In this episode of Media Sales Mastery, we’re joined by Belinda MacPherson, GM of SMB Growth and Marketplace at News Corp Australia, to break down the underrated superpower of elite media sellers—great uncovery. From decoding vague briefs to spotting commercial intent, Belinda shares tactical ways to improve discovery conversations, build trust fast, and write better briefs that lead to stronger creative and better deals. If you’ve ever left a client meeting thinking “Did I actually get what I n...
Jun 20, 2025•39 min•Season 9Ep. 27
AI is not the future—it’s already here, and media sellers who learn how to use it effectively will outperform their competition. In this episode of Media Sales Mastery, we’re talking to Jake Dunlap, one of the most forward-thinking sales strategists today, about how AI—specifically ChatGPT—can improve both the quality and quantity of media sales performance. This episode gets tactical on exactly where AI can deliver the biggest return on investment for media sellers, including: Using ChatGPT as ...
Jun 05, 2025•45 min•Season 9Ep. 26
Adam Cadwallader, CEO of Motio is our returning guest on the show. Adam brings a unique perspective as a media sales leader and now as the CEO of an ASX-listed business with a national sales team. He’s got a strong POV on what separates great reps from good ones—and it all starts with the pipeline. Connect with Adam on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn ...
May 23, 2025•41 min•Season 9Ep. 25
Objections aren’t the enemy—they’re insight. In this episode, we’re joined by media executive and consultant Steve Hirst to challenge conventional thinking around objection handling. We explore how to proactively dismantle objections before they show up, use better messaging to neutralize resistance, and reframe objections as powerful commercial signals. If you’ve ever felt stuck following a script or like you’re fighting your client instead of selling to them, this episode will rewire your thin...
May 09, 2025•37 min•Season 9Ep. 24
Deeon Mladin, Head of Sales APAC at Octomedia, joins Media Sales Mastery to deliver the definitive guide to selling business / trade media. In a world where most media sales revolve around mass audiences and B2C advertising, selling to industries, professionals, and niche business audiences requires an entirely different approach. This episode is packed with practical, actionable strategies for frontline media sellers and media sales leaders navigating the complexities of B2B media sales. Key Ta...
Apr 18, 2025•42 min•Season 9Ep. 23
Need to roll out a new product, process, initiative or business rule to the sales team? Jamie covers off 4 key pillars of effectively managing sales team adoption. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Feb 28, 2025•28 min•Season 9Ep. 22
Stephanie Antonis, Director of commercial engagement – Forbes Australia, joins to discuss the strategies, challenges, and nuances of selling premium media. From identifying the right clients to maintaining brand prestige amidst market pressures, Stephanie shares insights for thriving in this competitive niche. Connect with Stephanie on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn...
Feb 14, 2025•49 min•Season 9Ep. 21
Brian Gallagher, former Chief Sales Officer of Southern Cross Austereo and Chairperson of Boomtown, joins to explore the challenges and strategies for selling traditional media in a market dominated by global tech platforms. The AI POWERED SELLER PODCAST www.boomtown.com.au For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne ...
Jan 31, 2025•1 hr 9 min•Season 9Ep. 20
Wade Kingsley, founder of The Ideas Business, returns to unpack a critical issue affecting advertising markets – the devaluation of creativity in soft, commoditized markets. We explore why innovation and idea-led solutions take a backseat during price- driven periods, how this impacts the industry, and strategies for reframing creativity as a tool to unlock value in even the toughest conditions. Follow Wade on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, con...
Jan 17, 2025•1 hr 2 min•Season 9Ep. 19
A re-broadcast of Jamie’s appearance on the Sales Reinvented Podcast where he unpacks the world of best practice cold calling. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Dec 30, 2024•27 min•Season 9Ep. 18
Edd Hayer CEO of Prospector joins to unpack the world of media sales prospecting. Contact Prospector on 1300 736 447 to discover how you can increase ROI and sell more effectively. Follow Edd on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Dec 06, 2024•50 min•Season 9Ep. 17
Jamie covers off the 4 C framework of revenue winning thinking. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
Nov 17, 2024•32 min•Season 9Ep. 16
Rob Atkinsons joins once again to unpack the world of internal politics. Book: Buy back your time by Dan Martell Follow Rob on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Nov 03, 2024•34 min•Season 9Ep. 15
Rob Atkinson joins to explore the world of internal politics. Follow Rob on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Oct 20, 2024•37 min•Season 9Ep. 14
Lena Rapley returns to unpack brief to pitch workflows. Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Sep 30, 2024•26 min•Season 9Ep. 13
Lena Rapley joins to unpack brief to pitch workflows. Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Sep 22, 2024•31 min•Season 9Ep. 12
Our returning guest, Will Aitken joins to unpack sales messaging. Check out Will here . Check out Will’s sales course here . Connect with Will on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Jun 20, 2024•29 min•Season 9Ep. 11
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn .
Jun 06, 2024•33 min•Season 9Ep. 10
Will Aitkin joins from Halifax, Nova Scotia to unpack the world of sales messaging. Check out Will here . Check out Will’s sales course here . Connect with Will on LinkedIn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
May 23, 2024•28 min•Season 9Ep. 9
Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
May 09, 2024•30 min•Season 9Ep. 8
Our Guest is Nick Efstathiou, CEO of Central Media Group South Africa. Follow Nick on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Apr 25, 2024•43 min•Season 9Ep. 6
In this episode we cover off a range of listener questions and provide some real time examples of how to respond / communicate through. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Apr 08, 2024•48 min•Season 9Ep. 5
Adam Cadwallader, CEO of Motio joins to unpack the vital difference between a media product and a media proposition. About Motio: www.motio.com.au/about/ Follow Adam on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Mar 14, 2024•39 min•Season 9Ep. 4
Janelle Shinners – head of client engagement at VML is our returning guest. This is a follow up to one of the first podcast episodes we ever did – titled “data tells, insight sells”. Follow Janelle on LinkedIn For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder...
Feb 29, 2024•49 min•Season 9Ep. 3
Follow Amjad on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
Feb 15, 2024•42 min•Season 9Ep. 2
We rebroadcast an interview from 2019 where Jamie was interviewed ahead of the launch of Media Sales Mastery. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Feb 01, 2024•25 min•Season 9Ep. 1
Jamie does a quick solo episode to wrap up the year and set the intention for 2024. We cover off the 4 things you need to do in 2024 to simplify your sales approach and beat the competition. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Dec 30, 2023•28 min•Season 8Ep. 19
Adam Lang joins to unpack the world of pricing. Follow Adam on LinkedIn . Check out Mumbrellacast Check out Fear and Greed For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Nov 26, 2023•49 min•Season 8Ep. 18
Tim Murphy joins to unpack the most common ethical dilemmas faced by media sales professionals and provide some strategies for working through them. Follow Tim on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Nov 12, 2023•51 min•Season 8Ep. 17
Jamie covers off 4 principles to help you survive and thrive in a downturn. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Sep 17, 2023•32 min•Season 8Ep. 16
