Episode notes
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…
Podcast
Media Sales Mastery
Jamie Wood · Business · English
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.
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S9 · E29 · 18 Jul 2025 · 50 min
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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…
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S9 · E28 · 4 Jul 2025 · 41 min
Selling a Challenger Brand
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…
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S9 · E27 · 20 Jun 2025 · 39 min
Deal Closing Discoveries
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…
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S9 · E26 · 5 Jun 2025 · 45 min
MedAI Sales Mastery
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 &…
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S9 · E25 · 23 May 2025 · 41 min
Pipeline Mastery
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
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S9 · E23 · 18 Apr 2025 · 42 min
Inside Business Media
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…
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S9 · E22 · 28 Feb 2025 · 28 min
Sales Team Adoption
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
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S9 · E21 · 14 Feb 2025 · 49 min
Selling Premium Media
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 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
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S9 · E20 · 31 Jan 2025 · 1 hr 9 min
Thriving Amidst Global Tech Dominance
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
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S9 · E19 · 17 Jan 2025 · 1 hr 2 min
The Ideas Drought
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…
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