Media Sales Mastery exists to help you survive and thrive in the media sales industry.
In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
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 built for any seller who wants a better answer to the question every client is silently asking: “Why should I meet with youagain?” Connect with Jamie on LinkedIn…
Brendon Cook shares the origin story of founding Australia’s largest and most successful out of home company. Check out The Out of Home Advantage for the full interview. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's LinkedIn: https://www.linkedin.com/in/brendon-cook/
In this new series we explore different media verticals and some of the specific nuances of selling them. First off we have OOH with the father of out of home in Australia (and beyond) Mr Brendon Cook. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's LinkedIn: https://www.linkedin.com/in/brendon-cook/
In this episode we get practical and tactical on how to leverage Claude Co-Work as a media sales professional. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
Quick update from Jamie on all things Q4 ahead of his trip to Jakarta to present at RadioDays Asia. Plus a re-broadcast of a recent interview on the Quarter Hour Podcast. Link to Jamie's radio days sessions here: https://radiodaysasia.com/programme-2025/ The Quarter Hour Podcast: https://www.thequarterhour.com/ Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
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 with content provision, some of the hidden challenges to be mindful of going into these discussions and ultimately how to sell more and better by leveraging this powerful sales…
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 beyond. We cover how to read an unfamiliar buyer, what transfers and what doesn’t, how to rebuild credibility from zero, and the practical moves any seller or sales…
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 about regulation or nostalgia. It’s about value. If local radio was invented tomorrow, advertisers would immediately recognise the unique things it can do that global tech…
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 come with the climb. Less hype, more honesty – a practical picture of the role for anyone aiming at it. Jamie Wood Linkedin: https://www.linkedin.com/in/jamie-wood-1b824017/ Stephanie…
Alex Hobbs of MiQ joins to talk effective sales planning. i.e - The kind of individual, tactical planning that helps media sellers hit target, stay focused, and adapt when things change. Guest LinkedIn: https://www.linkedin.com/in/alex-hobbs-ba15057b/ Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
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: https://www.linkedin.com/in/john-dawson-2b653418b/ Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
We revisit the most listened to episode of Media Sales Mastery: Relationship Management Masterclass ahead of an upcoming episode on commercial relationship management. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
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 insights into everyday conversations, to reframing value beyond reach and CPM, this episode is packed with practical tactics to help you sell smarter using data.…
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 salespeople truly understood about how agencieswork, how decisions get made, and what actually frustrates them when dealing with sellers. These aren’t polished answers or PR-friendly statements.…
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 revenue. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
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 previous episode Busy But Not Selling , this episode introduces a powerful way of thinking about AI as seller-owned leverage rather than automation. Using a…
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 negotiating and pricing to managing relationships and navigating internal politics, Jamie shares his expertise and experiences to help you thrive. Tune in and get the…
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 forces at play in a complex media negotiation; and walk away with practical moves to win more often, this is your episode. Connect with Jamie on LinkedIn:…
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 breaks down how top-performing sellers think about time, focus, and execution in high-interruption sales environments. In this episode, you will learn how to Design…
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 streams and protecting core business models. Together, Jamie and James unpack how to simplify complex solutions, balance competing priorities, and evolve the way we position…
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 salespeople This episode offers philosophical insights and practical advice for media sales professionals navigating this new terrain. They also tackle the controversies…
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, addressing toxic behaviour from top performers, and coaching emotionally high-maintenance high achievers. Packed with practical scripts, mindset shifts, and real-world…
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 done. From setting up flawless execution to protecting campaign performance, this is a tactical guide to what happens after the brief is won. Connect with Taz on…
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, command greater share of spend, and have expansive resources. From navigating entrenched buying frameworks to finding your voice inside a crowded agency, this conversation is packed…
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 deals. If you’ve ever left a client meeting thinking “Did I actually get what I needed?”—this one’s for you. For exclusive content and a chance to pick the topic and guide the…
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 AI can deliver the biggest return on investment for media sellers, including: Using ChatGPT as a media sales training tool How AI can improve client research & insights Prospecting &…
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 LinkedIn . Edited, Hosted and Produced by Joanne Helder
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 like you’re fighting your client instead of selling to them, this episode will rewire your thinking—and your results. www.mediastreetconsulting.com For exclusive content and a chance to pick…
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…
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
About Media Sales Mastery
Media Sales Mastery exists to help you survive and thrive in the media sales industry.
In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
Media Sales Mastery is a English business podcast from Jamie Wood. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.
The Melo app keeps playing with the screen off, works in the car and on your watch, wakes you to your station, and browses the whole catalogue offline. Free, no ads, no account.
