrew “Bag” Sidwell is the pioneer of this particular methodology and joins to unpack not only the concept, but also what it means in a changing context.
Connect with Bag on Linkedin and his website www.bagsbrai
Listeners on the Loose!
In this final episode of the season we hear from you, the listening audience!
We cover 3 different questions from Media Salespeople around the world and provide some advice to help them tackle those issues.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Selling Audience Vs Inventory
In Media Sales we invest a lot of time in learning our products. We pour through sales collateral and product training sessions, learn the processes and systems to get a campaign live, have a deep knowledge of the different pieces of inventory at our disposal, review the rate cards, seek out the differentiators that make our products superior to our competitors and so on.
Whilst a deep product knowledge is extremely advantageous in our profession, a common trap that we can fall into is over-esti
Constructing a Killer Pitch
The Pitch!
Whether it’s pitching a multi-million broadcast dollar agreement to a boardroom of various stakeholders or presenting to a small business owner at a café – Pitching your solution correctly is a critical step in the media sales process.
Adam Furness, MD of Impact, Asia Pacific, joins as our expert guest.
Adam covers off a number of best practice pitching frameworks, the importance of preparation and ultimately why a true pitch isn’t just limited to a single presentation.
Connect with A
Live from Radiodays Asia
In this episode we re-broadcast Jamie’s keynote speech from Radiodays Asia titled “Digital Media Sales Mastery: Nailing the integrated sell”.
video version here:
https://vimeo.com/527237585
Whilst delivered to a radio industry event, the approach and practices are very easily translated to any traditional publisher looking to better commercialise their digital assets.
We also tackle a listener submitted question and give a sneak peak into some upcoming episodes.
Connect with Jamie on LinkedIn
ww
Persuasive Sales Proposals
Michelle Pitt of Realizer joins us to discuss this important topic.
You could have the best client relationship, product, audience, solution, or price in the market – but if your proposal fails to capture and articulate this story correctly, you will likely not secure the deal.
In this episode we unpack the elements of best practice sales proposals including length, structure, content and customisation. Michelle discusses common pitfalls of sales proposals and how they can be corrected, and ulti
Re-Defining Solution Sales
Mary Grothe – CEO of House of Revenue joins from Denver, Colorado.
We unpack the topic of Solution-sales and how it has evolved, where it needs to be adapted to fit the new trading environment, what fundamentals remain unchanged; and ultimately why an evolving marketplace requires a continual shift in selling styles and approaches.
Connect with Mary on LinkedIn and at www.houseofrevenue.com.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Mus
Interrogating the Brief
Strategy Consultant / Trainer Julian Cole joins us once again to cover off this important topic.
In Media Sales, particularly within the agency side of media sales, a brief represents the first critical stage in a potential revenue opportunity.
The ability to review a brief thoughtfully, to understand, to extract key pieces of information and then translate that brief into your own media solution is a critical skillset. It takes time and practice to develop but pays massive dividends when done r
Selling Sponsorship Opportunities
In this episode we speak to Greg Tremain of Partnership Solutions around best practice commercialisation of Sponsorship Opportunities.
Despite “sponsorship” being something of a catch-all term for many different offerings, the challenges of selling sponsorship opportunities remain fundamentally the same. Defining what the opportunity actually is and the value it offers an advertiser. Creating tangible inventory which can carry the clients brand and message. Offering opportunities for deeper inte
Resolving Client Issues
As salespeople we spend a lot of time developing, implementing and then following clear and repeatable sales processes. We adjust and refine but for the most part we know that a focussed and disciplined approach to sales activities will generate results.
Unfortunately – when it comes to the topic of resolving client issues, we typically don’t have that same clear framework. In most cases it’s a completely unstructured and reactive approach which can see the salesperson scrambling to calm an agit
I can't ask my Sales Manager that 2
As we near the end of Season 3 of the podcast we are going back and revisiting some of the most commonly raised issues from the audience over the past 6 months.
We hear from industry experts including Andrea Ingham, Greg Tremain, Jake Dunlap, Steve Smith & Adam Lang.
Contact Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Building Better Business Acumen
Adam Lang, Director of Relativity Media joins us to discuss the important topic of Building better business acumen.
Adam offers a definition of business acumen in the context of media sales, discusses the power of truly understanding a client's category and trading environment; and ultimately why business acumen must always be underpinned by emotional intelligence and empathy.
Fear and Greed is a publication of Relativity Media - A daily business podcast designed to set you up for a successful d
Supporting the Buying Committee
Steve Smith of Entertainment Strategy Group joins us once again to discuss this increasingly important topic.
We unpack the trend of more decision makers in the average business purchase, The importance of understanding the purchase journey post the presentation; and ultimately why it’s critical to establish more connection points from your own business into a clients.
Steve also shares his observations on how large scale media and entertainment groups around the world have responded to and are
Getting the Appointment
In this episode, we speak with Jake Dunlap, CEO of Skaled about the critical skill of Getting the Appointment.
Jake provides some expert advice on how to bypass the gatekeeper, engage an EA to schedule time in a prospects calendar, and what to do once the prospect is on the phone.
We also discuss the role of scripts and structuring a tailored VBR for each call, the importance of verbal tone and pace; and ultimately why mastering the cold call requires you to suck first.
About Jake
Jake Dunlap co
Target Client Identification
In this episode we speak with Greg Tremain of Partnership Solutions on the topic of Target Client Identification. We cover how your existing revenues can unearth insights around ideal client profiles, why a target client doesn’t necessarily need to be a new client and ultimately why capacity to grow should form part of the key criteria for any target client.
Contact Greg on LinkedIn or his website www.partnershipsolutions.com.au
Contact Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted
Beating the Competition
The reality of Media Sales is that we operate within a competitive marketplace where finite revenue opportunity is heavily contested by multiple outlets. Andrea Ingham joins us to discuss the topic of Beating the Competition.
We cover off the fundamentals of competitive analysis, how to uncover unique differentiators in the pursuit of a competitive edge, why to focus on the business you are winning (instead of losing); and ultimately why a relentless focus on data, accountability and ROI is cent
I can't ask my sales manager that!
We revisit some of the most universal issues encountered by Media Salespeople in the first 5 years.
Listen as our range of industry experts provide practical tips and advice for how to overcome the range of issues that are too taboo to raise directly with a sales manager!
Experts Include;
Alex Whitlock of Momentum Media
Janelle Shinners of Ikon Communications
Richard Wentworth-Ping of Wentworth People
Josh Busteed of Arabian Radio Network
Contact Jamie on LinkedIn
www.mediasalesmastery.c
How to sell an idea!
Wade Kingsley of The Ideas Business joins to cover off this very important topic.
As media salespeople we need to constantly bring fresh and innovative concepts to our clients and agency partners. Although we can all recognise a good idea when we see one, the ability to actually sell an idea is its own unique skillset which requires time and patience to master.
Wade covers off the most common barriers to correctly articulating an idea to a client, how to define creative parameters on a brief, wh
Selling media while working remotely
What do we do when our livelihood depends on our ability to sell media without ever having set foot in the same room as our clients?
Emilie Davis of Linkedin joins us to discus this vital topic of selling media while working remotely.
We discuss best practice methodologies that Emilie has observed from media organisations she works with, the importance of engaging clients via their preferred communication channels, how to build rapport, meaningful touchpoints and differentiation when engaging yo
Getting the most from your support staff
Richard Wentworth-Ping of Wentworth People joins us once again. We discuss the topic of “Getting the most from your support staff”. Richard covers off the importance of effective delegation in order to free salespeople up for revenue generating activities, Why setting expectations and managing to them is harder than you think and ultimately why accountability and ownership is absolutely critical when working with support staff.
We also cover off the importance of high leverage activities for Med
Accelerating your career growth
Andrea Ingham joins to discuss this important topic. A must listen irrespective of whether your career ambition is to master media sales, progress into sales leadership or transition into another area of the media industry. We cover off the importance of long-term career planning, self-directed learning against a set curriculum, seeking guidance and knowledge from multiple people; and ultimately why tenure in a position doesn’t necessarily ensure career progression.
Audio Quality: recorded remot
Understanding Media Organisations
We’re joined by International Media Consultant, Chris Borain to cover off this important topic. A must listen for anyone selling media within a publicly listed or privately held media organisation. Chris helps you gain an understanding of the structures, departments, processes, systems and stakeholders that underpin all media business, provides context for why certain tensions in the sales process must exist and ultimately why a good commercial acumen and organisational awareness is key to thriv
Launching a new product
In this episode we speak with Nick Randall around best practice when launching a new media product to market. We discuss how to arouse curiosity around a problem or need that an advertiser might not know they have yet. How to identify, select, target and engage clients that might need your new product offering. What the testing phase looks like and how to avoid a negative impact on revenue from distraction during these early stages. Ultimately we uncover that a focus on constant invention around
The Brilliant Basics of Media Sales
Struggling with your revenue results, new business or client retention? Chances are you’ve stopped doing the brilliant basics well.
En-route to a media consultation assignment in Africa we’re joined by Ric Camilleri, Managing Director International at NRS Media and HoneyBadger.
Ric’s extensive experience in the global media consulting space underpins the subject matter for this very important topic “the brilliant basics of media sales”.
We cover off what the brilliant basics of media sales are,
7 deadly sins of Agency Sales
For anyone looking to up their E.Q. in the agency sales arena this is the episode for you.
We’re joined by Adam Hickey, Agency Director of Ikon Communications Brisbane. The start of a much broader conversation around the agency & publisher dynamic. In this episode we unpack 7 of the most frequently noted issues that agency staff encounter when interacting with Media Salespeople.
We cover off the philosophy that underpins an agencies success, how a misalignment in drivers and incentives can d
Generating revenue in a weak economy
SPECIAL EPISODE: We’re joined by Josh Busteed, Chief Commercial Officer of Arabian Radio Network (ARN).
Based in the United Arab Emirates, Josh leads a commercial sales organisation of 100 Media Professionals currently operating in the midst of COVID-19.
Josh shares his observations on the resulting impact of economic disruption on a media market, how his commercial strategy has had to quickly adapt to a marketplace which is changing daily; and ultimately how the foundational skills of solution
Media Strategy for Media Salespeople
We’re joined by Julian Cole, an Aussie based in LA working as an independent consultant for brands and agencies. Specialising in communications planning & strategy consulting, Julian is also the author the extremely popular “Planning Dirty” newsletter.
In this episode we discuss the strategy / comms / media planning disciplines and processes, how a media salesperson can ask better questions to ascertain creative parameters on a brief and ultimately why more active sharing of information betw
Getting the most from your sales leader
International Media Consultant Cameron Plant joins us to discuss all things Sales Leadership.
We cover off the core remit of a Media Sales Manager, common errors that a new Sales Manager can make; and the key steps required to progress from Media Sales into a Sales Management position.
Get in touch with Cameron on LinkedIn.
Produced, mixed and edited by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
More info at www.mediasalesmastery.com
Creating Killer Sales Proposals
In this episode we speak with Jose “Caya” Cayasso, CEO of Slidebean on the topic of Creating Killer Sales Proposals.
We cover off the common traps and pitfalls that salespeople encounter when building a deck, The importance of social proof and storytelling in sales proposals, and ultimately why less information and simple structures are the key to persuasion.
For example Pitch Decks, Sales Proposals and more content head to www.slidebean.com
Edited, Hosted and produced by Joanne Helder
Music by
Contract Negotiation Masterclass
In the weeks episode we conduct our first Masterclass on Contract Negotiation. We are joined by Gavin McInnes and Liam Loan-Lack; both experienced commercial negotiators and experts on best practice contract negotiation. We cover off the fundamentals of a good negotiation, explore the approach required to reach an agreement when certain terms or provisions are contentious and ultimately why it’s important to negotiate with the view that you’ll be doing long-term business with the other party.
Re
Campaign failed, now what?
So you’ve just sold a media campaign that has failed to meet the clients expectations. Why did this happen? What can you do to rescue it? How do you ensure this is avoided in the future? Episode guest is David Hefter of Hefter Consulting www.hefterconsulting.com.au who joins us fresh from a media consulting assignment in Ethiopia.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted and produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Overcoming Organisational Politics
In this episode we cover off the important topic of Overcoming Organisational Politics; both within our own businesses and within the companies we are selling into. Our guest Richard Wentworth Ping of Wentworth People provides an overview of the techniques required to resolve workplace conflict, hold internal stakeholders accountable and ultimately how to gain buy-in from key decision makers in the selling and buying process.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted an
Packaging Your Inventory
In this episode we speak with Jo Gierke, Regional Director for USA & Canada at Boost Media. Jo covers off the importance of putting the client at the centre your product strategy, Best practice for leveraging your entire asset base to create a strong value proposition and ultimately why a diverse product mix offers a greater opportunity to serve clients.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted and produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.bi
Creativity and idea generation
In this episode we are speaking creativity and idea generation with Terry Webb; an Adelaide based career media creative. Terry draws on his extensive experience across television presenting, comedy writing, content production, creative event design and commercial solutions. Terry shares his view on setting a brainstorm up for success, managing different stakeholders in the creative process and why linking creative solutions back to client outcomes is vitally important.
Recorded by Stevie-Leigh B
Pitching & Presenting
In this episode we speak with Bradford Power, Owner & Director of “Switch on your sales” an international training organisation. Brad is a presentation skills trainer, in-demand corporate presenter and international keynote speaker.
In this episode we discuss some of the reasons why even confident and experienced salespeople are still intimidated by presenting. We cover off the importance of authenticity, adapting styles based on different scenarios and ultimately how to present in order to
Data Tells, Insight Sells
In this episode we speak with Janelle Shinners, Business Strategy Director at Ikon Communications. We unpack the vital role of audience insights within the media sales process; outline the difference between data, observations and true insight; and also discuss how a quality insight can assist a media salesperson to formulate and validate a solution. Finally, Janelle provides suggestions for instantly applicable techniques that can support the generation of better insights; even with scarce reso
Qualifying the Revenue Opportunity
Alex Whitlock, Director of Momentum Media joins us once again. In this episode we discuss the importance setting the agenda in a client meeting, lining up the opportunity and ensuring that every client meeting result in a qualified commitment to seriously consider an opportunity.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted and produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Fast-Tracking Your Product Knowledge
In this episode we speak with Steve Smith, co-founder and Director of Entertainment Strategy Group, an international media and entertainment consultancy. Steve draws upon his extensive international leadership experience and provides examples of best practice from his previous position as Chief Operating Officer of the Arabian Radio Network; one of the leading broadcast and digital media companies in the Middle East. Ultimately this episode equips media salespeople with techniques to quickly fam
Targeting Relevant Advertisers
In this week’s episode we speak with Alex Whitlock, Director of Momentum Media and host of the Killer Media Sales Podcast. Alex takes us through the fundamentals of good client prospecting, how much preparation is required before each phone call and ultimately what the Media Sales Masters do differently.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted and produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
Media Sales, Expectation Vs Reality
In this episode we talk with Kelly Healy, General Manager of Agency Sales at News Corp QLD around the reality of a career in Media Sales. We discuss the inevitable challenges that people encounter in their first 5 years, what to do in moments of stress and pressure and ultimately why it’s worth sticking it out over the long term.
Recorded by Stevie-Leigh Batiste at SoundsLikeButter
Edited, Hosted and produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore