Media Sales Mastery

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 marketplace

Sarah 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.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

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 Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

SYNOPSIS OF MEDIA UNMADE: AUSTRALIAN MEDIA’S MOST DISRUPTIVE DECADE

Media 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 LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music 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.com

Check out the Podcast “Motherlode” wherever you get your podcasts.

Connect with Jamie on LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music 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 LinkedIn

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Edited, Hosted and Produced by Joanne Helder

Music 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: [email protected]

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Edited, Hosted and Produced by Joanne Helder

Music 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 LinkedIn

More about The Ideas Business

More about Creative Champions

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Edited, Hosted and Produced by Joanne Helder

Music 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.au

Connect with Jamie on LinkedIn

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

Gary Stroebel CEO of Namibia Future Media Holdings joins as our expert guest on the topic of generating quick revenue.

Maybe you’re trailing behind budget and need a sugar hit of revenue to get you into an acceptable range, perhaps you’re getting some pressure from your sales manager to build out your pipeline, did you lose a big deal and have a big hole to fill? Or maybe it’s the best of these scenarios…. There’s a team incentive or stretch goal that you’re striving to hit, and time is running out.

Big disclaimer here is that this short-term tactical approach to selling is not a sustainable long-term sales approach. It’s to be used sparingly and selectively during times where it’s appropriate.

Connect with Gary on Linkedin

Namibia Future Media Holdings

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www.mediasalesmastery.com

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore

On any given week there are a few million dollars of advertising revenue briefed out to market. The winning suppliers are often the ones who are “built for pitch”. At it’s core being built for pitch is about quality thinking, turned around quickly and packaged to be easily on-presented.

Andrew “Bag” Sidwell is the pioneer of this particular methodology and joins to unpack not only the concept, but also what it means in a changing context.

Connect with Bag on Linkedin and his website www.bagsbrain.com.

AANA & MFA pitching code

Connect with Jamie on LinkedIn

www.mediasalesmastery.com

Edited, Hosted and Produced by Joanne Helder

Music by Donyea Goodman at donyeamusic.biz/onlinestore