Steve Smith of Entertainment Strategy Group joins us once again to discuss this increasingly important topic.

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.

Steven also reflects on his observations of how large scale media and entertainment groups around the world have responded to and are bouncing back from COVID-19.

Follow Steve on LinkedIn – full bio below.

Steve Smith (Co – Founder of Entertainment Strategy Group)
Steve Smith is a leading entertainment executive with over 25 years of experience managing large scale Media and Entertainment organisations, delivering strong business growth in challenging markets and restructuring organisations to deliver major profit growth.

Recently as a contracted consultant Steve worked with CEO and Board at a major media operator in Singapore helping them create and implement their “transmission to digital” strategy.
Steve Smith was appointed COO at the Arabian Radio Network (ARN) in August 2008, leading a team of over 350 full and part-time presenters, event managers, producers, journalists, sales, marketing, finance and digital executives working across 18 media brands.

During his nine year tenure he led the launch of new digital businesses in partnership with national telco providers while restructuring the sales, marketing and content divisions of the media network and closing under-performing assets to launch new and innovative digital products that reflect the changing media landscape to prepare the business for the next decade.

Steve is a driver who believes in the core value of integrity, delivering real results for business partners and clients through a strategic view of the market. He was the face of ARN in Dubai and through his role leading ARN, he invested in the development of a market changing radio audience measurement system, built on a foundation of openness by commissioning PWC to oversee the process.

Prior to his time in Dubai, Smith led the development of the Australian Radio Networks Melbourne team, as General Manager for five years, bringing his unique passion for the media industry and drive to his hometown market, while achieving record ratings and revenue results.

During his career, Smith also held a leading role at Warner Music, heading up the sales and marketing division of the label and gaining competitor advantage by his acute understanding of the online and digital world.

Steve continues to bring his wealth of experience to media owners throughout South East Asia, India, UAE and the USA.

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.

About Jake

Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).

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About Skaled –
Skaled is a specialist Sales Consultancy that helps companies operationalize key aspects of their Sales organization. Along with a list of enterprise clients Skaled has amassed in a few short years (The New York Jets, LinkedIn, Insightly, ADP, and Microsoft), the majority of our clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward. We bring strategic and tactical talent to every engagement, driven by results and 100+ hours of leadership experience.

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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.

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.

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!

Experts Include:

  • Alex Whitlock of Momentum Media
  • Janelle Shinners of Ikon Communications
  • Richard Wentworth-Ping of Wentworth People
  • Josh Busteed of Arabian Radio Network

For more information on the podcast:

Wade Kingsley of The Ideas Business joins to cover off this very important topic.

As media salespeople we need to constantly bring fresh and innovative concepts to our clients and agency partners. Although we can all recognise a good idea when we see one, the ability to actually sell an idea is its own unique skillset which requires time and patience to master.

Wade covers 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.

Audio Quality: recorded remotely during COVID-19 lockdown

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.

We discuss best practice methodologies that Emilie has observed from media organisations she works with, the importance of engaging clients via their preferred communication channels, how to build rapport, meaningful touchpoints and differentiation when engaging your clients electronically and ultimately why an omnichannel approach to Media Sales delivers better outcomes irrespective of COVID restrictions.

Audio Quality: recorded remotely during COVID-19 lockdown

Contact Emilie Davis:

Contact Jamie on LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at

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.

We also cover off the importance of high leverage activities for Media Salespeople when working with support staff and why an early investment in time to build capability will continue to pay dividends over the long term.

Audio Quality: recorded remotely during COVID-19 lockdown.

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.

Audio Quality: recorded remotely during COVID-19 lockdown

Contact Andrea on LinkedIn

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Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at

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.

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Contact Jamie on LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at

Recorded on-site with voiceovers provided by Stevie-Leigh Batiste at Sounds Like Butter

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