Media Sales Mastery

Our returning guest, Will Aitken joins to unpack sales messaging. Check out Will⁠ here⁠. Check out Will's sales course ⁠here⁠. Connect with Will 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

Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew on ⁠LinkedIn⁠. For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Will Aitkin joins from Halifax, Nova Scotia to unpack the world of sales messaging. Check out Will here. Check out Will's sales course here. Connect with Will 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

Matthew Smith, CCO of Aspermont joins to unpack the tools, tactics, attitudes and behaviours of great prospectors. Connect with Matthew 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

Our Guest is Nick Efstathiou, CEO of Central Media Group South Africa. Follow Nick 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

In this episode we cover off a range of listener questions and provide some real time examples of how to respond / communicate through. 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

Adam Cadwallader, CEO of Motio joins to unpack the vital difference between a media product and a media proposition. About Motio: www.motio.com.au/about/ Follow Adam 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

Janelle Shinners – head of client engagement at VML is our returning guest. This is a follow up to one of the first podcast episodes we ever did – titled “data tells, insight sells”. Follow Janelle 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

Follow Amjad 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

We rebroadcast an interview from 2019 where Jamie was interviewed ahead of the launch of Media Sales Mastery. 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Jamie does a quick solo episode to wrap up the year and set the intention for 2024. We cover off the 4 things you need to do in 2024 to simplify your sales approach and beat the competition. 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Adam Lang joins to unpack the world of pricing. Follow Adam on LinkedIn. Check out Mumbrellacast Check out Fear and Greed 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Tim Murphy joins to unpack the most common ethical dilemmas faced by media sales professionals and provide some strategies for working through them. Follow Tim 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Jamie covers off 4 principles to help you survive and thrive in a downturn. 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Kylie Merritt, Founder and MD of ausbiz joins. Whether you're selling trade media, business media, alternative media or a new emerging platform ….. niche audiences are a surprisingly challenging proposition to commercialise. Fortunately, if you can get it right, it can be very lucrative and very effective. Connect with Kylie 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

In this episode we cover off the principles of crafting a sales strategy. 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

Nick Randall of Impact & Ranieri & Co joins to unpack the topic of “moving the market”.    We cover off the principles of taking media innovation to market, overcoming inertia and future-proofing your media revenues.    Connect with Nick 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 Music by Donyea Goodman at ⁠⁠⁠⁠⁠donyeamusic.biz/onlinestore

David Fish author of “The art of strategic storytelling; what it takes to create winning presentations” joins to unpack the content of his book. Email jamie@boostmedia.com.au to win 1 of 3 free copies. Use the code "podcast30" for 30% off. Connect with David on LinkedIn and his website www.davidfish.com.au 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 Music by Donyea Goodman at ⁠⁠⁠⁠donyeamusic.biz/onlinestore

Jamie covers off 4 considerations for making a sound business case to your internal stakeholders 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 Music by Donyea Goodman at ⁠⁠⁠⁠donyeamusic.biz/onlinestore

Ramon Rodriguez, General Manager at News Corp Australia joins to deep-dive into selling media to Small / Medium business   Connect with Ramon 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 Music by Donyea Goodman at ⁠⁠⁠⁠donyeamusic.biz/onlinestore

Another Linkedin Live recording – this time Jamie covers off the difference between “Objective” and “Subjective” value in a media sales transaction and provides 4 different methods for de-commoditising the sale. 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 Music by Donyea Goodman at ⁠⁠⁠donyeamusic.biz/onlinestore

Caleb Watson of Initiative ASIA joins to unpack the world of Media Agencies. Connect with Caleb 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 Music by Donyea Goodman at ⁠⁠donyeamusic.biz/onlinestore

In our first ever LinkedIn live event, Jamie covers off 4 questions that every media sales manager should be asking on a weekly basis. 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 Music by Donyea Goodman at ⁠⁠donyeamusic.biz/onlinestore

Brian Gallagher, Chief Sales Officer at SCA joins to provide 6 practical solutions to 6 common tactical issues in Media Sales.   Connect with Brian on Linkedin   More about SCA at www.sca.com.au 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 Music by Donyea Goodman at ⁠donyeamusic.biz/onlinestore

Clare Whiteman joins to unpack the very specific subject of selling a multi-product / multi-dimensional media offering.   Connect with Clare on Linkedin   Find out more about institute of Creative Arts and Technology   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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

When selling media, particularly direct, there's a constant tension and a trade-off when it comes to the clients creative. Andrew “Bag” Sidwell and Michael Dargan join to unpack this very specific skillset that all Media Sales Professionals should develop Connect with Andrew on LinkedIn Connect with Michael on LinkedIn Find out more about System 1 at www.system1group.com 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Our first ever live listener coaching session! Ben joins from New Zealand for a one on one coaching session with Jamie. We cover off different approaches to prospecting in a post-covid world & how to fill your calendar with high return and high leverage activity Connect with Ben 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Our returning guest is Nisar Malik – Sales Director of Effect at Viacom CBS. Connect with Nisar 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Richard Wentworth-Ping of Wentworth People joins to unpack the 4 facts of Sales E.Q. Connect with Richard on LinkedIn More about Wentworth People: www.wentworthpeople.com.au 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Alex Whitlock of Momentum Media joins to unpack the world of forecasting! Connect with Alex on email Alex.Whitlock@momentummedia.com.au Find out more about Momentum Media at momentummedia.com.au 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Relationship management is something of a catch-all expression and can mean many things to many people. In the context of media sales we often think of relationships as simply having a great rapport. Relationship management extends well beyond just getting along with a client, It's actually all-encompassing and is about being the connective tissue between your media publisher and the client's business. John Dawson, Advertising Trainer from Seven West Media joins to unpack this one. Connect with JD 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether you work in legacy media like print, tv, radio; or digital, trade or event based media ….it's very likely that you sell more than just a single medium or product. Selling multi-platform media solutions is an increasing challenge and opportunity for the industry. Get it wrong and you can quickly find yourself missing revenue opportunities, burning client relationships, spending a lot of time on unfocused and low-return activities. If you can get it right, the opportunity to future-proof your career and offer a richer and more robust media solution for your clients is immense. Our guest today is Helen Coston of Inktop, a specialist media sales training and consultancy agency that helps publishers and media sales teams achieve their commercial ambitions. Connect with Helen on Linkedin More from Inktop Inktop blog 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Roy Hawker of Hawker Media joins to discuss refining your sales process. Whether you're selling media direct to SME's or via an agency to a big multi-national corporation, having a clean and consistent sales process is non-negotiable. If you want to grow your customer base, if you want to improve the quality of your work (and in turn, your win rate), if you want to build campaigns that really generate a return on investment for your advertisers, if you want to minimise your anxiety when workloads get higher; You need a repeatable sales process. Connect with Roy on Linkedin More from Roy & Hawker Media: www.hawker-media.com www.inboundmediasales.com www.advertiserflightclub.com Find the book “fun is a serious business”. 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Special episode: Covering 4 listener questions submitted via 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

The best media sales professionals understand that their primary objective isn't to sell advertising, it's to create engaging advertising campaigns that speak to an audience and deliver a return for their advertisers.  The ability to balance the needs of an advertiser and an audience in equal measure is critical to this. Our guest is Andy Procopis, national head of campaign design and delivery for ARN.  Andy is a former colleague of mine, one of my favourite people to collaborate with and an expert in connecting the commercial and content sides of a media business. Connect with Andy 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Virtual selling is here to stay. Dave Roddick of Kinzler joins to unpack the new world of hybrid work and hybrid selling. Connect with Dave on Linkedin Find out more about Kinzler at www.kinzler.com.au 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether it's a piece of artwork, a video, a piece of audio, a logo or a full suite of creative assets for a client campaign, getting really good at writing creative briefs is a skill that will pay dividends. Julian Cole returns to the podcast to break this down. For a special 25% discount on the strategy finishing school click the following link: courses.strategyfinishingschool.com/master-course?coupon=MSM Connect with Julian 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

One of the great contradictions of Media Sales is the idea that people who are good talkers naturally make great salespeople; The “gift of the gab” is a popular Australian expression we use to describe this. Being a great talker is helpful, but it's actually the complete opposite that really matters; the ability to not talk too much, and instead ask questions and listen. Our guest is Stephen Pead. Stephen is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. Connect with Stephen 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

The 10 Commandments of Direct Media Sales Direct Media Sales can be one of the most rewarding and exciting areas to work in media, fail to follow a clear playbook however, and it can quite quickly become hell! Tony Prentice COO/CRO of Mamamia joins to unpack this unique take on the Direct Sales discipline Connect with Tony on Linkedin Learn more about Mamamia at www.mamamia.com.au 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 Music by Donyea Goodman at donyeamusic.biz/onlinestore

Whether it's a client who dislikes your channel, audience, brand, content or personalities; Client media bias can make an already difficult job even more challenging.Nat Harvey, National Sales Director of Seven West Media and Chair of ThinkTV Australia joins to unpack this often unspoken facet of media sales.Follow Nat 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 HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Adam Hickey returns for this very special episode. We do a live workshop and shake-down a media brief.Jump to a specific topic by using chapters (on some apps) or with the times below:5:25 Campaign7:35 Proof point11:50 Objectives17:13 Background33:21 Challenge43:07 Audience52:21 Strategy58:08 Tagline1:00:10 Brand feel1:08:15 Product overview1:19:44 Budget and timings1:27:04 Love to seeFollow Adam 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 HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

“Sell the dish, not the ingredients” is a phrase coined by today's guest David Fish.At its core, this expression is really about how we develop, package and sell Media Solutions to clients in a way that is easy to understand.Selling the “dish” is an approach to make disparate pieces of inventory feel like a cohesive single idea.Find out more about No Two Fish at davidfish.com.auFollow David 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 HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Whether you're selling media direct or within an agency environment, you're “competing” in a broader marketplace.In most media markets around the world, regardless of their size, there is a finite amount of revenue opportunity which all publishers and media sales professionals are vying for.Your ability to conduct a thorough competitive analysis of your market, identify the deficiencies and strengths in your own proposition and then formulate a cogent plan to exploit your competitive advantage; is absolutely critical to success in today's marketplaceSarah Williams joins to unpack this topic, based in New York Sarah is Sales Trainer for Spotify across the Americas.Follow Sarah on LinkedIn.Learn about Blue Ocean Strategy at blueoceanstrategy.comFor exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn.Edited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

A very special episode. We're joined by Tim Burrowes author of the book “Media Unmade: Australian Media's Most Disruptive Decade”.We unpack some of the key events and themes in the book through the lens of the Media Sales Professionals working on the frontlines. We discuss whether the past 10 years can be a predictor for the next 10, and ultimately why an understanding of the structural foundations of the Media are essential for people working in the profession.Click here for a free 60 day trial to the Unmade Newsletter.Unmade is my email newsletter for the Australian media and marketing industry. It draws from insights gained while writing of my best selling book Media Unmade and my time leading the editorial operation at Mumbrella.Connect with Tim Burrowes on LinkedIn.Connect with Damian Francis on LinkedIn.Get your copy of Media Unmade here.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 HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestoreSYNOPSIS OF MEDIA UNMADE: AUSTRALIAN MEDIA'S MOST DISRUPTIVE DECADEMedia Unmade presents the definitive story of the decade in which big media in Australia was cut down to size – a decade that forever altered what had until then been perceived as the unbreachable foundations of the industry in this country. Drawing on insights from his ringside seat, independent journalist, commentator and Mumbrella founder Tim Burrowes knits together the big events and conversations with key players then and now to reveal the drama and tell the stories behind the changes that every consumer of Australian media has witnessed over the past decade.In this unprecedented account, Tim considers how the newspaper rivers of gold evaporated, TV viewers turned to Netflix, and radio listeners started streaming instead. He covers how networks went broke, the ABC came under sustained attack, and how News Corporation's phone hacking drama in the UK delivered Rupert Murdoch to the most humble day of his life.Of course there is no drama without people and as much as Media Unmade is the tale of the fluctuating fortunes of some of the country's best-known companies, it also presents the compelling stories of the powerful personalities who have shaped them – from the Murdochs, to Antony Catalano and Greg Hywood, to Kim Williams and James Packer, Gina Rinehart, Alan Jones, Michelle Guthrie, Justin Milne and Kerry Stokes.Against the existential threat embodied by Google and Facebook, Australia's media companies remade their broken business models and plotted takeovers in a battle for survival. And just when the worst seemed to be over, COVID-19 delivered the biggest advertising recession of all time, pushing every media company to the brink.

We're tackling 3 unique listener questions this week!Connect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Make no mistake, Media sales is about mindset.As we enter another year of uncertainty, disruption, frustration and challenging trading conditions; We need to fortify and calibrate our mindset.Rob Ranieri Joins to unpack this topic; Rob is the Founder and CEO of Ranieri and Co, in Australia and New Zealand, Ranieri & Co. exclusively represents the world's largest independent podcast publisher: Wondery. Ranieri & Co. also makes custom branded podcasts that hit the sweet spot between what brands want to talk about and what audiences are genuinely interested in: stories that inspire, inform, and entertain.Connect with Rob on LinkedIn or through his website Ranieri & Co: www.ranieriandco.comCheck out the Podcast “Motherlode” wherever you get your podcasts.Connect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Nisar Malik of Effect at ViacomCBS joins to tackle this important (but rarely addressed) issue.Nisar provides a definition of what constitutes poor client behaviour, key contributing factors and ultimately why a focus on tackling these issues early is key.Connect with Nisar on LinkedInConnect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

No matter how successful you are, an inevitability of media sales is that nobody has 100% client retention.George Buschman, Executive Chairman of Boost Media joins to unpack this topic.Connect with George on LinkedIn or by email: george@boostmedia.com.auConnect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Wade Kingsley of The Ideas Business joins once again to unpack a topic he referenced in his previous episode. The next 10 questions is about uncovering unique pieces of information that your competitors won't be privy to in order to craft a more relevant and compelling solution.Connect with Wade on LinkedInMore about The Ideas BusinessMore about Creative ChampionsConnect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

David Roddick of Kinzler joins to discuss the topic of “understanding how clients buy”. We discuss emotion forming the basis for all decisions, the importance of having a deep knowledge in this area and the challenges associated with remote selling and video conference technology.Connect with David on LinkedIn and find out more about Kinzler at www.kinzler.com.auConnect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore

Sales planning is one of the more underdeveloped skills of many media sales professionals; there are many reasons for this;The sales plan is a rigid document that's supplied by the business and is more about capturing forecast information that being a plan for the salespersonSalespeople completely over-estimate what they can feasibly achieve and fill the plan with far too initiativesOne or two key components of the plan might be missing entirely – very dangerousAs mike Tyson famously said, everyone has a plan until they get punched in the face. Media Sales can often throw up unforeseen obstacles or opportunities that immediately take priority over the activities laid out in the planNeil Petch, Chairman at Virtugroup joins from the UAE to unpack this topic.About Neil:As the Founder and Chairman of Virtuzone, I work closely with over 300 entrepreneurs and startups monthly in building their businesses in the UAE. Since founding Virtuzone over 12 years ago, we have grown it to become the largest, fastest-growing and best-known setup operator in the Middle East, establishing more than 45,000 businesses to date.As the Chairman of the holding company, Virtugroup, I also hold an executive leadership role at Next Generation Equity, a citizenship-by-investment firm.Prior to Virtuzone, I helped establish ITP, the largest media publishing house in the Gulf, and grew its people from two to 600 employees. During my time at ITP, I spearheaded the launch of over 60 digital and print titles, such as Time Out, Harper's Bazaar and Arabian Business.I have also previously served as the Managing Director of ENG Media and launched the Coast FM radio station, along with numerous magazines, such as MediaWeek. For the last 7 years, I have also held the role of Chairman at GMG, the world's first interbank financial brokerage based in Dubai, with offices in DIFC and London.Having lived in over a dozen countries and with a career spanning over 25 years in the UAE, I have developed an astute cultural insight with fresh thinking, which allows me to leverage my business experience and intuition to help entrepreneurs bring their ideas to life and transform their aspirations into success stories.As a strong advocate of public-private collaboration, I have assumed the role of Task Force Member of The Advisory Council, a coalition of key decision-makers and prominent movers of the UAE business landscape, led by EMIR and the Ministry of Economy.I am also a co-host of Starting Up with Virtuzone, the UAE's first ever radio show for entrepreneurs, startups and SMEs, as well as a regular speaker, panellist and economic commentator, specialising in the SME sector.Connect with Neil on LinkedInConnect with Jamie on LinkedInEdited, Hosted and Produced by Joanne HelderMusic by Donyea Goodman at donyeamusic.biz/onlinestore