OnBD with ALF

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May 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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60 recent

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 Intro01:27 Bad Outreach Red Flags03:59 Channels That Cut Through06:57 Email vs LinkedIn Messaging10:41 Creating Cut Through13:04 Building a Flexible Framework18:22 Staying Top of Mind23:06 Pipeline Roles and Relationship Equity27:16 Metrics That Matter30:22 Personalisation at Scale33:32 Team GB Outreach Win Story38:55 Quick Fire Questions42:48 Wrap Up and Key TakeawaysIf 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 Beginnings02:51 Rob's Journey from Sports Science to Media08:41 Leadership lessons10:08 Joining Time Out 11:25 Time Out Markets model13:10 The Evolution of Media and Audience Engagement18:14 Moving Away from Page Views to Core Value19:06 The Power of Human Reviews and Authentic Content21:29 Using Community and First-Party Data for Insights30:44 Adapting to Platform Changes and Diversification34:02 The Future of Media and AI Challenges34:44 Leadership, Culture, and Learning from Mistakes35:19 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 Celino02:59 Role of Commercial Services Director at News UK04:45 Challenges in the News Industry: AI and Trust06:21 Advertiser Relationships and Brand Safety Concerns13:02 Proactive Strategies in a Changing Landscape16:09 Embracing AI: Opportunities and Internal Initiatives22:24 Revolutionising Sales with Digital Tools31:16 The Future of Media Consumption34:37 Quickfire Insights on Sales and Authenticity40:24 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 Introduction00:47 James’s Career Journey04:11 Life at Immediate Media05:56 Challenges and Innovations in Publishing07:27 Focus on Video and Social Content09:14 Subscriber Growth Strategies12:40 Launch of Atria: A New Marketplace20:31 The Future of Publishing and AI22:06 The Importance of Human Connection in Media23:15 The Value of Trusted Brands24:56 Launching a New Initiative25:59 James's Passion for Media Sales29:03 The Future of Print and Digital Media31:42 Advice for Aspiring Salespeople36:00 James's Career Reflections and Hype Song37:39 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 Introduction00:43 Meet Kim James: A Journey in Media03:29 Strategies for Business Development05:12 Building and Leveraging Communities14:45 The Art of Pitching21:38 The Changing Landscape of Pitch Processes26:07 Utilising Technology and Data in New Business33:36 Final Thoughts and Advice37:58 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 Introduction02:06 The Importance of the BD100 Community04:44 How to Get Nominated for the BD10024:04 Additional Categories and Awards26:47 Key Dates and Final TipsIf 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 Insights04:30 The Power of People-Powered Marketing06:33 Challenges and Strategies in Personal Branding11:40 Creating Valuable Content for Your Audience18:44 Effective Audience Engagement and Outreach24:06 The Overwhelming Email Overload24:36 Human-Centric Marketing Strategies25:12 Company-Wide Marketing Efforts26:39 The Future of Personal Branding29:07 Gen Z and the Evolution of Sales32:11 Creating Authentic Content36:55 Quick Fire Questions with Katie42:49 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 Sales06:21 Current Trends in Media Sales09:14 Consultative Selling in Today's Market12:18 The Importance of Face-to-Face Meetings20:40 Challenges Faced by Salespeople24:05 Impact of Hybrid Working on Sales30:30 Building Relationships in Sales34:24 Keys to a Successful Sales Team36:57 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.

September 10, 202547 min

Mastering Sales and Business Development with Nick Adams, CEO of Sense

In this episode, Amanda Rosevear speaks with Nick Adams, CEO of Sense, about the evolution of new business strategies in the experiential marketing sector.  Nick shares insights from his extensive career, discussing the challenges agencies face in winning clients today, the importance of data in sales, and the shift towards more transactional relationships.  Find out how Sense identifies their top prospects, the opportunities of collaborating with other agencies and the value of building genuine relationships in a fast-paced industry. 00:00 Introduction00:43 Meet Nick Adams, CEO of Sense01:09 Nick Adams' Career Journey03:22 Evolution of New Business Strategies06:08 Balancing Outbound and Inbound Marketing11:10 Challenges in Winning New Clients12:10 Specialising vs. Generalising in Brand Experience18:58 Importance of Data in New Business23:17 Impact of COVID on Client Relationships26:08 The Shift in Client Expectations27:14 The Importance of Chemistry in Client Relationships29:47 The Future of Relationship Building in Sales32:26 Adapting New Business Strategies34:00 Collaborations and Audience Segmentation38:30 Quickfire Questions with Nick43:30 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.

August 13, 202544 min

Unlocking Sales Success with Industry Legend Steve Cox

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry. Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context.  Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants.  00:43 Meet the Legend: Steve Cox01:20 Steve Cox's Journey in Media03:58 Transition to Out-of-Home Advertising05:36 Challenges and Strategies for Smaller Media Owners09:06 The Five-Step Sales Process19:06 Common Mistakes in Media Sales22:55 Understanding Audience Behaviour23:41 Marketing to Brands and Agencies24:40 The Importance of Agency Relationships25:39 Targeting Small and Local Brands26:49 Effective Communication with Agencies31:30 The Value of Agility and Passion33:35 Quickfire Questions with Steve42:20 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.