Kylie Merritt, Founder and MD of ausbiz joins. Whether you’re selling trade media, business media, alternative media or a new emerging platform ….. niche audiences are a surprisingly challenging proposition to commercialise. Fortunately, if you can get it right, it can be very lucrative and very effective. Connect with Kylie 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 Joan...
Sep 03, 2023•39 min•Season 8Ep. 15
In this episode we cover off the principles of crafting a sales strategy. 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...
Aug 13, 2023•44 min•Season 8Ep. 14
Nick Randall of Impact & Ranieri & Co joins to unpack the topic of “moving the market”. We cover off the principles of taking media innovation to market, overcoming inertia and future-proofing your media revenues. Connect with 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Jul 30, 2023•55 min•Season 8Ep. 13
David Fish author of “The art of strategic storytelling; what it takes to create winning presentations” joins to unpack the content of his book. Email [email protected] to win 1 of 3 free copies. Use the code "podcast30" for 30% off. Connect with David on LinkedIn and his website www.davidfish.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 Helder Music by Donyea Goodman a...
Jul 16, 2023•56 min•Season 8Ep. 12
Jamie covers off 4 considerations for making a sound business case to your internal stakeholders 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
Jul 01, 2023•43 min•Season 8Ep. 11
Ramon Rodriguez, General Manager at News Corp Australia joins to deep-dive into selling media to Small / Medium business Connect with Ramon 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...
Jun 18, 2023•32 min•Season 8Ep. 10
Another Linkedin Live recording – this time Jamie covers off the difference between “Objective” and “Subjective” value in a media sales transaction and provides 4 different methods for de-commoditising the sale. 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...
Jun 04, 2023•33 min•Season 8Ep. 9
Caleb Watson of Initiative ASIA joins to unpack the world of Media Agencies. Connect with Caleb 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...
May 21, 2023•59 min•Season 8Ep. 8
In our first ever LinkedIn live event, Jamie covers off 4 questions that every media sales manager should be asking on a weekly basis. 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...
May 07, 2023•22 min•Season 8Ep. 7
Brian Gallagher, Chief Sales Officer at SCA joins to provide 6 practical solutions to 6 common tactical issues in Media Sales. Connect with Brian on Linkedin More about SCA at www.sca.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 Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Apr 22, 2023•55 min•Season 8Ep. 6
Clare Whiteman joins to unpack the very specific subject of selling a multi-product / multi-dimensional media offering. Connect with Clare on Linkedin Find out more about institute of Creative Arts and Technology 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...
Apr 09, 2023•44 min•Season 8Ep. 5
When selling media, particularly direct, there’s a constant tension and a trade-off when it comes to the clients creative. Andrew “Bag” Sidwell and Michael Dargan join to unpack this very specific skillset that all Media Sales Professionals should develop Connect with Andrew on LinkedIn Connect with Michael on LinkedIn Find out more about System 1 at www.system1group.com For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited, Hosted and Pr...
Mar 04, 2023•1 hr 10 min•Season 8Ep. 4
Our first ever live listener coaching session! Ben joins from New Zealand for a one on one coaching session with Jamie. We cover off different approaches to prospecting in a post-covid world & how to fill your calendar with high return and high leverage activity Connect with Ben 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/onlinest...
Feb 19, 2023•52 min•Season 8Ep. 3
Our returning guest is Nisar Malik – Sales Director of Effect at Viacom CBS. Connect with Nisar 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...
Feb 05, 2023•39 min•Season 8Ep. 2
Richard Wentworth-Ping of Wentworth People joins to unpack the 4 facts of Sales E.Q. Connect with Richard on LinkedIn More about Wentworth People: www.wentworthpeople.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 Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Jan 22, 2023•1 hr 6 min•Season 8Ep. 1
Alex Whitlock of Momentum Media joins to unpack the world of forecasting! Connect with Alex on email [email protected] Find out more about Momentum Media at momentummedia.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 Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Dec 12, 2022•43 min•Season 7Ep. 9
Relationship management is something of a catch-all expression and can mean many things to many people. In the context of media sales we often think of relationships as simply having a great rapport. Relationship management extends well beyond just getting along with a client, It’s actually all-encompassing and is about being the connective tissue between your media publisher and the client’s business. John Dawson, Advertising Trainer from Seven West Media joins to unpack this one. Connect with ...
Nov 27, 2022•39 min•Season 7Ep. 8
Whether you work in legacy media like print, tv, radio; or digital, trade or event based media ….it’s very likely that you sell more than just a single medium or product. Selling multi-platform media solutions is an increasing challenge and opportunity for the industry. Get it wrong and you can quickly find yourself missing revenue opportunities, burning client relationships, spending a lot of time on unfocused and low-return activities. If you can get it right, the opportunity to future-proof y...
Nov 13, 2022•37 min•Season 7Ep. 9
Roy Hawker of Hawker Media joins to discuss refining your sales process. Whether you’re selling media direct to SME’s or via an agency to a big multi-national corporation, having a clean and consistent sales process is non-negotiable. If you want to grow your customer base, if you want to improve the quality of your work (and in turn, your win rate), if you want to build campaigns that really generate a return on investment for your advertisers, if you want to minimise your anxiety when workload...
Oct 30, 2022•35 min•Season 7Ep. 8
Special episode: Covering 4 listener questions submitted via 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...
Sep 20, 2022•28 min•Season 7Ep. 7
The best media sales professionals understand that their primary objective isn’t to sell advertising, it’s to create engaging advertising campaigns that speak to an audience and deliver a return for their advertisers. The ability to balance the needs of an advertiser and an audience in equal measure is critical to this. Our guest is Andy Procopis, national head of campaign design and delivery for ARN. Andy is a former colleague of mine, one of my favourite people to collaborate with and an exper...
Sep 02, 2022•45 min•Season 7Ep. 6
Virtual selling is here to stay. Dave Roddick of Kinzler joins to unpack the new world of hybrid work and hybrid selling. Connect with Dave on Linkedin Find out more about Kinzler at www.kinzler.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 Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore...
Aug 13, 2022•47 min•Season 7Ep. 5
Whether it’s a piece of artwork, a video, a piece of audio, a logo or a full suite of creative assets for a client campaign, getting really good at writing creative briefs is a skill that will pay dividends. Julian Cole returns to the podcast to break this down. For a special 25% discount on the strategy finishing school click the following link: courses.strategyfinishingschool.com/master-course?coupon=MSM Connect with Julian on Linkedin For exclusive content and a chance to pick the topic and g...
Jul 29, 2022•55 min•Season 7Ep. 4
One of the great contradictions of Media Sales is the idea that people who are good talkers naturally make great salespeople; The “gift of the gab” is a popular Australian expression we use to describe this. Being a great talker is helpful, but it’s actually the complete opposite that really matters; the ability to not talk too much, and instead ask questions and listen. Our guest is Stephen Pead. Stephen is a media industry veteran of 30 years with significant experience in direct sales, sales ...
Jul 16, 2022•45 min•Season 7Ep. 3
The 10 Commandments of Direct Media Sales Direct Media Sales can be one of the most rewarding and exciting areas to work in media, fail to follow a clear playbook however, and it can quite quickly become hell! Tony Prentice COO/CRO of Mamamia joins to unpack this unique take on the Direct Sales discipline Connect with Tony on Linkedin Learn more about Mamamia at www.mamamia.com.au For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Ho...
Jul 04, 2022•55 min•Season 7Ep. 2
Whether it’s a client who dislikes your channel, audience, brand, content or personalities; Client media bias can make an already difficult job even more challenging. Nat Harvey, National Sales Director of Seven West Media and Chair of ThinkTV Australia joins to unpack this often unspoken facet of media sales. Follow Nat 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 Don...
Jun 18, 2022•36 min•Season 7Ep. 1
Adam Hickey returns for this very special episode. We do a live workshop and shake-down a media brief. Jump to a specific topic by using chapters (on some apps) or with the times below: 5:25 Campaign 7:35 Proof point 11:50 Objectives 17:13 Background 33:21 Challenge 43:07 Audience 52:21 Strategy 58:08 Tagline 1:00:10 Brand feel 1:08:15 Product overview 1:19:44 Budget and timings 1:27:04 Love to see Follow Adam on Linkedin . For exclusive content and a chance to pick the topic and guide the show,...
Apr 23, 2022•1 hr 39 min•Season 6Ep. 7
“Sell the dish, not the ingredients” is a phrase coined by today’s guest David Fish. At its core, this expression is really about how we develop, package and sell Media Solutions to clients in a way that is easy to understand. Selling the “dish” is an approach to make disparate pieces of inventory feel like a cohesive single idea. Find out more about No Two Fish at davidfish.com.au Follow David on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Ja...
Apr 08, 2022•41 min•Season 6Ep. 6
Whether you’re selling media direct or within an agency environment, you’re “competing” in a broader marketplace. In most media markets around the world, regardless of their size, there is a finite amount of revenue opportunity which all publishers and media sales professionals are vying for. Your ability to conduct a thorough competitive analysis of your market, identify the deficiencies and strengths in your own proposition and then formulate a cogent plan to exploit your competitive advantage...
Mar 21, 2022•37 min•Season 6Ep. 5
A very special episode. We’re joined by Tim Burrowes author of the book “Media Unmade: Australian Media’s Most Disruptive Decade”. We unpack some of the key events and themes in the book through the lens of the Media Sales Professionals working on the frontlines. We discuss whether the past 10 years can be a predictor for the next 10, and ultimately why an understanding of the structural foundations of the Media are essential for people working in the profession. Click here for a free 60 day tri...
Mar 05, 2022•38 min•Season 6Ep. 4
