Media Sales Mastery

What do we do when our livelihood depends on our ability to sell media without ever having set foot in the same room as our clients?

Emilie Davis of Linkedin joins us to discus this vital topic of selling media while working remotely.

We discuss best practice methodologies that Emilie has observed from media organisations she works with, the importance of engaging clients via their preferred communication channels, how to build rapport, meaningful touchpoints and differentiation when engaging your clients electronically and ultimately why an omnichannel approach to Media Sales delivers better outcomes irrespective of COVID restrictions.

Audio Quality: recorded remotely during COVID-19 lockdown

Contact Emilie Davis: [email protected]

Contact Jamie on LinkedIn

www.mediasalesmastery.com

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Richard Wentworth-Ping of Wentworth People joins us once again. We discuss the topic of “Getting the most from your support staff”. Richard covers off the importance of effective delegation in order to free salespeople up for revenue generating activities, Why setting expectations and managing to them is harder than you think and ultimately why accountability and ownership is absolutely critical when working with support staff.

We also cover off the importance of high leverage activities for Media Salespeople when working with support staff and why an early investment in time to build capability will continue to pay dividends over the long term.

Audio Quality: recorded remotely during COVID-19 lockdown.

Contact Richard on Linkedin

Contact Jamie on Linkedin

www.mediasalesmastery.com

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Andrea Ingham joins to discuss this important topic. A must listen irrespective of whether your career ambition is to master media sales, progress into sales leadership or transition into another area of the media industry. We cover off the importance of long-term career planning, self-directed learning against a set curriculum, seeking guidance and knowledge from multiple people; and ultimately why tenure in a position doesn’t necessarily ensure career progression.

Audio Quality: recorded remotely during COVID-19 lockdown

Contact Andrea on LinkedIn

Contact Jamie on LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

We’re joined by International Media Consultant, Chris Borain to cover off this important topic. A must listen for anyone selling media within a publicly listed or privately held media organisation. Chris helps you gain an understanding of the structures, departments, processes, systems and stakeholders that underpin all media business, provides context for why certain tensions in the sales process must exist and ultimately why a good commercial acumen and organisational awareness is key to thriving in a media sales position.

Contract Chris on LinkedIn

Contact Jamie on LinkedIn

Produced, mixed and edited by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter

More info at www.mediasalesmastery.com

In this episode we speak with Nick Randall around best practice when launching a new media product to market. We discuss how to arouse curiosity around a problem or need that an advertiser might not know they have yet. How to identify, select, target and engage clients that might need your new product offering. What the testing phase looks like and how to avoid a negative impact on revenue from distraction during these early stages. Ultimately we uncover that a focus on constant invention around your core proposition is the best approach to gaining a sustainable competitive advantage in media sales.

Contact Nick through LinkedIn.

Produced, mixed and edited by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter

More info at www.mediasalesmastery.com

Struggling with your revenue results, new business or client retention? Chances are you’ve stopped doing the brilliant basics well.

En-route to a media consultation assignment in Africa we’re joined by Ric Camilleri, Managing Director International at NRS Media and HoneyBadger.

Ric’s extensive experience in the global media consulting space underpins the subject matter for this very important topic “the brilliant basics of media sales”.

We cover off what the brilliant basics of media sales are, irrespective of what market you operate in around the world. We identify why Media Salespeople are so easily distracted from these tasks; and ultimately why the best performing Media Salespeople drive extraordinary results from a relentless focus on doing the ordinary things well.

Ric can be contracted through his LinkedIn or visit his website www.nrsmedia.com.

Produced, mixed and edited by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter

More info at www.mediasalesmastery.com

For anyone looking to up their E.Q. in the agency sales arena this is the episode for you.

We’re joined by Adam Hickey, Agency Director of Ikon Communications Brisbane. The start of a much broader conversation around the agency & publisher dynamic. In this episode we unpack 7 of the most frequently noted issues that agency staff encounter when interacting with Media Salespeople.

We cover off the philosophy that underpins an agencies success, how a misalignment in drivers and incentives can distract Media Salespeople from the common objective of client growth and ultimately why an awareness of “perception” vs “intent” is so vital to your professional reputation and quality of relationships.

Adam can be reached at LinkedIn

Edited, Hosted and Produced by Joanne Helder.

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Recorded on-site with voiceovers provided by Stevie-Leigh Batiste at Sounds Like Butter

For survey results please email [email protected]

Visit our website mediasalesmastery.com

SPECIAL EPISODE: We’re joined by Josh Busteed, Chief Commercial Officer of Arabian Radio Network (ARN).

Based in the United Arab Emirates, Josh leads a commercial sales organisation of 100 Media Professionals currently operating in the midst of COVID-19.

Josh shares his observations on the resulting impact of economic disruption on a media market, how his commercial strategy has had to quickly adapt to a marketplace which is changing daily; and ultimately how the foundational skills of solution selling are more relevant now than ever before.

A must listen for anyone operating in the Media Sales profession right now; Josh draws upon his extensive leadership experience to deliver key insights that will leave the audience with a sense of mental clarity, actionable tools and a renewed enthusiasm to overcome the headwinds of a weakened economy.

Contact Josh on LinkedIn

Contact Jamie on LinedIn

Recorded by Zuber Shaikh at ARN Studios, Media City, Dubai

Edited, Hosted and Produced by Joanne Helder.

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter

More info at www.mediasalesmastery.com

We’re joined by Julian Cole, an Aussie based in LA working as an independent consultant for brands and agencies. Specialising in communications planning & strategy consulting, Julian is also the author the extremely popular “Planning Dirty” newsletter.

In this episode we discuss the strategy / comms / media planning disciplines and processes, how a media salesperson can ask better questions to ascertain creative parameters on a brief and ultimately why more active sharing of information between creative, media and publishers will lead to better outcomes for all.

Julian can be reached through LinkedIn.

Whopper Example discussed during episode.

Produced, mixed and edited by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Voiceovers by Stevie-Leigh Batiste at Sounds Like Butter

More info at www.mediasalesmastery.com

International Media Consultant Cameron Plant joins us to discuss all things Sales Leadership.

We cover off the core remit of a Media Sales Manager, common errors that a new Sales Manager can make; and the key steps required to progress from Media Sales into a Sales Management position.

Get in touch with Cameron on LinkedIn.

Produced, mixed and edited by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

More info at www.mediasalesmastery.com