Episodes
122
Latest episode
Jun 2026
Language
EN
Media Sales Mastery exists to help you survive and thrive in the media sales industry. In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.
Alex Hobbs of MiQ joins to talk effective sales planning. i.e - The kind of individual, tactical planning that helps media sellers hit target, stay focused, and adapt when things change. Guest LinkedIn: https://www.linkedin.com/in/alex-hobbs-ba15057b/Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
Returning guest John “JD” Dawson joins to unpack the world of client relationship management. We dive into what a commercial relationship actually entails, how to navigate the awkward and unspoken dynamics that rarely get said out loud, and ultimately try to arm listeners with some concrete insights and frameworks they can take away and apply immediately in order to gain an edge. John JD" Dawson Linkedin here:https://www.linkedin.com/in/john-dawson-2b653418b/Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
We revisit the most listened to episode of Media Sales Mastery: Relationship Management Masterclass ahead of an upcoming episode on commercial relationship management.Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
Audience research is one of the most under-utilised assets in media sales. Companies invest heavily in data, insights, and studies; but too often it never makes it into client conversations in a meaningful way.In this episode, Jamie Wood sits down with Leigh Lavery, GM of Growth Distillery at News Corp, to unpack how media sales professionals can turn audience research into a true commercial advantage.From simple ways to embed insights into everyday conversations, to reframing value beyond reach and CPM, this episode is packed with practical tactics to help you sell smarter using data.Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
Media sales and media agencies work incredibly closely together—but if we’re honest, there are still plenty of frustrations on both sides of the table.In this episode of Media Sales Mastery, we’re tryingsomething a little different.Ahead of the recording, a number of agency professionals were invited to submit completely anonymous “confessions”—unfiltered thoughts about what they wish media salespeople truly understood about how agencieswork, how decisions get made, and what actually frustrates them when dealing with sellers.These aren’t polished answers or PR-friendly statements. They’re the kind of things agency people normally only say behind closed doors.Joining me to unpack them in real time is Adele Gibb,Managing Director of Carat South Australia. Together, we’llread through these anonymous confessions and discuss what they reveal about the real dynamics between agencies and media sales teams.Some of them are funny.Some are uncomfortable.And some might challenge the way media sellers think about their role entirely.If you work in media sales and have ever wondered what agency buyersreally think but rarely say out loud, this episode is for you.Expect honest conversation, practical insights, and a few uncomfortable truths that might just make you a better seller.Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
In this epside we do a re-broadcast of an interview between Wade Kingley, host of the Quarter Hour Podcast and Jamie.https://www.thequarterhour.com/We cover off how to manage a crisis within a media business, using the very publicised Kyle and Jackie o show fallout as a real time case study.Jamie also covers two listener questions from people facing similar unplanned / unexpected situations that impact reputation, relationship and revenue.Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
AI is everywhere in sales right now, but most of the conversation is either overhyped, oversimplified, or completely disconnected from how media sales actually works.In this solo episode of Media Sales Mastery, Jamie Wood breaks down the real role of AI in media sales and explains why sellers cannot afford to leave AI adoption to IT teams, leadership, or generic tools designed by people who do not sell.Building directly from the previous episode Busy But Not Selling, this episode introduces a powerful way of thinking about AI as seller-owned leverage rather than automation.Using a left-brain / right-brain model of media sales, Jamie walks through real, day-in-the-life examples of how ChatGPT can reduce friction, improve decision quality, and free sellers to spend more time in the parts of the role where human judgment actually matters.This episode does not teach tactics or demo tools.It sets the foundation for what comes next.Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
Media Sales Mastery: Navigating Challenges and Thriving in the Media Sales LandscapeWelcome to the Media Sales Mastery Podcast! Hosted by me, Jamie Wood, a seasoned media sales leader, this podcast is designed for professionals in media sales and the broader ecosystem. Whether you're struggling, frustrated, or aiming to level up in your career, this podcast offers insights into the complexities and nuances of media sales. From negotiating and pricing to managing relationships and navigating internal politics, Jamie shares his expertise and experiences to help you thrive. Tune in and get the practical advice and support you need to excel in your media sales career.
What really drives negotiation decisions in media deals? In this episode, we take you behind the curtain with Linda Worthington, CEO and Director of Max Dragon Technology, and a seasoned media executive with roles spanning multiple mediums and countries. We dig into the psychology, power dynamics, stakeholder motivations, and tactical plays that shape how deals get done. If you’ve ever wanted to understand the real forces at play in a complex media negotiation; and walk away with practical moves to win more often, this is your episode. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ More from Linda & Max Dragon here: https://maxdragon.technology/
Productivity gets talked about a lot in sales. Very little of it is actually useful.This episode is for frontline media salespeople who feel busy all day but struggle to get the important work done.It is not about hustle culture, longer days, or squeezing more hours into your schedule. It is about designing your week and protecting your time so that the hours you already work actually drive revenue.In this solo episode, Jamie breaks down how top-performing sellers think about time, focus, and execution in high-interruption sales environments.In this episode, you will learn how toDesign an ideal week that reduces anxiety and creates clarityUse your calendar as a productivity system rather than a to-do listTime block effectively without damaging internal relationshipsIdentify high-leverage activity versus low-return internal noisePush back professionally when everything feels urgentWork to completion and why quality is a productivity advantageThis episode is especially relevant for digital and media sellers working in response-heavy roles with constant internal demands.If you feel busy but not selling, this episode is for youConnect with Jamie on LinkedIn for office hours calls Chapters00:00 Introduction to Media Sales Mastery00:41 Understanding Productivity in Media Sales02:36 The Importance of Time Management07:26 Building Your Ideal Week13:42 Anchoring Your Day with Themes18:06 Mastering Time Blocking23:28 High Leverage vs Low Leverage Activities24:08 The Epidemic of Busy Work25:27 Setting a Time Budget27:00 Empowering Sales Teams During COVID29:47 Reframing Delegation32:11 Work to Completion38:36 Managing Your Manager46:16 Conclusion and Future Topics
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