Published by Jamie Wood
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.
Listen on Apple Podcasts37 min
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.
40 min
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". Don’t forget to include below in every show notes 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/
43 min
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/
46 min
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/
45 min
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/
40 min
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/
52 min
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/
1 hr 5 min
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/
36 min
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/
31 min
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/
4 min
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.
1 hr 1 min
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/
49 min
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 to Design an ideal week that reduces anxiety and creates clarity Use your calendar as a productivity system rather than a to-do list Time block effectively without damaging internal relationships Identify high-leverage activity versus low-return internal noise Push back professionally when everything feels urgent Work to completion and why quality is a productivity advantage This 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 you Connect with Jamie on LinkedIn for office hours calls Chapters 00:00 Introduction to Media Sales Mastery 00:41 Understanding Productivity in Media Sales 02:36 The Importance of Time Management 07:26 Building Your Ideal Week 13:42 Anchoring Your Day with Themes 18:06 Mastering Time Blocking 23:28 High Leverage vs Low Leverage Activities 24:08 The Epidemic of Busy Work 25:27 Setting a Time Budget 27:00 Empowering Sales Teams During COVID 29:47 Reframing Delegation 32:11 Work to Completion 38:36 Managing Your Manager 46:16 Conclusion and Future Topics
54 min
Digital isn’t a separate channel anymore; it’s part of the entire media ecosystem. In this episode of Media Sales Mastery, Jamie sits down with James Butcher, former Chief Commercial Officer of NZME, to explore how legacy media companiescan better integrate and monetise digital platforms. James has led commercial teams across broadcast, print, and digital, and understands firsthand the tension between driving new revenue streams and protecting core business models. Together, Jamie and James unpack how to simplify complex solutions, balance competing priorities, and evolve the way we position media in the modern landscape. Expect practical insights on: The evolution of digital from “add-on” to “core” Simplifying the sell without oversimplifying the solution Managing internal tensions around legacy vs. emerging channels Developing a confident digital narrative as a frontline seller James Bio: I’m a senior commercial executive with over 15 years’ experience leading growth, transformation, and customer strategy across media, technology, and platform businesses in New Zealand, Australia, and the UK. As Chief Commercial Officer at NZME, I held full P&L accountability for a $238M advertising portfolio and a 325-person team, leading the shift from legacy advertising models to multi-platform, data-led revenue solutions. Across my career, I’ve delivered sustained commercial growth by combining strategic clarity with operational precision — launching new digital revenue streams, building high-performing teams, and driving measurable market share gains in highly disrupted environments. Today, through Old Butcher Holdings Ltd, I’m applying that experience to a broader investment and operating platform spanning media, data, and technology-enabled ventures. I also co-lead NZ Optics, a respected B2B media brand serving the Australasian ophthalmic sector, where we’re modernising operations, expanding digital reach, and unlocking new growth opportunities. I’m passionate about helping businesses evolve — whether through leadership, transformation, or partnership — and remain open to collaboration and executive opportunities where growth, strategy, and innovation intersect.
1 hr 0 min
In this episode of Media Sales Mastery, Jamie Wood and guest Nisar Malik, Head of Sales for Melbourne at Are Media, dive deep into the evolving landscape of remote and hybrid work in the media sales industry. They discuss the challenges and strategies of maintaining collaboration, visibility, and culture in a post-COVID world. From the importance of intentional in-office days to the trade offs of remote work for early career salespeople This episode offers philosophical insights and practical advice for media sales professionals navigating this new terrain. They also tackle the controversies around flexibility and managing performance, providing valuable tips for both leaders and team members in a hybrid environment. 00:00 Introduction and Personal Updates 03:12 The Impact of Work from Home 09:11 Collaboration and Communication in Hybrid Teams 11:46 Thriving in a Hybrid Environment 14:52 Tactical Approaches for Sales Teams 17:43 Balancing In-Office and Remote Work 20:22 The Cost of Flexibility 25:57 Building Culture in a Remote World 31:52 Navigating Work-from-Home Dynamics 37:05 Maximising Performance in Hybrid Work Environments 45:12 Building Relationships in a Remote World 55:55 Creating a Culture of Flexibility and Communication
47 min
In this episode of Media Sales Mastery, Jamie tackles one of the most important—and least talked about—realities of working in media sales: dealing with the tough stuff. Instead of the usual interview format, Jamie answers five real, anonymous listener questions covering everything from managing underperforming team members, balancing work-life expectations in a high-pressure sales role, navigating defensive stakeholders, addressing toxic behaviour from top performers, and coaching emotionally high-maintenance high achievers. Packed with practical scripts, mindset shifts, and real-world examples, this episode is your tactical guide to handling the awkward, political, stressful, and uncomfortable moments that every media sales professional encounters—but few feel equipped to confront. If you’ve ever thought, “How do I deal with this without making it worse?”—this one’s for you. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
49 min
The sale might be done, but the real work is just beginning. In this episode of Media Sales Mastery, we’re joined by Taz Papoulias; an experienced agency leader with a background on both publisher and buyer sides of the table; to explore what best-in-class post-sales service really looks like in the media industry. We unpack the behaviours, systems, and habits that separate great sellers from forgettable ones after the deal is done. From setting up flawless execution to protecting campaign performance, this is a tactical guide to what happens after the brief is won. Connect with Taz on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
41 min
How do you succeed in media sales when you're not the market leader? In this episode of Media Sales Mastery, we’re joined by Jacqui La Brooy, Chief Commercial Officer of Urban List—a high-growth, digitally native media business operating across Australia, New Zealand and Singapore. We unpack what it takes to sell a challenger brand in an environment where established media businesses often dominate the brief, command greater share of spend, and have expansive resources. From navigating entrenched buying frameworks to finding your voice inside a crowded agency, this conversation is packed with insights for media sellers working within independent, niche, or rapidly scaling media organisations. Connect with Jacqui on LinkedIn . For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
39 min
In this episode of Media Sales Mastery, we’re joined by Belinda MacPherson, GM of SMB Growth and Marketplace at News Corp Australia, to break down the underrated superpower of elite media sellers—great uncovery. From decoding vague briefs to spotting commercial intent, Belinda shares tactical ways to improve discovery conversations, build trust fast, and write better briefs that lead to stronger creative and better deals. If you’ve ever left a client meeting thinking “Did I actually get what I needed?”—this one’s for you. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder
44 min
AI is not the future—it’s already here, and media sellers who learn how to use it effectively will outperform their competition. In this episode of Media Sales Mastery, we’re talking to Jake Dunlap, one of the most forward-thinking sales strategists today, about how AI—specifically ChatGPT—can improve both the quality and quantity of media sales performance. This episode gets tactical on exactly where AI can deliver the biggest return on investment for media sellers, including: Using ChatGPT as a media sales training tool How AI can improve client research & insights Prospecting & outreach—how to use ChatGPT to unlock new opportunities Prepping for meetings & objections using AI AI in deal negotiation & contract closing Expect practical takeaways you can apply to your role immediately! Connect with Jake on LinkedIn . skaled.com AI Powered Seller podcast Grab a copy of The Innovative Seller Join our FREE Innovative Seller Newsletter Access the Innovative Seller Resource Center For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn . Edited, Hosted and Produced by Joanne Helder