Media Sales Mastery
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.
S9 E23 · Fri, April 18, 2025
Inside Business Media
Deeon Mladin, Head of Sales APAC at Octomedia, joins Media Sales Mastery to deliver the definitive guide to selling business / trade media. In a world where most media sales revolve around mass audiences and B2C advertising, selling to industries, professionals, and niche business audiences requires an entirely different approach. This episode is packed with practical, actionable strategies for frontline media sellers and media sales leaders navigating the complexities of B2B media sales. Key Takeaways: How B2B media sales differ from B2C and broadcast media sales How to justify premium pricing for niche audiences How to position business media as a must-have for advertisers Objection handling and tactics for selling high-value media Octomedia’s approach to B2B media sales (without revealing commercially sensitive details) 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
S9 E22 · Fri, February 28, 2025
Sales Team Adoption
Need to roll out a new product, process, initiative or business rule to the sales team? Jamie covers off 4 key pillars of effectively managing sales team adoption. 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
S9 E21 · Fri, February 14, 2025
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 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
S9 E20 · Fri, January 31, 2025
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 Joanne Helder
S9 E19 · Fri, January 17, 2025
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, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
S9 E18 · Mon, December 30, 2024
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
S9 E17 · Fri, December 06, 2024
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
S9 E16 · Sun, November 17, 2024
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
S9 E15 · Sun, November 03, 2024
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 LinkedIn . Edited, Hosted and Produced by Joanne Helder
S9 E14 · Sun, October 20, 2024
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
S9 E13 · Mon, September 30, 2024
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
S9 E12 · Sun, September 22, 2024
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
S9 E11 · Thu, June 20, 2024
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
S9 E10 · Thu, June 06, 2024
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 .
S9 E9 · Thu, May 23, 2024
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
S9 E8 · Thu, May 09, 2024
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
S9 E6 · Thu, April 25, 2024
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
S9 E5 · Mon, April 08, 2024
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
S9 E4 · Thu, March 14, 2024
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
S9 E3 · Thu, February 29, 2024
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
S9 E2 · Thu, February 15, 2024
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
S9 E1 · Thu, February 01, 2024
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
S8 E19 · Sat, December 30, 2023
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
S8 E18 · Sun, November 26, 2023
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
S8 E17 · Sun, November 12, 2023
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
S8 E16 · Sun, September 17, 2023
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
S8 E15 · Sun, September 03, 2023
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 Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S8 E14 · Sun, August 13, 2023
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
S8 E13 · Sun, July 30, 2023
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
S8 E12 · Sun, July 16, 2023
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 Donyea Goodman at donyeamusic.biz/onlinestore
S8 E11 · Sat, July 01, 2023
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
S8 E10 · Sun, June 18, 2023
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
S8 E9 · Sun, June 04, 2023
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
S8 E8 · Sun, May 21, 2023
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
S8 E7 · Sun, May 07, 2023
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
S8 E6 · Sat, April 22, 2023
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
S8 E5 · Sun, April 09, 2023
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
S8 E4 · Sat, March 04, 2023
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 Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S8 E3 · Sun, February 19, 2023
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/onlinestore
S8 E2 · Sun, February 05, 2023
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
S8 E1 · Sun, January 22, 2023
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
S7 E9 · Mon, December 12, 2022
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
S7 E8 · Sun, November 27, 2022
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. Connect with JD 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
S7 E9 · Sun, November 13, 2022
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 your career and offer a richer and more robust media solution for your clients is immense. Our guest today is Helen Coston of Inktop, a specialist media sales training and consultancy agency that helps publishers and media sales teams achieve their commercial ambitions. Connect with Helen on Linkedin More from Inktop Inktop blog 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
S7 E8 · Sun, October 30, 2022
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 workloads get higher; You need a repeatable sales process. Connect with Roy on Linkedin More from Roy & Hawker Media: www.hawker-media.com www.inboundmediasales.com www.advertiserflightclub.com Find the book “ fun is a serious business ”. 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
S7 E7 · Tue, September 20, 2022
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
S7 E6 · Fri, September 02, 2022
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 and an expert in connecting the commercial and content sides of a media business. Connect with Andy 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
S7 E5 · Sat, August 13, 2022
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
S7 E4 · Fri, July 29, 2022
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 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
S7 E3 · Sat, July 16, 2022
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 management and general management. Connect with Stephen 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
S7 E2 · Mon, July 04, 2022
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 . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S7 E1 · Sat, June 18, 2022
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 Donyea Goodman at donyeamusic.biz/onlinestore
S6 E7 · Sat, April 23, 2022
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, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S6 E6 · Fri, April 08, 2022
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 Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S6 E5 · Mon, March 21, 2022
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; is absolutely critical to success in today’s marketplace Sarah Williams joins to unpack this topic, based in New York Sarah is Sales Trainer for Spotify across the Americas. Follow Sarah on LinkedIn . Learn about Blue Ocean Strategy at blueoceanstrategy.com 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
S6 E4 · Sat, March 05, 2022
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 trial to the Unmade Newsletter. Unmade is my email newsletter for the Australian media and marketing industry. It draws from insights gained while writing of my best selling book Media Unmade and my time leading the editorial operation at Mumbrella. Connect with Tim Burrowes on LinkedIn . Connect with Damian Francis on LinkedIn . Get your copy of Media Unmade here . 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 SYNOPSIS OF MEDIA UNMADE: AUSTRALIAN MEDIA’S MOST DISRUPTIVE DECADE Media Unmade presents the definitive story of the decade in which big media in Australia was cut down to size – a decade that forever altered what had until then been perceived as the unbreachable foundations of the industry in this country. Drawing on insights from his ringside seat, independent journalist, commentator and Mumbrella founder Tim Burrowes knits together the big events and conversations with key players then and now to reveal the drama and tell the stories behind the changes that every consumer of Australian media has witnessed over the past decade. In this unprecedented account, Tim considers how the newspaper rivers of gold evaporated, TV viewers turned to Netflix, and radio listeners started streaming instead. He covers how networks went broke, the ABC came under sustained attack, and how News Corporation's phone hacking drama in the UK delivered Rupert Murdoch to the most humble day of his life. O
S6 E3 · Mon, February 21, 2022
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
S6 E2 · Fri, February 04, 2022
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 brands want to talk about and what audiences are genuinely interested in: stories that inspire, inform, and entertain. Connect with Rob on LinkedIn or through his website Ranieri & Co: www.ranieriandco.com Check out the Podcast “ Motherlode ” wherever you get your podcasts. Connect with Jamie on LinkedIn Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S6 E1 · Sat, January 22, 2022
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
S5 E6 · Sun, November 21, 2021
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
S5 E5 · Fri, October 29, 2021
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
S5 E4 · Sat, October 16, 2021
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
S5 E3 · Mon, September 06, 2021
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 salesperson Salespeople completely over-estimate what they can feasibly achieve and fill the plan with far too initiatives One or two key components of the plan might be missing entirely – very dangerous As mike Tyson famously said, everyone has a plan until they get punched in the face. Media Sales can often throw up unforeseen obstacles or opportunities that immediately take priority over the activities laid out in the plan Neil Petch, Chairman at Virtugroup joins from the UAE to unpack this topic. About Neil: As the Founder and Chairman of Virtuzone, I work closely with over 300 entrepreneurs and startups monthly in building their businesses in the UAE. Since founding Virtuzone over 12 years ago, we have grown it to become the largest, fastest-growing and best-known setup operator in the Middle East, establishing more than 45,000 businesses to date. As the Chairman of the holding company, Virtugroup, I also hold an executive leadership role at Next Generation Equity, a citizenship-by-investment firm. Prior to Virtuzone, I helped establish ITP, the largest media publishing house in the Gulf, and grew its people from two to 600 employees. During my time at ITP, I spearheaded the launch of over 60 digital and print titles, such as Time Out, Harper’s Bazaar and Arabian Business. I have also previously served as the Managing Director of ENG Media and launched the Coast FM radio station, along with numerous magazines, such as MediaWeek. For the last 7 years, I have also held the role of Chairman at GMG, the world’s first interbank financial brokerage based in Dubai, with offices in DIFC and London. Having lived in over a dozen countries and with a career spanning over 25 years in the UAE, I have developed an astute cultural insight with fresh thinking, which allows me to leverage my business experience and intuition to help entrepreneurs bring their ideas to life and transform their aspirations into success stories. As a strong advocate of public-private collaboration, I have assumed the role of Task Force Member of The Advisory Council, a coalition of key decision-makers and prominent movers of the UAE business landscape, led by EMIR and the Ministry of Economy. I am also a co-host of Starting Up with Virtuzone, the UAE’s first ever radio show for entrepreneurs, startups and SMEs, as well as a regular speaker, panellist and economic comme
S5 E2 · Sat, August 14, 2021
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 out. Big disclaimer here is that this short-term tactical approach to selling is not a sustainable long-term sales approach. It’s to be used sparingly and selectively during times where it’s appropriate. Connect with Gary on Linkedin Namibia Future Media Holdings Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S5 E1 · Fri, July 30, 2021
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.bagsbrain.com . AANA & MFA pitching code Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E8 · Mon, June 21, 2021
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
S4 E7 · Mon, June 07, 2021
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-estimating just how important this information is to our clients. Whilst there are always exceptions to the rule, Media Sales at its core is about connecting an advertiser’s brand with your audience in a way that makes perfect sense; mostly in the pursuit of growing the client’s brand & business. Our returning guest today is Adam Hickey; a career agency leader, most recently Adam was the Agency Director of Ikon Brisbane. Adam’s experience working agency side offers an interesting perspective – not only by sharing insight into what brands and marketers are seeking; but also from dealing first hand with Media Sales Professionals across multiple publishers. Connect with Adam on Linkedin Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E6 · Sat, May 22, 2021
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 Adam on LinkedIn . Learn more about Impact: www.impact.com Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E5 · Sun, May 09, 2021
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 www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E4 · Sun, April 11, 2021
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 ultimately, why a “less is more” approach to sales proposals is the key to increasing their effectiveness. Connect with Michelle on Linkedin . Find out more about Realizer at www.realizer.com.au . Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E3 · Sun, March 28, 2021
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 Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E2 · Sun, March 14, 2021
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 right. Follow @byjuliancole on Instagram. Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S4 E1 · Sun, February 28, 2021
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 integration and leverage in way that doesn’t disrupt the audience experience; and most importantly, driving some form of agreed result or commercial return. Connect with Greg at www.partnershipsolutions.com.au or on Linkedin . Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S3 E7 · Sun, November 29, 2020
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 agitated client and dealing with the stress and loss of focus that comes along with it. As media salespeople we should be doing everything in our power to mitigate, pre-empt and proactively avoid client issues; but the reality is, despite our best efforts, client issues are inevitable. Media salespeople who acknowledge this is a fact of life and focus on creating a clear and structured approach to how they resolve client issues are the ones who consistently rise to the top of the industry. Connect with Jake on LinkedIn . Datuk Jake Adbullah, Based in Kuala Lumpur Datuk is the CEO of Pyjama Media. A 20-year veteran of the media and marketing space Datuk has held roles leading large international broadcasters, digital, media and marketing agencies and help director and chairman roles on various industry boards. Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S3 E6 · Mon, November 16, 2020
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
S3 E5 · Sun, November 01, 2020
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 day. For media salespeople looking to fast-track their understanding of domestic and international business (and the why behind the headlines) Subscribe to Fear and Greed here . Connect with Adam Lang on LinkedIn . Connect with Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S3 E4 · Sun, October 18, 2020
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 bouncing back from COVID-19. Follow Steve on LinkedIn - full bio below. Steve Smith (Co – Founder of Entertainment Strategy Group) Steve Smith is a leading entertainment executive with over 25 years of experience managing large scale Media and Entertainment organisations, delivering strong business growth in challenging markets and restructuring organisations to deliver major profit growth. Recently as a contracted consultant Steve worked with CEO and Board at a major media operator in Singapore helping them create and implement their “transmission to digital” strategy. Steve Smith was appointed COO at the Arabian Radio Network (ARN) in August 2008, leading a team of over 350 full and part-time presenters, event managers, producers, journalists, sales, marketing, finance and digital executives working across 18 media brands. During his nine year tenure he led the launch of new digital businesses in partnership with national telco providers while restructuring the sales, marketing and content divisions of the media network and closing under-performing assets to launch new and innovative digital products that reflect the changing media landscape to prepare the business for the next decade. Steve is a driver who believes in the core value of integrity, delivering real results for business partners and clients through a strategic view of the market. He was the face of ARN in Dubai and through his role leading ARN, he invested in the development of a market changing radio audience measurement system, built on a foundation of openness by commissioning PWC to oversee the process. Prior to his time in Dubai, Smith led the development of the Australian Radio Networks Melbourne team, as General Manager for five years, bringing his unique passion for the media industry and drive to his hometown market, while achieving record ratings and revenue results. During his career, Smith also held a leading role at Warner Music, heading up the sales and marketing division of the label and gaining competitor advantage by his acute understanding of the online and digital world. Steve continues to bring his wealth of experience to media owners throughout South East Asia, India, UAE and the USA. Contact Jamie on <a href="https://www.linkedin.com/in/jamie-wood-1b824017/" rel="noopener noreferr
S3 E3 · Sun, October 04, 2020
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 consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018). Follow Jake on LinkedIn About Skaled - skaled.com Skaled is a specialist Sales Consultancy that helps companies operationalize key aspects of their Sales organization. Along with a list of enterprise clients Skaled has amassed in a few short years (The New York Jets, LinkedIn, Insightly, ADP, and Microsoft), the majority of our clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward. We bring strategic and tactical talent to every engagement, driven by results and 100+ hours of leadership experience. Follow Jake on Youtube Contact Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S3 E2 · Sun, September 20, 2020
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 and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S3 E1 · Sun, September 06, 2020
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 central to success regardless of the competitive-set. Contract Andrea on LinkedIn Contact Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E13 · Sun, August 02, 2020
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.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E12 · Sun, July 19, 2020
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, why the story of how you arrived at the idea is equally as important as the idea itself; and ultimately why the “challenge” and “approach” must be agreed to before an idea can be shared. Audio Quality: recorded remotely during COVID-19 lockdown Contact Wade Kingsley on email: wade@theideasbusiness.com or Linkedin . His website is theideasbusiness.com Contact Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E11 · Sun, July 05, 2020
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 your clients electronically and ultimately why an omnichannel approach to Media Sales delivers better outcomes irrespective of COVID restrictions. Audio Quality: recorded remotely during COVID-19 lockdown Contact Emilie Davis: edavis@linkedin.com Contact Jamie on LinkedIn www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E10 · Sun, June 21, 2020
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 Media Salespeople when working with support staff and why an early investment in time to build capability will continue to pay dividends over the long term. Audio Quality: recorded remotely during COVID-19 lockdown. Contact Richard on Linkedin Contact Jamie on Linkedin www.mediasalesmastery.com Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E9 · Sun, June 07, 2020
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 remotely during COVID-19 lockdown Contact Andrea on LinkedIn Contact Jamie on LinkedIn Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S2 E8 · Sun, May 17, 2020
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 thriving in a media sales position. Contract Chris on LinkedIn Contact Jamie on LinkedIn Produced, mixed and edited by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter More info at www.mediasalesmastery.com
S2 E7 · Sun, May 03, 2020
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 your core proposition is the best approach to gaining a sustainable competitive advantage in media sales. Contact Nick through LinkedIn . Produced, mixed and edited by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter More info at www.mediasalesmastery.com
S2 E6 · Sun, April 19, 2020
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, irrespective of what market you operate in around the world. We identify why Media Salespeople are so easily distracted from these tasks; and ultimately why the best performing Media Salespeople drive extraordinary results from a relentless focus on doing the ordinary things well. Ric can be contracted through his LinkedIn or visit his website www.nrsmedia.com . Produced, mixed and edited by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter More info at www.mediasalesmastery.com
S2 E5 · Sun, April 05, 2020
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 distract Media Salespeople from the common objective of client growth and ultimately why an awareness of “perception” vs “intent” is so vital to your professional reputation and quality of relationships. Adam can be reached at LinkedIn Edited, Hosted and Produced by Joanne Helder. Music by Donyea Goodman at donyeamusic.biz/onlinestore Recorded on-site with voiceovers provided by Stevie-Leigh Batiste at Sounds Like Butter For survey results please email info@mediasalesmastery.com Visit our website mediasalesmastery.com
S2 E4 · Wed, March 18, 2020
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 selling are more relevant now than ever before. A must listen for anyone operating in the Media Sales profession right now; Josh draws upon his extensive leadership experience to deliver key insights that will leave the audience with a sense of mental clarity, actionable tools and a renewed enthusiasm to overcome the headwinds of a weakened economy. Contact Josh on LinkedIn Contact Jamie on LinedIn Recorded by Zuber Shaikh at ARN Studios, Media City, Dubai Edited, Hosted and Produced by Joanne Helder. Music by Donyea Goodman at donyeamusic.biz/onlinestore Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter More info at www.mediasalesmastery.com
S2 E3 · Sun, March 15, 2020
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 between creative, media and publishers will lead to better outcomes for all. Julian can be reached through LinkedIn . Whopper Example discussed during episode. Produced, mixed and edited by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter More info at www.mediasalesmastery.com
S2 E2 · Sun, March 01, 2020
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
S2 E1 · Sat, February 15, 2020
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 Donyea Goodman at donyeamusic.biz/onlinestore
S1 E11 · Thu, November 28, 2019
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. Recorded by Stevie-Leigh Batiste at SoundsLikeButter Edited, Hosted and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E10 · Thu, November 21, 2019
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
S1 E9 · Thu, November 07, 2019
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 and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E8 · Thu, October 24, 2019
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.biz/onlinestore
S1 E7 · Thu, October 17, 2019
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 Batiste at SoundsLikeButter Edited, Hosted and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E6 · Thu, October 10, 2019
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 persuade. Recorded by Stevie-Leigh Batiste at SoundsLikeButter Edited, Hosted and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E5 · Mon, September 30, 2019
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 resources. Recorded by Stevie-Leigh Batiste at SoundsLikeButter Edited, Hosted and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E4 · Mon, September 30, 2019
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
S1 E3 · Mon, September 30, 2019
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 familiarise themselves with their product mix so they can represent it in market with clarity and confidence. Recorded by Stevie-Leigh Batiste at SoundsLikeButter Edited, Hosted and produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore
S1 E2 · Mon, September 30, 2019
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
S1 E1 · Wed, September 11, 2019
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
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