In this episode we speak with Greg Tremain of Partnership Solutions on the topic of Target Client Identification. We cover how your existing revenues can unearth insights around ideal client profiles, why a target client doesn’t necessarily need to be a new client and ultimately why capacity to grow should form part of the key criteria for any target client. Read More

The reality of Media Sales is that we operate within a competitive marketplace where finite revenue opportunity is heavily contested by multiple outlets. Andrea Ingham joins us to discuss the topic of Beating the Competition. We cover off the fundamentals of competitive analysis, how to uncover unique differentiators in the pursuit of a competitive edge, why to focus on the business you are winning (instead of losing); and ultimately why a relentless focus on data, accountability and ROI is central to success regardless of the competitive-set. Read More

We revisit some of the most universal issues encountered by Media Salespeople in the first 5 years. Listen as our range of industry experts provide practical tips and advice for how to overcome the range of issues that are too taboo to raise directly with a sales manager! Read More

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

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

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

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

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