Deal Closing Discoveries

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 needed?”—this one’s for you.

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