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.
Latest episodes
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44 min
Old Playbook, New Sellers
There’s a gap opening up in sales teams everywhere. Leaders are coaching the way they were coached, “get out to market, pick up the phone, do more activity”, and a new generation o…
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41 min
Earn the Meeting
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 Ja…
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5 min
Bonus: The oOh! Origin Story with Brendon Cook
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 wit…
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50 min
The Out of Home Advantage
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 bey…
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27 min
Claude for Media Sales
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-woo…
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20 min
Q4 and The Quarter Hour
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 Ja…
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41 min
Working with Content & Editorial
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 power…
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37 min
Selling in a New Market
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 tha…
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41 min
Local Media Matters
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 o…
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43 min
The Direct Path to Sales Director
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…
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46 min
Planning to win
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 c…
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46 min
The Commercial Relationship Playbook
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 awkw…
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41 min
Relationship Management Revisited
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…
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52 min
From Research to Revenue
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 conv…
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1 h 05
Anonymous agency confessions
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 Sale…
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36 min
When Sh!t Hits the Fan
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 cri…
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32 min
AI for Media Sellers
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 e…
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4 min
Media Sales Mastery: Trailer
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 lea…
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1 h 01
The Negotiation Ecosystem
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 se…
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50 min
Busy But Not Selling?
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 im…