All Episodes
Media Sales Mastery — 127 episodes
Q4 and The Quarter Hour
Working with Content & Editorial
Selling in a New Market
Local Media Matters
The Direct Path to Sales Director
Planning to win
The Commercial Relationship Playbook
Relationship Management Revisited
From Research to Revenue
Anonymous agency confessions
When Sh!t Hits the Fan
AI for Media Sellers
Media Sales Mastery: Trailer
The Negotiation Ecosystem
Busy But Not Selling?
Digi Know?
WFH WTF?
Dealing With The Tough Stuff
Nailing Post-Sales Service
Selling a Challenger Brand
Deal Closing Discoveries
MedAI Sales Mastery
Pipeline Mastery
The Objection Advantage
Inside Business Media
Sales Team Adoption
Selling Premium Media
Thriving Amidst Global Tech Dominance
The Ideas Drought
The Lost Art Of Cold Calling
Prospecting Masterclass
Revenue Winning Thinking
Dark Arts: Internal Politics Pt 2
Dark Arts: Internal Politics
Brief to Pitch pt 2
Brief to Pitch
Mastering sales messaging pt 2
Precision Prospecting Pt 2
Mastering sales messaging
Precision Prospecting
Post-Pandemic Presentations
Power Scripts
Product vs Proposition
Unearthing Killer Insights
Nailing an ideal week
4 years of the podcast
Less is more in 2024
Pricing Power Plays
Ethical Dilemmas
Selling in a downturn
Selling Niche Audiences
Creating a sales strategy
Moving the market
Creating winning presentations
Upping your “internal” sales game
Selling media to small business
Subjective Value: Avoiding a race to the bottom
Unpacking media agencies
Cracking the sales management code
Practical & Tactical
Simplifying the complex sale
Crafting Killer Creative
Live coaching session
Recession-proof selling
Sales E.Q.
Fanatical forecasting
Relationship Management Masterclass
Selling multi-platform media
Refining your sales process
Linkedin live Q&A
Serving audiences AND advertisers
Virtual selling masterclass
Writing great creative briefs
Quality client questioning
10 Commandments of Direct Sales
Overcoming client media bias
Salvaging a bad brief
Sell the dish, not the ingredients
Unlocking Competitive Advantage
Media Sales Unmade!
I can't ask my sales manager that!
Media Sales Mindset
Addressing Poor Client Behaviour
Generating New Revenues
The Next 10 Questions
Understanding How Clients Buy
Generating Quick Revenue
The Pitch Economy
Listeners on the Loose!
Selling Audience Vs Inventory
Constructing a Killer Pitch
Live from Radiodays Asia
Persuasive Sales Proposals
Re-Defining Solution Sales
Interrogating the Brief
Selling Sponsorship Opportunities
Resolving Client Issues
I can't ask my Sales Manager that 2
Building Better Business Acumen
Supporting the Buying Committee
Getting the Appointment
Target Client Identification
Beating the Competition
I can't ask my sales manager that!
How to sell an idea!
Selling media while working remotely
Getting the most from your support staff
Accelerating your career growth
Understanding Media Organisations
Launching a new product
The Brilliant Basics of Media Sales
7 deadly sins of Agency Sales
Generating revenue in a weak economy
Media Strategy for Media Salespeople
Getting the most from your sales leader
Creating Killer Sales Proposals
Contract Negotiation Masterclass
Campaign failed, now what?
Overcoming Organisational Politics
Packaging Your Inventory
Creativity and idea generation
Pitching & Presenting
Data Tells, Insight Sells
Qualifying the Revenue Opportunity
Fast-Tracking Your Product Knowledge
Targeting Relevant Advertisers
Media Sales, Expectation Vs Reality