Media Sales Mastery

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 awkward and unspoken dynamics that rarely get said out loud, and ultimately try to arm listeners with some concrete insights and frameworks they can take away and apply immediately in order to gain an edge.  

John JD" Dawson Linkedin here:

https://www.linkedin.com/in/john-dawson-2b653418b/⁠

Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/

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

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 conversations in a meaningful way.

In this episode, Jamie Wood sits down with Leigh Lavery, GM of Growth Distillery at News Corp, to unpack how media sales professionals can turn audience research into a true commercial advantage.

From simple ways to embed insights into everyday conversations, to reframing value beyond reach and CPM, this episode is packed with practical tactics to help you sell smarter using data.

Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/

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 Sales Mastery, we’re tryingsomething a little different.

Ahead of the recording, a number of agency professionals were invited to submit completely anonymous “confessions”—unfiltered thoughts about what they wish media salespeople truly understood about how agencieswork, how decisions get made, and what actually frustrates them when dealing with sellers.

These aren’t polished answers or PR-friendly statements. They’re the kind of things agency people normally only say behind closed doors.

Joining me to unpack them in real time is Adele Gibb,Managing Director of Carat South Australia. Together, we’llread through these anonymous confessions and discuss what they reveal about the real dynamics between agencies and media sales teams.

Some of them are funny.

Some are uncomfortable.

And some might challenge the way media sellers think about their role entirely.

If you work in media sales and have ever wondered what agency buyersreally think but rarely say out loud, this episode is for you.

Expect honest conversation, practical insights, and a few uncomfortable truths that might just make you a better seller.

Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/

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 crisis within a media business, using the very publicised Kyle and Jackie o show fallout as a real time case study.

Jamie also covers two listener questions from people facing similar unplanned / unexpected situations that impact reputation, relationship and revenue.

Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/

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 episode of Media Sales Mastery, Jamie Wood breaks down the real role of AI in media sales and explains why sellers cannot afford to leave AI adoption to IT teams, leadership, or generic tools designed by people who do not sell.

Building directly from the previous episode Busy But Not Selling, this episode introduces a powerful way of thinking about AI as seller-owned leverage rather than automation.

Using a left-brain / right-brain model of media sales, Jamie walks through real, day-in-the-life examples of how ChatGPT can reduce friction, improve decision quality, and free sellers to spend more time in the parts of the role where human judgment actually matters.

This episode does not teach tactics or demo tools.

It sets the foundation for what comes next.

Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/

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.