PODCAST · business
Media Sales Mastery
by Jamie Wood
Media Sales Mastery exists to help you survive and thrive in the media sales industry.In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
Episodes
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Earn the Meeting
There’s a problem that plagues sellers the world over, they’ve run out of reasons for a client to give them their time. Tegan Kirkby, founder of Marble Strategic Advisory, joins Jamie to unpack why “just checking in” has stopped working, how to turn data into a point of view a client actually...
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Bonus: The oOh! Origin Story with Brendon Cook
Brendon Cook shares the origin story of founding Australia’s largest and most successful out of home company. Check out The Out of Home Advantage for the full interview. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's LinkedIn:...
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The Out of Home Advantage
In this new series we explore different media verticals and some of the specific nuances of selling them. First off we have OOH with the father of out of home in Australia (and beyond) Mr Brendon Cook. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's...
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Claude for Media Sales
In this episode we get practical and tactical on how to leverage Claude Co-Work as a media sales professional. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
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Q4 and The Quarter Hour
Quick update from Jamie on all things Q4 ahead of his trip to Jakarta to present at RadioDays Asia. Plus a re-broadcast of a recent interview on the Quarter Hour Podcast. Link to Jamie's radio days sessions here: https://radiodaysasia.com/programme-2025/ The Quarter Hour Podcast:...
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Working with Content & Editorial
Content and editorial are a core function within most media companies; and the ability to leverage content integration or editorial support for a client solution is extremely powerful. However, collaborating with content and editorial as a media sales professional requires a very specific…
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Selling in a New Market
Every media seller eventually faces a new market; a new territory, a new format like OTT or digital, or a whole new industry to sell into. The instinct is to bring the playbook that made you successful and run it again. It rarely works. In this episode, Jamie sits down with Omar Othman, CEO of...
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Local Media Matters
For years, local media has been positioned as “traditional” while tech platforms have claimed the future. But what if we’ve been looking at it completely backwards? In this episode of Media Sales Mastery, Jamie Wood sits down with Steve Jones, President of Stingray Radio, to unpack why local…
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The Direct Path to Sales Director
Stephanie Antonis returns to give frontline sellers an honest, unfiltered look at the Sales Director role – the senior sales leadership position that runs a media company’s entire commercial function. We unpack the reality versus the perception: what the job actually involves day to day, what’s...
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Planning to win
Alex Hobbs of MiQ joins to talk effective sales planning. i.e - The kind of individual, tactical planning that helps media sellers hit target, stay focused, and adapt when things change. Guest LinkedIn: https://www.linkedin.com/in/alex-hobbs-ba15057b/ Connect with Jamie on LinkedIn:...
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The Commercial Relationship Playbook
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...
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Relationship Management Revisited
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/
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From Research to Revenue
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…
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Anonymous agency confessions
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...
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When Sh!t Hits the Fan
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....
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AI for Media Sellers
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...
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Media Sales Mastery: Trailer
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,...
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The Negotiation Ecosystem
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…
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Busy But Not Selling?
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...
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Digi Know?
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…
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WFH WTF?
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...
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Dealing With The Tough Stuff
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...
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Nailing Post-Sales Service
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...
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Selling a Challenger Brand
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...
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Deal Closing Discoveries
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…
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MedAI Sales Mastery
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...
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Pipeline Mastery
Adam Cadwallader, CEO of Motio is our returning guest on the show. Adam brings a unique perspective as a media sales leader and now as the CEO of an ASX-listed business with a national sales team. He’s got a strong POV on what separates great reps from good ones—and it all starts with the…
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The Objection Advantage
Objections aren’t the enemy—they’re insight. In this episode, we’re joined by media executive and consultant Steve Hirst to challenge conventional thinking around objection handling. We explore how to proactively dismantle objections before they show up, use better messaging to neutralize...
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Inside Business Media
Deeon Mladin, Head of Sales APAC at Octomedia, joins Media Sales Mastery to deliver the definitive guide to selling business / trade media. In a world where most media sales revolve around mass audiences and B2C advertising, selling to industries, professionals, and niche business audiences...
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Sales Team Adoption
Need to roll out a new product, process, initiative or business rule to the sales team? Jamie covers off 4 key pillars of effectively managing sales team adoption. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on...
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Selling Premium Media
Stephanie Antonis, Director of commercial engagement – Forbes Australia, joins to discuss the strategies, challenges, and nuances of selling premium media. From identifying the right clients to maintaining brand prestige amidst market pressures, Stephanie shares insights for thriving in this...
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Thriving Amidst Global Tech Dominance
Brian Gallagher, former Chief Sales Officer of Southern Cross Austereo and Chairperson of Boomtown, joins to explore the challenges and strategies for selling traditional media in a market dominated by global tech platforms. The AI POWERED SELLER PODCAST www.boomtown.com.au For exclusive content...
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The Ideas Drought
Wade Kingsley, founder of The Ideas Business, returns to unpack a critical issue affecting advertising markets – the devaluation of creativity in soft, commoditized markets. We explore why innovation and idea-led solutions take a backseat during price- driven periods, how this impacts the…
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The Lost Art Of Cold Calling
A re-broadcast of Jamie’s appearance on the Sales Reinvented Podcast where he unpacks the world of best practice cold calling. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited, Hosted...
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Prospecting Masterclass
Edd Hayer CEO of Prospector joins to unpack the world of media sales prospecting. Contact Prospector on 1300 736 447 to discover how you can increase ROI and sell more effectively. Follow Edd on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie…
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Revenue Winning Thinking
Jamie covers off the 4 C framework of revenue winning thinking. 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
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Dark Arts: Internal Politics Pt 2
Rob Atkinsons joins once again to unpack the world of internal politics. Book: Buy back your time by Dan Martell Follow Rob on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited,...
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Dark Arts: Internal Politics
Rob Atkinson joins to explore the world of internal politics. Follow Rob 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...
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Brief to Pitch pt 2
Lena Rapley returns to unpack brief to pitch workflows. Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process. For exclusive content and a chance to pick the...
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Brief to Pitch
Lena Rapley joins to unpack brief to pitch workflows. Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process. For exclusive content and a chance to pick the…
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Mastering sales messaging pt 2
Our returning guest, Will Aitken joins to unpack sales messaging. Check out Will here. Check out Will’s sales course here. Connect with Will on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on...
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Precision Prospecting Pt 2
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.
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Mastering sales messaging
Will Aitkin joins from Halifax, Nova Scotia to unpack the world of sales messaging. Check out Will here. Check out Will’s sales course here. Connect with Will on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on...
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Precision Prospecting
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited,...
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Post-Pandemic Presentations
Our Guest is Nick Efstathiou, CEO of Central Media Group South Africa. Follow Nick 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...
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Power Scripts
In this episode we cover off a range of listener questions and provide some real time examples of how to respond / communicate through. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited, Hosted and...
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Product vs Proposition
Adam Cadwallader, CEO of Motio joins to unpack the vital difference between a media product and a media proposition. About Motio: www.motio.com.au/about/ Follow Adam on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on...
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Unearthing Killer Insights
Janelle Shinners – head of client engagement at VML is our returning guest. This is a follow up to one of the first podcast episodes we ever did – titled “data tells, insight sells”. Follow Janelle on LinkedIn For exclusive content and a chance to pick the topic and guide the show, connect with...
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Nailing an ideal week
Follow Amjad 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
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4 years of the podcast
We rebroadcast an interview from 2019 where Jamie was interviewed ahead of the launch of Media Sales Mastery. 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...
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ABOUT THIS SHOW
Media Sales Mastery exists to help you survive and thrive in the media sales industry.In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
HOSTED BY
Jamie Wood
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Frequently Asked Questions
How many episodes does Media Sales Mastery have?
Media Sales Mastery currently has 131 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Media Sales Mastery about?
Media Sales Mastery exists to help you survive and thrive in the media sales industry.In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
How often does Media Sales Mastery release new episodes?
Media Sales Mastery publishes regularly with 131 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Media Sales Mastery?
You can listen to Media Sales Mastery on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Media Sales Mastery?
Media Sales Mastery is created and hosted by Jamie Wood.
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