In this episode we unpack the elements of best practice sales proposals including length, structure, content and customisation. Michelle discusses common pitfalls of sales proposals and how they can be corrected, and ultimately, why a “less is more” approach to sales proposals is the key to increasing their effectiveness. Read More

Mary Grothe – CEO of House of Revenue joins from Denver, Colorado. We unpack the topic of Solution-sales and how it has evolved, where it needs to be adapted to fit the new trading environment, what fundamentals remain unchanged; and ultimately why an evolving marketplace requires a continual shift in selling styles and approaches. Read More

Strategy Consultant / Trainer Julian Cole joins us once again to cover off this important topic. In Media Sales, particularly within the agency side of media sales, a brief represents the first critical stage in a potential revenue opportunity. The ability to review a brief thoughtfully, to understand, to extract key pieces of information and then translate that brief into your own media solution is a critical skillset. It takes time and practice to develop but pays massive dividends when done right. Read More

In this episode we speak to Greg Tremain of Partnership Solutions around best practice commercialisation of Sponsorship Opportunities. Despite “sponsorship” being something of a catch-all term for many different offerings, the challenges of selling sponsorship opportunities remain fundamentally the same. Defining what the opportunity actually is and the value it offers an advertiser. Creating tangible inventory which can carry the clients brand and message. Offering opportunities for deeper integration and leverage in way that doesn’t disrupt the audience experience; and most importantly, driving some form of agreed result or commercial return. Read More

As media salespeople we should be doing everything in our power to mitigate, pre-empt and proactively avoid client issues; but the reality is, despite our best efforts, client issues are inevitable. Read More

As we near the end of Season 3 of the podcast we are going back and revisiting some of the most commonly raised issues from the audience over the past 6 months. We hear from industry experts including Andrea Ingham, Greg Tremain, Jake Dunlap, Steve Smith & Adam Lang. Read More

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