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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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 onLinkedIn.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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