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 practical advice and support you need to excel in your media sales career.

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: https://www.linkedin.com/in/jamie-wood-1b824017/

More from Linda & Max Dragon here: https://maxdragon.technology/

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 an ideal week that reduces anxiety and creates clarity
• ​Use your calendar as a productivity system rather than a to-do list
• ​Time block effectively without damaging internal relationships
• ​Identify high-leverage activity versus low-return internal noise
• ​Push back professionally when everything feels urgent
• ​Work to completion and why quality is a productivity advantage

This episode is especially relevant for digital and media sellers working in response-heavy roles with constant internal demands.

If you feel busy but not selling, this episode is for you

Connect with Jamie on LinkedIn for office hours calls

Chapters

1. ​00:00 Introduction to Media Sales Mastery
2. ​00:41 Understanding Productivity in Media Sales
3. ​02:36 The Importance of Time Management
4. ​07:26 Building Your Ideal Week
5. ​13:42 Anchoring Your Day with Themes
6. ​18:06 Mastering Time Blocking
7. ​23:28 High Leverage vs Low Leverage Activities
8. ​24:08 The Epidemic of Busy Work
9. ​25:27 Setting a Time Budget
10. ​27:00 Empowering Sales Teams During COVID
11. ​29:47 Reframing Delegation
12. ​32:11 Work to Completion
13. ​38:36 Managing Your Manager
14. ​46:16 Conclusion and Future Topics

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 media in the modern landscape.

Expect practical insights on:

• ​The evolution of digital from “add-on” to “core”
• ​Simplifying the sell without oversimplifying the solution
• ​Managing internal tensions around legacy vs. emerging channels
• ​Developing a confident digital narrative as a frontline seller

James Bio:

I’m a senior commercial executive with over 15 years’ experience leading growth, transformation, and customer strategy across media, technology, and platform businesses in New Zealand, Australia, and the UK.

As Chief Commercial Officer at NZME, I held full P&L accountability for a $238M advertising portfolio and a 325-person team, leading the shift from legacy advertising models to multi-platform, data-led revenue solutions.

Across my career, I’ve delivered sustained commercial growth by combining strategic clarity with operational precision — launching new digital revenue streams, building high-performing teams, and driving measurable market share gains in highly disrupted environments.

Today, through Old Butcher Holdings Ltd, I’m applying that experience to a broader investment and operating platform spanning media, data, and technology-enabled ventures. I also co-lead NZ Optics, a respected B2B media brand serving the Australasian ophthalmic sector, where we’re modernising operations, expanding digital reach, and unlocking new growth opportunities.

I’m passionate about helping businesses evolve — whether through leadership, transformation, or partnership — and remain open to collaboration and executive opportunities where growth, strategy, and innovation intersect.

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 around flexibility and managing performance, providing valuable tips for both leaders and team members in a hybrid environment.

00:00 Introduction and Personal Updates

03:12 The Impact of Work from Home

09:11 Collaboration and Communication in Hybrid Teams

11:46 Thriving in a Hybrid Environment

14:52 Tactical Approaches for Sales Teams

17:43 Balancing In-Office and Remote Work

20:22 The Cost of Flexibility

25:57 Building Culture in a Remote World

31:52 Navigating Work-from-Home Dynamics

37:05 Maximising Performance in Hybrid Work Environments

45:12 Building Relationships in a Remote World

55:55 Creating a Culture of Flexibility and Communication

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 examples, this episode is your tactical guide to handling the awkward, political, stressful, and uncomfortable moments that every media sales professional encounters—but few feel equipped to confront.

If you’ve ever thought, “How do I deal with this without making it worse?”—this one’s for you.

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 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 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

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 with insights for media sellers working within independent, niche, or rapidly scaling media organisations.

Connect with Jacqui 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 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 show, connect with Jamie on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Edited, Hosted and Produced by ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Joanne Helder⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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 & outreach—how to use ChatGPT to unlock new opportunities
• Prepping for meetings & objections using AI
• AI in deal negotiation & contract closing

Expect practical takeaways you can apply to your role immediately!

• Connect with Jake on LinkedIn.skaled.com
• AI Powered Seller podcast
• Grab a copy of The Innovative Seller
• Join our FREE Innovative Seller Newsletter
• Access the Innovative Seller Resource Center

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