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.

Contract Negotiation Masterclass

In the weeks episode we conduct our first Masterclass on Contract Negotiation. We are joined by Gavin McInnes and Liam Loan-Lack; both experienced commercial negotiators and experts on best practice contract negotiation. We cover off the fundamentals of a good negotiation, explore the approach required to reach an agreement when certain terms or provisions are contentious and ultimately why it’s important to negotiate with the view that you’ll be doing long-term business with the other party. Read More

Campaign failed, now what?

So you’ve just sold a media campaign that has failed to meet the clients expectations. Why did this happen? What can you do to rescue it? How do you ensure this is avoided in the future? Episode guest is David Hefter of Hefter Consulting www.hefterconsulting.com.au who joins us fresh from a media consulting assignment in Ethiopia. Read More

Overcoming Organisational Politics

In this episode we cover off the important topic of Overcoming Organisational Politics; both within our own businesses and within the companies we are selling into. Our guest Richard Wentworth Ping of Wentworth People provides an overview of the techniques required to resolve workplace conflict, hold internal stakeholders accountable and ultimately how to gain buy-in from key decision makers in the selling and buying process. Read More

Packaging Your Inventory

In this episode we speak with Jo Gierke, Regional Director for USA & Canada at Boost Media. Jo covers off the importance of putting the client at the centre your product strategy, Best practice for leveraging your entire asset base to create a strong value proposition and ultimately why a diverse product mix offers a greater opportunity to serve clients. Read More

Creativity and idea generation

In this episode we are speaking creativity and idea generation with Terry Webb; an Adelaide based career media creative. Terry draws on his extensive experience across television presenting, comedy writing, content production, creative event design and commercial solutions. Terry shares his view on setting a brainstorm up for success, managing different stakeholders in the creative process and why linking creative solutions back to client outcomes is vitally important. Read More

Pitching & Presenting

In this episode we speak with Bradford Power, Owner & Director of “Switch on your sales” an international training organisation. Brad is a presentation skills trainer, in-demand corporate presenter and international keynote speaker. In this episode we discuss some of the reasons why even confident and experienced salespeople are still intimidated by presenting. We cover off the importance of authenticity, adapting styles based on different scenarios and ultimately how to present in order to persuade. Read More

Data Tells, Insight Sells

In this episode we speak with Janelle Shinners, Business Strategy Director at Ikon Communications. We unpack the vital role of audience insights within the media sales process; outline the difference between data, observations and true insight; and also discuss how a quality insight can assist a media salesperson to formulate and validate a solution. Finally, Janelle provides suggestions for instantly applicable techniques that can support the generation of better insights; even with scarce resources. Read More

Qualifying the Revenue Opportunity

Alex Whitlock, Director of Momentum Media joins us once again. In this episode we discuss the importance setting the agenda in a client meeting, lining up the opportunity and ensuring that every client meeting result in a qualified commitment to seriously consider an opportunity. Read More

Fast-Tracking Your Product Knowledge

In this episode we speak with Steve Smith, co-founder and Director of Entertainment Strategy Group, an international media and entertainment consultancy. Steve draws upon his extensive international leadership experience and provides examples of best practice from his previous position as Chief Operating Officer of the Arabian Radio Network; one of the leading broadcast and digital media companies in the Middle East. Ultimately this episode equips media salespeople with techniques to quickly familiarise themselves with their product mix so they can represent it in market with clarity and confidence. Read More