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.

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

Getting the most from your sales leader

International Media Consultant Cameron Plant joins us to discuss all things Sales Leadership. We cover off the core remit of a Media Sales Manager, common errors that a new Sales Manager can make and ultimately what the pros and cons are of progressing from a Media Sales role into a Sales Management position. Read More

Creating Killer Sales Proposals

In this episode we speak with Jose “Caya” Cayasso, CEO of Slidebean on the topic of Creating Killer Sales Proposals. We cover off the common traps and pitfalls that salespeople encounter when building a deck, The importance of social proof and storytelling in sales proposals, and ultimately why less information and simple structures are the key to persuasion. Read More

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