Why are there seemingly endless blogs, podcasts, trade publications and websites for marketing and advertising professionals, yet almost nothing for Media Sales Professionals?

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 leading media sales thought-leaders.

How to sell an idea!

Wade Kingsley of The Ideas Business joins to cover off the most common barriers to correctly articulating an idea to a client, how to define creative parameters on a brief, why the story of how you arrived at the idea is equally as important as the idea itself; and ultimately why the “challenge” and “approach” must be agreed to before an idea can be shared. Read More

Selling media while working remotely

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. Read More

Getting the most from your support staff

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. Read More

Accelerating your career growth

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. Read More

Understanding Media Organisations

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. Read More

The Brilliant Basics of Media Sales

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”. Read More

7 deadly sins of Agency Sales

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 specifically unpack 7 of the most frequently noted issues that agency staff encounter when interacting with Media Salespeople. Read More

Generating revenue in a weak economy

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. Read More

Media Strategy for Media Salespeople

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. Read More