Media Sales Mastery

By Jamie WoodBusiness Marketing

Media Sales Mastery episodes

September 06, 2021 Effective Sales Planning
Sales planning is one of the more underdeveloped skills of many media sales professionals; there are many reasons for this;
The sales plan is a rigid document that's supplied by the business and is more about capturing forecast information that being a plan for the salesperson
Salespeople completely over-estimate what they can feasibly achieve and fill the plan with far too initiatives
One or two key components of the plan might be missing entirely - very dangerous
As mike Tyson famously said, everyone has a plan until they get punched in the face. Media Sales can often throw up unforeseen obstacles or opportunities that immediately take priority over the activities laid out in the plan
Neil Petch, Chairman at Virtugroup joins from the UAE to unpack this topic.
About Neil:
As the Founder and Chairman of Virtuzone, I work closely with over 300 entrepreneurs and startups monthly in building their businesses in the UAE. Since founding Virtuzone over 12 years ago, we have grown it to become the largest, fastest-growing and best-known setup operator in the Middle East, establishing more than 45,000 businesses to date.
As the Chairman of the holding company, Virtugroup, I also hold an executive leadership role at Next Generation Equity, a citizenship-by-investment firm.
Prior to Virtuzone, I helped establish ITP, the largest media publishing house in the Gulf, and grew its people from two to 600 employees. During my time at ITP, I spearheaded the launch of over 60 digital and print titles, such as Time Out, Harper's Bazaar and Arabian Business.
I have also previously served as the Managing Director of ENG Media and launched the Coast FM radio station, along with numerous magazines, such as MediaWeek. For the last 7 years, I have also held the role of Chairman at GMG, the world's first interbank financial brokerage based in Dubai, with offices in DIFC and London.
Having lived in over a dozen countries and with a career spanning over 25 years in the UAE, I have developed an astute cultural insight with fresh thinking, which allows me to leverage my business experience and intuition to help entrepreneurs bring their ideas to life and transform their aspirations into success stories.
As a strong advocate of public-private collaboration, I have assumed the role of Task Force Member of The Advisory Council, a coalition of key decision-makers and prominent movers of the UAE business landscape, led by EMIR and the Ministry of Economy.
I am also a co-host of Starting Up with Virtuzone, the UAE's first ever radio show for entrepreneurs, startups and SMEs, as well as a regular speaker, panellist and economic commentator, specialising in the SME sector.
Connect with Neil on LinkedIn
Connect with Jamie on LinkedIn
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
40 min
August 14, 2021 Generating Quick Revenue
Gary Stroebel CEO of Namibia Future Media Holdings joins as our expert guest on the topic of generating quick revenue.
Maybe you’re trailing behind budget and need a sugar hit of revenue to get you into an acceptable range, perhaps you’re getting some pressure from your sales manager to build out your pipeline, did you lose a big deal and have a big hole to fill? Or maybe it’s the best of these scenarios…. There’s a team incentive or stretch goal that you’re striving to hit, and time is running out.
Big disclaimer here is that this short-term tactical approach to selling is not a sustainable long-term sales approach. It’s to be used sparingly and selectively during times where it’s appropriate.
Connect with Gary on Linkedin
Namibia Future Media Holdings
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
45 min
July 30, 2021 The Pitch Economy
On any given week there are a few million dollars of advertising revenue briefed out to market. The winning suppliers are often the ones who are “built for pitch”. At it’s core being built for pitch is about quality thinking, turned around quickly and packaged to be easily on-presented.
Andrew “Bag” Sidwell is the pioneer of this particular methodology and joins to unpack not only the concept, but also what it means in a changing context.
Connect with Bag on Linkedin and his website www.bagsbrain.com.
AANA & MFA pitching code
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
1 hr 6 min
June 21, 2021 Listeners on the Loose!
In this final episode of the season we hear from you, the listening audience!
We cover 3 different questions from Media Salespeople around the world and provide some advice to help them tackle those issues.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
17 min
June 07, 2021 Selling Audience Vs Inventory
In Media Sales we invest a lot of time in learning our products. We pour through sales collateral and product training sessions, learn the processes and systems to get a campaign live, have a deep knowledge of the different pieces of inventory at our disposal, review the rate cards, seek out the differentiators that make our products superior to our competitors and so on.
Whilst a deep product knowledge is extremely advantageous in our profession, a common trap that we can fall into is over-estimating just how important this information is to our clients.
Whilst there are always exceptions to the rule, Media Sales at its core is about connecting an advertiser’s brand with your audience in a way that makes perfect sense; mostly in the pursuit of growing the client’s brand & business.
Our returning guest today is Adam Hickey; a career agency leader, most recently Adam was the Agency Director of Ikon Brisbane.
Adam’s experience working agency side offers an interesting perspective – not only by sharing insight into what brands and marketers are seeking; but also from dealing first hand with Media Sales Professionals across multiple publishers.
Connect with Adam on Linkedin
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
46 min
May 22, 2021 Constructing a Killer Pitch
The Pitch!
Whether it’s pitching a multi-million broadcast dollar agreement to a boardroom of various stakeholders or presenting to a small business owner at a café – Pitching your solution correctly is a critical step in the media sales process.
Adam Furness, MD of Impact, Asia Pacific, joins as our expert guest.
Adam covers off a number of best practice pitching frameworks, the importance of preparation and ultimately why a true pitch isn’t just limited to a single presentation.
Connect with Adam on LinkedIn.
Learn more about Impact: www.impact.com
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
37 min
May 09, 2021 Live from Radiodays Asia
In this episode we re-broadcast Jamie’s keynote speech from Radiodays Asia titled “Digital Media Sales Mastery: Nailing the integrated sell”.
video version here:
https://vimeo.com/527237585
Whilst delivered to a radio industry event, the approach and practices are very easily translated to any traditional publisher looking to better commercialise their digital assets.
We also tackle a listener submitted question and give a sneak peak into some upcoming episodes.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
22 min
April 11, 2021 Persuasive Sales Proposals
Michelle Pitt of Realizer joins us to discuss this important topic.
You could have the best client relationship, product, audience, solution, or price in the market – but if your proposal fails to capture and articulate this story correctly, you will likely not secure the deal.
In this episode we unpack the elements of best practice sales proposals including length, structure, content and customisation. Michelle discusses common pitfalls of sales proposals and how they can be corrected, and ultimately, why a “less is more” approach to sales proposals is the key to increasing their effectiveness.
Connect with Michelle on Linkedin.
Find out more about Realizer at www.realizer.com.au.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
48 min
March 28, 2021 Re-Defining Solution Sales
Mary Grothe – CEO of House of Revenue joins from Denver, Colorado.
We unpack the topic of Solution-sales and how it has evolved, where it needs to be adapted to fit the new trading environment, what fundamentals remain unchanged; and ultimately why an evolving marketplace requires a continual shift in selling styles and approaches.
Connect with Mary on LinkedIn and at www.houseofrevenue.com.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
50 min
March 14, 2021 Interrogating the Brief
Strategy Consultant / Trainer Julian Cole joins us once again to cover off this important topic.
In Media Sales, particularly within the agency side of media sales, a brief represents the first critical stage in a potential revenue opportunity.
The ability to review a brief thoughtfully, to understand, to extract key pieces of information and then translate that brief into your own media solution is a critical skillset. It takes time and practice to develop but pays massive dividends when done right.
Follow @byjuliancole on Instagram.
Connect with Jamie on LinkedIn
www.mediasalesmastery.com
Edited, Hosted and Produced by Joanne Helder
Music by Donyea Goodman at donyeamusic.biz/onlinestore
51 min