Media Sales Mastery

Returning guest John “JD” Dawson joins to unpack the world of client relationship management. 

We dive into what a commercial relationship actually entails, how to navigate the awkward and unspoken dynamics that rarely get said out loud, and ultimately try to arm listeners with some concrete insights and frameworks they can take away and apply immediately in order to gain an edge.  

John JD" Dawson Linkedin here...

Audience research is one of the most under-utilised assets in media sales. Companies invest heavily in data, insights, and studies; but too often it never makes it into client conversations in a meaningful way.

In this episode, Jamie Wood sits down with Leigh Lavery, GM of Growth Distillery at News Corp, to unpack how media sales professionals can turn audience research into a true commercial advantage.

From simple ways to embed insi...

Media sales and media agencies work incredibly closely together—but if we’re honest, there are still plenty of frustrations on both sides of the table.

In this episode of Media Sales Mastery, we’re tryingsomething a little different.

Ahead of the recording, a number of agency professionals were invited to submit completely anonymous “confessions”—unfiltered thoughts about what they wish media sales...

In this epside we do a re-broadcast of an interview between Wade Kingley, host of the Quarter Hour Podcast and Jamie.

https://www.thequarterhour.com/

We cover off how to manage a crisis within a media business, using the very publicised Kyle and Jackie o show fallout as a real time case study.

Jamie also covers two listener questions from people facing similar unplanned / unexpected situations that impact reputation, relationship and ...

AI is everywhere in sales right now, but most of the conversation is either overhyped, oversimplified, or completely disconnected from how media sales actually works.

In this solo episode of Media Sales Mastery, Jamie Wood breaks down the real role of AI in media sales and explains why sellers cannot afford to leave AI adoption to IT teams, leadership, or generic tools designed by people who do not sell.

Building directly from the pr...

Media Sales Mastery: Navigating Challenges and Thriving in the Media Sales LandscapeWelcome to the Media Sales Mastery Podcast! Hosted by me, Jamie Wood, a seasoned media sales leader, this podcast is designed for professionals in media sales and the broader ecosystem. Whether you're struggling, frustrated, or aiming to level up in your career, this podcast offers insights into the complexities and nuances of media sales. From nego...

What really drives negotiation decisions in media deals? In this episode, we take you behind the curtain with Linda Worthington, CEO and Director of Max Dragon Technology, and a seasoned media executive with roles spanning multiple mediums and countries. 

We dig into the psychology, power dynamics, stakeholder motivations, and tactical plays that shape how deals get done.

If you’ve ever wanted to understand the real forc...

Productivity gets talked about a lot in sales. Very little of it is actually useful.

This episode is for frontline media salespeople who feel busy all day but struggle to get the important work done.

It is not about hustle culture, longer days, or squeezing more hours into your schedule.

It is about designing your week and protecting your time so that the hours you already work actually drive revenue.

In this solo episode, Jamie break...

Digital isn’t a separate channel anymore; it’s part of the entire media ecosystem.

In this episode of Media Sales Mastery, Jamie sits down with James Butcher, former Chief Commercial Officer of NZME, to explore how legacy media companiescan better integrate and monetise digital platforms.

James has led commercial teams across broadcast, print, and digital, and understands firsthand the tension between driving new revenue ...

In this episode of Media Sales Mastery, Jamie Wood and guest Nisar Malik, Head of Sales for Melbourne at Are Media, dive deep into the evolving landscape of remote and hybrid work in the media sales industry.

They discuss the challenges and strategies of maintaining collaboration, visibility, and culture in a post-COVID world. From the importance of intentional in-office days to the trade offs of remote work for early career salesp...

In this episode of Media Sales Mastery, Jamie tackles one of the most important—and least talked about—realities of working in media sales: dealing with the tough stuff.

Instead of the usual interview format, Jamie answers five real, anonymous listener questions covering everything from managing underperforming team members, balancing work-life expectations in a high-pressure sales role, navigating defensive stakeholders...

The sale might be done, but the real work is just beginning.

In this episode of Media Sales Mastery, we’re joined by Taz Papoulias; an experienced agency leader with a background on both publisher and buyer sides of the table; to explore what best-in-class post-sales service really looks like in the media industry.

We unpack the behaviours, systems, and habits that separate great sellers from forgettable ones after the deal is ...

How do you succeed in media sales when you're not the market leader?

In this episode of Media Sales Mastery, we’re joined by Jacqui La Brooy, Chief Commercial Officer of Urban List—a high-growth, digitally native media business operating across Australia, New Zealand and Singapore.

We unpack what it takes to sell a challenger brand in an environment where established media businesses often dominate the brief, comm...

In this episode of Media Sales Mastery, we’re joined by Belinda MacPherson, GM of SMB Growth and Marketplace at News Corp Australia, to break down the underrated superpower of elite media sellers—great uncovery.

From decoding vague briefs to spotting commercial intent, Belinda shares tactical ways to improve discovery conversations, build trust fast, and write better briefs that lead to stronger creative and better deal...

AI is not the future—it’s already here, and media sellers who learn how to use it effectively will outperform their competition. In this episode of Media Sales Mastery, we’re talking to Jake Dunlap, one of the most forward-thinking sales strategists today, about how AI—specifically ChatGPT—can improve both the quality and quantity of media sales performance.

This episode gets tactical on exactly where ...

Adam Cadwallader, CEO of Motio is our returning guest on the show. Adam brings a unique perspective as a media sales leader and now as the CEO of an ASX-listed business with a national sales team. He’s got a strong POV on what separates great reps from good ones—and it all starts with the pipeline.

Connect with Adam on LinkedIn.

For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on...

Objections aren’t the enemy—they’re insight. In this episode, we’re joined by media executive and consultant Steve Hirst to challenge conventional thinking around objection handling.

We explore how to proactively dismantle objections before they show up, use better messaging to neutralize resistance, and reframe objections as powerful commercial signals.

If you’ve ever felt stuck following a script or li...

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...