Media Sales Mastery

Relationship management is something of a catch-all expression and can mean many things to many people.  In the context of media sales we often think of relationships as simply having a great rapport.  Relationship management extends well beyond just getting along with a client, It’s actually all-encompassing and is about being the connective tissue between your media publisher and the client’s business.

John Dawson, Advertising Trainer from Seven West Media joins to unpack this one.

Connect with JD on Linkedin

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Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether you work in legacy media like print, tv, radio;

or digital, trade or event based media ….it’s very likely that you sell more than just a single medium or product.

Selling multi-platform media solutions is an increasing challenge and opportunity for the industry.

Get it wrong and you can quickly find yourself missing revenue opportunities, burning client relationships, spending a lot of time on unfocused and low-return activities.

If you can get it right, the opportunity to future-proof your career and offer a richer and more robust media solution for your clients is immense.

Our guest today is Helen Coston of Inktop, a specialist media sales training and consultancy agency that helps publishers and media sales teams achieve their commercial ambitions.

Connect with Helen on Linkedin

More from Inktop

Inktop blog

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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Roy Hawker of Hawker Media joins to discuss refining your sales process.

Whether you’re selling media direct to SME’s or via an agency to a big multi-national corporation, having a clean and consistent sales process is non-negotiable.

If you want to grow your customer base, if you want to improve the quality of your work (and in turn, your win rate), if you want to build campaigns that really generate a return on investment for your advertisers, if you want to minimise your anxiety when workloads get higher; You need a repeatable sales process.

Connect with Roy on Linkedin

More from Roy & Hawker Media:

www.hawker-media.com

www.inboundmediasales.com

www.advertiserflightclub.com

Find the book “fun is a serious business”.

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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Special episode:  Covering 4 listener questions submitted via 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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

The best media sales professionals understand that their primary objective isn’t to sell advertising, it’s to create engaging advertising campaigns that speak to an audience and deliver a return for their advertisers.  The ability to balance the needs of an advertiser and an audience in equal measure is critical to this. Our guest is Andy Procopis, national head of campaign design and delivery for ARN.  Andy is a former colleague of mine, one of my favourite people to collaborate with and an expert in connecting the commercial and content sides of a media business. 

Connect with Andy 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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Virtual selling is here to stay. Dave Roddick of Kinzler joins to unpack the new world of hybrid work and hybrid selling. 

Connect with Dave on Linkedin

Find out more about Kinzler at  www.kinzler.com.au

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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether it’s a piece of artwork, a video, a piece of audio, a logo or a full suite of creative assets for a client campaign, getting really good at writing creative briefs is a skill that will pay dividends. Julian Cole returns to the podcast to break this down. 

For a special 25% discount on the strategy finishing school click the following link:  courses.strategyfinishingschool.com/master-course?coupon=MSM 

Connect with Julian 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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

One of the great contradictions of Media Sales is the idea that people who are good talkers naturally make great salespeople; The “gift of the gab” is a popular Australian expression we use to describe this.

Being a great talker is helpful, but it’s actually the complete opposite that really matters; the ability to not talk too much, and instead ask questions and listen.

Our guest is Stephen Pead. Stephen is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management.

Connect with Stephen 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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

The 10 Commandments of Direct Media Sales

Direct Media Sales can be one of the most rewarding and exciting areas to work in media,  fail to follow a clear playbook however, and it can quite quickly become hell!

Tony Prentice COO/CRO of Mamamia joins to unpack this unique take on the Direct Sales discipline

Connect with Tony on Linkedin

Learn more about Mamamia at www.mamamia.com.au

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

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether it’s a client who dislikes your channel, audience, brand, content or personalities; Client media bias can make an already difficult job even more challenging.

Nat Harvey, National Sales Director of Seven West Media and Chair of ThinkTV Australia joins to unpack this often unspoken facet of media sales.

Follow Nat 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

Music by Donyea Goodman at donyeamusic.biz/onlinestore