OnBD with ALF

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Aug 2026

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About the show

Are you ready to level up your sales game? Welcome to OnBD with ALF, the podcast that brings you the best advice and success stories from industry leaders in media and advertising. Each episode, we tackle the challenges of new business to help you elevate your own sales strategy. If you're in business development and looking to sharpen your sales techniques, discover actionable insights, and stay ahead of the competition, you're in the right place. If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

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August 20, 202627 min

Summer Special - Highlights on Great BD, Outreach, Follow-Up, Community, Sales, the Impact of AI and Advice to Your Younger Self

Listen back to highlights from the first season of OnBD with ALF, hosted by Amanda Rosevear, General Manager of ALF Insight. Featured topics and guests include BD100’s Jody Osman who tells us what he thinks distinguishes a ‘great’ business development person from a ‘good’ one. Becky Hipkiss from We Are Futures offers insights on outreach and explains her belief on why ‘people buy people’, whilst global media and tech leader, Evelyn Oluwole, shares follow up advice including common mistakes to avoid. Rob Biagioni, CEO of Time Out, tells us about building community and deepening engagement with their audience to steer content and support commercial aims. And Kim James from Havas Media Network talked us through the steps they take when considering their own growth strategy. Katie Street, founder and MD of Street Agency, spoke to us about overcoming some of the challenges of business development, and sales trainer Debra Sharron offered advice on honing your skills as a salesperson and what she means by ‘consultative selling’. Charlie Celino, Commercial Services Director at News UK, discusses how AI is transforming planning and buying infrastructure but why he believes a human touch will always remain central. Plus, we hear back from all our season one guests on the advice they would give their younger selves. Topics include authenticity, speaking up, patience, networking, relationships, trusting your gut, and starting your pension sooner! 00:00 Summer Bonus Highlights 00:19 What Makes Great BD 02:28 Outreach That Cuts Through 04:10 Follow Up Like a Pro 05:01 Audience Engagement at Time Out 05:52 Building Growth Communities 07:36 Authentic New Business Content 10:38 Consultative Selling Skills 13:11 AI in Media Sales 14:54 Advice to Your Younger Self 24:52 Final Thoughts If you want to do business with the UK’s leading brands, request an ALF Insight demo Hosted on Acast. See acast.com/privacy for more information.

June 25, 202645 min

The Follow-Up Queen: Building a Strategic Process That Converts with Evelyn Oluwole

In this episode, host and General Manager of ALF Insight, Amanda Rosevear, meets Evelyn Oluwole, a global media and tech sales leader to discuss why ‘follow-up’ should be viewed as a strategy not a task. Evelyn highlights common mistakes when it comes to follow up and shares her advice and tips for adding value to cut through noise, the role that AI should and shouldn’t play in your communications and her recommendations for building relationships. Plus, what should you do if your emails continually get ghosted? Amanda and Evelyn debate different approaches for leaving the door open. If you want to enhance your follow up, then this is a must-listen. 00:00 Welcome and introduction to Evelyn 01:30 What Follow Up Means 02:42 Three Follow Up Mistakes 06:52 Add Value Not Noise 09:28 Stakeholders and Account Mapping 14:01 Trust and Retention Mindset 15:46 AI and Human Touch 22:24 McDonalds Follow Up Example 26:59 Timing Next Steps and Value 32:23 When to Stop Following Up 36:39 Dear John Email Debate 40:00 Quick Fire Round 42:00 One Follow Up Challenge 43:36 Final thoughts and goodbye If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

May 21, 202644 min

Outreach That Works: Quality, Relevance, and Relationship-Building with Becky Hipkiss

Amanda Rosevear, host and General Manager of ALF Insight, chats to Becky Hipkiss, who leads new business at marketing agency, We Are Futures. In 2025 Becky was named as BD100’s Rising Star with judges citing her "purpose-driven mindset, tenacity and clear results" and in this conversation, she shares her expertise on effective outreach strategies, relationship building, and pipeline health. Discover practical tips on how to cut through digital noise and build meaningful connections that lead to long-term success. 00:00 Welcome and Guest Intro 01:27 Bad Outreach Red Flags 03:59 Channels That Cut Through 06:57 Email vs LinkedIn Messaging 10:41 Creating Cut Through 13:04 Building a Flexible Framework 18:22 Staying Top of Mind 23:06 Pipeline Roles and Relationship Equity 27:16 Metrics That Matter 30:22 Personalisation at Scale 33:32 Team GB Outreach Win Story 38:55 Quick Fire Questions 42:48 Wrap Up and Key Takeaways If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

April 23, 202642 min

How Time Out is Reinventing Content for Modern Audiences

In this episode, General Manager of ALF Insight, Amanda Rosevear, is joined by Rob Biagioni, CEO of Time Out. Rob shares his journey through the media industry, offering insights on adapting to digital transformation, and strategies for engaging audiences in a rapidly changing landscape. This includes how Time Out is pivoting in the face of AI challenges, why they won’t succumb to the drive for ‘negative news’ clicks and how their 4,000+ members of the ‘Time Out Loud’ community is being used for editorial direction and advertiser insight work. 00:00 Introduction and Rob's Career Beginnings 02:51 Rob's Journey from Sports Science to Media 08:41 Leadership lessons 10:08 Joining Time Out 11:25 Time Out Markets model 13:10 The Evolution of Media and Audience Engagement 18:14 Moving Away from Page Views to Core Value 19:06 The Power of Human Reviews and Authentic Content 21:29 Using Community and First-Party Data for Insights 30:44 Adapting to Platform Changes and Diversification 34:02 The Future of Media and AI Challenges 34:44 Leadership, Culture, and Learning from Mistakes 35:19 Quickfire Questions If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

March 26, 202643 min

How News UK is Using AI to Transform Advertising

In this episode, Amanda Rosevear, General Manager for ALF Insight, is joined by Charlie Celino, Commercial Services Director at News UK. Charlie shares insights on navigating the evolving media landscape, the impact of AI on news and advertising, and proactive strategies for future success. Discover how News UK is leveraging technology and innovation to stay ahead in a turbulent industry. 00:00 Introduction and Background of Charlie Celino 02:59 Role of Commercial Services Director at News UK 04:45 Challenges in the News Industry: AI and Trust 06:21 Advertiser Relationships and Brand Safety Concerns 13:02 Proactive Strategies in a Changing Landscape 16:09 Embracing AI: Opportunities and Internal Initiatives 22:24 Revolutionising Sales with Digital Tools 31:16 The Future of Media Consumption 34:37 Quickfire Insights on Sales and Authenticity 40:24 Charlie’s life as a movie and favourite hype songs If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

February 26, 202639 min

Exploring the Evolution of Media Sales with James Walmsley from Immediate Media

In this episode of OnBD with ALF, Amanda Rosevear, General Manager of ALF Insight, chats to James Walmsley, Ad Director at Immediate Media. James shares insights from his career in media sales, including what he loved about his early days at MTV and why he’s stayed at Immediate Media for so many years. He discusses the industry's challenges, including the shifting digital landscape and the resurgence of print media. James also tells us about the idea behind Atria, a new collaborative initiative among major UK publishers aimed at simplifying media buys and driving investment into trusted, editorial brands and why he thinks joining forces with ‘competitors’ is a positive move. 00:00 Introduction 00:47 James’s Career Journey 04:11 Life at Immediate Media 05:56 Challenges and Innovations in Publishing 07:27 Focus on Video and Social Content 09:14 Subscriber Growth Strategies 12:40 Launch of Atria: A New Marketplace 20:31 The Future of Publishing and AI 22:06 The Importance of Human Connection in Media 23:15 The Value of Trusted Brands 24:56 Launching a New Initiative 25:59 James's Passion for Media Sales 29:03 The Future of Print and Digital Media 31:42 Advice for Aspiring Salespeople 36:00 James's Career Reflections and Hype Song 37:39 Conclusion and Final Thoughts If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

January 29, 202639 min

Building Communities and Winning Pitches: Insights from Kim James at Havas

In this episode, Amanda Rosevear, General Manager of ALF Insight, chats to Kim James, Chief Growth and Business Development Officer at Havas Media Network. Kim shares her journey through the media industry, starting as a graduate TV buyer to her current role at Havas Media Network. Discover her thoughts behind the importance of building communities for business development and the strategies Havas uses to maintain relationships with prospective clients over long periods. Kim emphasises the necessity of a team effort in successful pitches and tells us how Havas is working to expand their pitch bench. The episode also discusses the evolving role of procurement in the pitch process and how Havas is addressing these changes through technology, robust qualification processes, and data-driven strategies. 00:00 Introduction 00:43 Meet Kim James: A Journey in Media 03:29 Strategies for Business Development 05:12 Building and Leveraging Communities 14:45 The Art of Pitching 21:38 The Changing Landscape of Pitch Processes 26:07 Utilising Technology and Data in New Business 33:36 Final Thoughts and Advice 37:58 Conclusion and Farewell If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

December 11, 202538 min

The BD100: Insights and Tips from the co-founders, Rich McHardy and Jody Osman

In this special episode of 'OnBD with ALF' host and General Manager of ALF Insight, Amanda Rosevear welcomes co-founders of the BD100, Jody Osman and Rich McHardy, to discuss everything you need to know about submitting your application to the prestigious awards. Rich and Jody share why they created the BD100, and talk us through the nomination and submission processes, along with tips for crafting a standout entry. They also explain additional categories such as Win of the Year, Team of the Year, and the newly introduced Industry Impact Award. With key insights and advice, this episode is essential for anyone in business development looking to boost their sales strategies and gain recognition. Listen now to learn how to get involved and make the most of the BD100 community. 00:00 Introduction 02:06 The Importance of the BD100 Community 04:44 How to Get Nominated for the BD100 24:04 Additional Categories and Awards 26:47 Key Dates and Final Tips If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

November 6, 202544 min

People-Powered Marketing with Katie Street

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear meets Katie Street, Founder and MD of Street Agency and podcast host of 'Marketing in the Madness.' Katie shares her journey from falling into sales at a young age to running her own successful marketing agency. They delve into the importance of human-centred, people-powered marketing in the age of AI, discuss content creation strategies, and provide insights on building a personal brand in business development. Listen in for actionable advice and inspiring stories to elevate your sales game. 00:43 Meet Katie Street: Career Journey and Insights 04:30 The Power of People-Powered Marketing 06:33 Challenges and Strategies in Personal Branding 11:40 Creating Valuable Content for Your Audience 18:44 Effective Audience Engagement and Outreach 24:06 The Overwhelming Email Overload 24:36 Human-Centric Marketing Strategies 25:12 Company-Wide Marketing Efforts 26:39 The Future of Personal Branding 29:07 Gen Z and the Evolution of Sales 32:11 Creating Authentic Content 36:55 Quick Fire Questions with Katie 42:49 Conclusion and Final Thoughts If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

October 8, 202544 min

Unlocking Media Sales Success with Debra Sharron

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Debra Sharron, a seasoned sales trainer and founder of Media Sales Training . They discuss Debra’s journey into media sales, the current trends and challenges in the industry, and expert advice on sales success. The conversation also touches on the importance of consultative selling, the significance of face-to-face meetings, and strategies for building relationships with clients. Debra also shares insights on how to avoid being ghosted by prospects and explains why there’s a need for authenticity in sales. Plus, Debra answers our quickfire questions that reveal her thoughts on sales, success and her favourite hype song. 00:00 Introduction 02:00 Debra's Journey into Media Sales 06:21 Current Trends in Media Sales 09:14 Consultative Selling in Today's Market 12:18 The Importance of Face-to-Face Meetings 20:40 Challenges Faced by Salespeople 24:05 Impact of Hybrid Working on Sales 30:30 Building Relationships in Sales 34:24 Keys to a Successful Sales Team 36:57 Quickfire Questions with Debra If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.