Media Sales Mastery

There’s a problem that plagues sellers the world over, they’ve run out of reasons for a client to give them their time. Tegan Kirkby, founder of Marble Strategic Advisory, joins Jamie to unpack why “just checking in” has stopped working, how to turn data into a point of view a client actually values, and how to build a sales story strong enough to open the door and get you chosen.

Practical, tactical and bui...

Content and editorial are a core function within most media companies; and the ability to leverage content integration or editorial support for a client solution is extremely powerful. 

However, collaborating with content and editorial as a media sales professional requires a very specific approach.  

In the episode we chat with Jay Walkerden of Podshape to unpack how sellers can foster strong collaborative relationships wi...

Every media seller eventually faces a new market; a new territory, a new format like OTT or digital, or a whole new industry to sell into. The instinct is to bring the playbook that made you successful and run it again. It rarely works. In this episode, Jamie sits down with Omar Othman, CEO of SABCO Media and a 20-year media leader who has crossed from Dubai to Oman, from content to commercial, and from TV to OTT to digital and bey...

For years, local media has been positioned as “traditional” while tech platforms have claimed the future.

But what if we’ve been looking at it completely backwards?

In this episode of Media Sales Mastery, Jamie Wood sits down with Steve Jones, President of Stingray Radio, to unpack why local media may actually possess one of the most powerful competitive advantages in modern advertising.

This is not a conversation ab...

Stephanie Antonis returns to give frontline sellers an honest, unfiltered look at the Sales Director role – the senior sales leadership position that runs a media company’s entire commercial function. We unpack the reality versus the perception: what the job actually involves day to day, what’s genuinely required to get there, the blind spots that quietly hold good sellers back, and the personal sacrifices that co...

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...