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.

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.