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.
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60 recent
October 23, 202644 min
Old Playbook, New Sellers
There’s a gap opening up in sales teams everywhere. Leaders are coaching the way they were coached, “get out to market, pick up the phone, do more activity”, and a new generation of sellers isn’t responding. Jacqui La’Brooy, CEO of Urban List, has sat in the sales leader’s chair and now manages the people who do. She joins Jamie to unpack what’s actually changed, which parts of the old playbook still matter, where AI helps and where it hurts, and how to lead the sellers you actually have. Practical, tactical and built for any sales leader who has said “just pick up the phone” and wondered why nobody did. https://partnerships.theurbanlist.com/2-0_research-and-insights/ Connect with Jacqui on LinkedIn https://www.linkedin.com/in/jacqui-la-brooy-a8a08a34/ Connect with Jamie on LinkedIn https://www.linkedin.com/in/jamie-wood-1b824017/
October 9, 202640 min
Earn the Meeting
There’s a problem that plagues sellers the world over, they’ve run out of reasons for a client to give them their time. Tegan Kirkby, founder of Marble Strategic Advisory, joins Jamie to unpack why “just checking in” has stopped working, how to turn data into a point of view a client actually values, and how to build a sales story strong enough to open the door and get you chosen. Practical, tactical and built for any seller who wants a better answer to the question every client is silently asking: “Why should I meet with youagain?” Connect with Jamie on LinkedIn https://www.linkedin.com/in/jamie-wood-1b824017/ Connect with Tegan on LinkedIn & via her website https://www.linkedin.com/in/tegan-kirkby/ https://wearemarble.com.au/
October 2, 20265 min
Bonus: The oOh! Origin Story with Brendon Cook
Brendon Cook shares the origin story of founding Australia’s largest and most successful out of home company. Check out The Out of Home Advantage for the full interview. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's LinkedIn: https://www.linkedin.com/in/brendon-cook/
September 25, 202649 min
The Out of Home Advantage
In this new series we explore different media verticals and some of the specific nuances of selling them. First off we have OOH with the father of out of home in Australia (and beyond) Mr Brendon Cook. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/ Brendon Cook's LinkedIn: https://www.linkedin.com/in/brendon-cook/
September 11, 202627 min
Claude for Media Sales
In this episode we get practical and tactical on how to leverage Claude Co-Work as a media sales professional. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
August 31, 202619 min
Q4 and The Quarter Hour
Quick update from Jamie on all things Q4 ahead of his trip to Jakarta to present at RadioDays Asia. Plus a re-broadcast of a recent interview on the Quarter Hour Podcast. Link to Jamie's radio days sessions here: https://radiodaysasia.com/programme-2025/ The Quarter Hour Podcast: https://www.thequarterhour.com/ Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
August 14, 202641 min
Working with Content & Editorial
Content and editorial are a core function within most media companies; and the ability to leverage content integration or editorial support for a client solution is extremely powerful. However, collaborating with content and editorial as a media sales professional requires a very specific approach. In the episode we chat with Jay Walkerden of Podshape to unpack how sellers can foster strong collaborative relationships with content provision, some of the hidden challenges to be mindful of going into these discussions and ultimately how to sell more and better by leveraging this powerful sales resource. Podshape : https://podshape.com/ Jay's LinkedIn : https://www.linkedin.com/in/jaywalkerden/ Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
July 24, 202637 min
Selling in a New Market
Every media seller eventually faces a new market; a new territory, a new format like OTT or digital, or a whole new industry to sell into. The instinct is to bring the playbook that made you successful and run it again. It rarely works. In this episode, Jamie sits down with Omar Othman, CEO of SABCO Media and a 20-year media leader who has crossed from Dubai to Oman, from content to commercial, and from TV to OTT to digital and beyond. We cover how to read an unfamiliar buyer, what transfers and what doesn’t, how to rebuild credibility from zero, and the practical moves any seller or sales leader can make in their first 90 days in a new market. Connect with Jamie on LinkedIn: https://www.linkedin.com/in/jamie-wood-1b824017/
July 10, 202640 min
Local Media Matters
For years, local media has been positioned as “traditional” while tech platforms have claimed the future. But what if we’ve been looking at it completely backwards? In this episode of Media Sales Mastery, Jamie Wood sits down with Steve Jones, President of Stingray Radio, to unpack why local media may actually possess one of the most powerful competitive advantages in modern advertising. This is not a conversation about regulation or nostalgia. It’s about value. If local radio was invented tomorrow, advertisers would immediately recognise the unique things it can do that global tech platforms still struggle to replicate: trusted local personalities community credibility real human connection local influence brand-safe environments market intelligence speed, flexibility, and accountability Steve shares why local media businesses need to stop defending themselves and start selling the unique commercial advantages only they possess. If you sell legacy media, this episode will completely reframe how you think about your value in the marketplace. Steve Bio: President of Stingray Radio, Canada's largest radio broadcaster and a part of the global collection of entertainment and engagement platforms that Stingray proudly offers. From TuneIn to Qello, we deliver curated music experiences on all platforms and drive results for advertising clients on those platforms. I am an in-demand professional keynote speaker at conferences, conventions, and events worldwide, and the author of two popular business books -"Brand Like a Rock Star" and "Start You Up". Connect with Jamie on Linkedin: https://www.linkedin.com/in/jamie-wood-1b824017/?skipRedirect=true Connect with Steve on Linkedin: https://www.linkedin.com/in/steve-jones-aa4332b4/
June 27, 202643 min
The Direct Path to Sales Director
Stephanie Antonis returns to give frontline sellers an honest, unfiltered look at the Sales Director role – the senior sales leadership position that runs a media company’s entire commercial function. We unpack the reality versus the perception: what the job actually involves day to day, what’s genuinely required to get there, the blind spots that quietly hold good sellers back, and the personal sacrifices that come with the climb. Less hype, more honesty – a practical picture of the role for anyone aiming at it. Jamie Wood Linkedin: https://www.linkedin.com/in/jamie-wood-1b824017/ Stephanie Antonis Linkedin: https://www.linkedin.com/in/steffantonis121981/
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