Adam Lang, Director of Relativity Media joins us to discuss the important topic of Building better business acumen. Adam offers a definition of business acumen in the context of media sales, discusses the power of truly understanding a client's category and trading environment; and ultimately why business acumen must always be underpinned by emotional intelligence and empathy. Read More

Steve Smith of Entertainment Strategy Group joins us once again as we unpack the trend of more decision makers being involved in the average business purchase, the importance of understanding the purchase journey of a media solution once it's been present and ultimately why this provides an opportunity to establish more connection points from your own business into clients business. Read More

In this episode, we speak with Jake Dunlap, CEO of Skaled about the critical skill of Getting the Appointment. Jake provides some expert advice on how to bypass the gatekeeper, engage an EA to schedule time in a prospects calendar, and what to do once the prospect is on the phone. We also discuss the role of scripts and structuring a tailored VBR for each call, the importance of verbal tone and pace; and ultimately why mastering the cold call requires you to suck first. Read More

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