Advertise on podcast: Media Sales Mastery

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/

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 website⁠https://www.linkedin.com/in/tegan-kirkby/⁠https://wearemarble.com.au/

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/

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/

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/

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/

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/

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/

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/

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/

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/