Media Sales Mastery

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 stre...

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 foundatio...

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

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...

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 donyeamu...

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

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...

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 Ed...

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 sc...

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...

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

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 kno...

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 pre...

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 sub...

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 customis...

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 . Conn...

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...

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 tang...

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 co...

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...

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...

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 observ...

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 pa...

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...

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 winnin...