Media Sales Mastery

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 Pe...

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 barr...

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 commu...

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 w...

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 w...

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...

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 di...

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 topi...

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 t...

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 ada...

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...

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 do...

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 Proposa...

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 i...

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...

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 th...

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 Sou...

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...

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 a...

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 insta...

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 Goodm...

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 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 Hel...

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...