Media Sales Mastery

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 Helder

Music 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 Campaign

7:35 Proof point

11:50 Objectives

17:13 Background

33:21 Challenge

43:07 Audience

52:21 Strategy

58:08 Tagline

1:00:10 Brand feel

1:08:15 Product overview

1:19:44 Budget and timings

1:27:04 Love to see

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

Music 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.au

Follow 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 Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore