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Est. listeners per new episode within ~30 days
10,001 - 25,000 - Monthly Reach
Unique listeners across all episodes (30 days)
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On the show
From 1 epsHost
Recent guests
Recent episodes
From Research to Revenue
May 1, 2026
52m 23s
Confessions of an Agency Person
Apr 10, 2026
Unknown duration
When Sh!t Hits the Fan
Mar 31, 2026
Unknown duration
AI for Media Sellers
Mar 6, 2026
Unknown duration
Media Sales Mastery: Trailer
Feb 17, 2026
Unknown duration
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| Date | Episode | Topics | Guests | Brands | Places | Keywords | Sponsor | Length | |
|---|---|---|---|---|---|---|---|---|---|
| 5/1/26 | From Research to Revenue✨ | audience researchmedia sales+3 | Leigh Lavery | News CorpGrowth Distillery | — | media salesaudience research+4 | — | 52m 23s | |
| 4/10/26 | Confessions of an Agency Person | 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/ | — | ||||||
| 3/31/26 | When Sh!t Hits the Fan | 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/ | — | ||||||
| 3/6/26 | AI for Media Sellers | 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/ | — | ||||||
| 2/17/26 | Media Sales Mastery: Trailer | 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. | — | ||||||
| 2/13/26 | The Negotiation Ecosystem | 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/ | — | ||||||
| 1/16/26 | Busy But Not Selling? | 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 toDesign an ideal week that reduces anxiety and creates clarityUse your calendar as a productivity system rather than a to-do listTime block effectively without damaging internal relationshipsIdentify high-leverage activity versus low-return internal noisePush back professionally when everything feels urgentWork to completion and why quality is a productivity advantageThis 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 youConnect with Jamie on LinkedIn for office hours calls Chapters00:00 Introduction to Media Sales Mastery00:41 Understanding Productivity in Media Sales02:36 The Importance of Time Management07:26 Building Your Ideal Week13:42 Anchoring Your Day with Themes18:06 Mastering Time Blocking23:28 High Leverage vs Low Leverage Activities24:08 The Epidemic of Busy Work25:27 Setting a Time Budget27:00 Empowering Sales Teams During COVID29:47 Reframing Delegation32:11 Work to Completion38:36 Managing Your Manager46:16 Conclusion and Future Topics | — | ||||||
| 12/19/25 | Digi Know? | 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 solutionManaging internal tensions around legacy vs. emerging channelsDeveloping a confident digital narrative as a frontline sellerJames 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. | — | ||||||
| 12/5/25 | WFH WTF? | 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 salespeopleThis 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 Updates03:12 The Impact of Work from Home09:11 Collaboration and Communication in Hybrid Teams11:46 Thriving in a Hybrid Environment14:52 Tactical Approaches for Sales Teams17:43 Balancing In-Office and Remote Work20:22 The Cost of Flexibility25:57 Building Culture in a Remote World31:52 Navigating Work-from-Home Dynamics37:05 Maximising Performance in Hybrid Work Environments45:12 Building Relationships in a Remote World55:55 Creating a Culture of Flexibility and Communication | — | ||||||
| 11/21/25 | Dealing With The Tough Stuff | 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 | — | ||||||
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| 7/18/25 | Nailing Post-Sales Service | 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 | — | ||||||
| 7/4/25 | Selling a Challenger Brand | 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 | — | ||||||
| 6/20/25 | Deal Closing Discoveries | 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 | — | ||||||
| 6/5/25 | MedAI Sales Mastery | 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 toolHow AI can improve client research & insights Prospecting & outreach—how to use ChatGPT to unlock new opportunitiesPrepping for meetings & objections using AIAI in deal negotiation & contract closingExpect practical takeaways you can apply to your role immediately!Connect with Jake on LinkedIn.skaled.comAI Powered Seller podcastGrab a copy of The Innovative SellerJoin our FREE Innovative Seller NewsletterAccess the Innovative Seller Resource CenterFor 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 | — | ||||||
| 5/23/25 | Pipeline Mastery | Adam Cadwallader, CEO of Motio is our returning guest on the show. Adam brings a unique perspective as a media sales leader and now as the CEO of an ASX-listed business with a national sales team. He’s got a strong POV on what separates great reps from good ones—and it all starts with the pipeline.Connect with 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 | — | ||||||
| 5/9/25 | The Objection Advantage | Objections aren’t the enemy—they’re insight. In this episode, we’re joined by media executive and consultant Steve Hirst to challenge conventional thinking around objection handling.We explore how to proactively dismantle objections before they show up, use better messaging to neutralize resistance, and reframe objections as powerful commercial signals.If you’ve ever felt stuck following a script or like you’re fighting your client instead of selling to them, this episode will rewire your thinking—and your results.www.mediastreetconsulting.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 Helder | — | ||||||
| 4/18/25 | Inside Business Media | Deeon Mladin, Head of Sales APAC at Octomedia, joins Media Sales Mastery to deliver the definitive guide to selling business / trade media.In a world where most media sales revolve around mass audiences and B2C advertising, selling to industries, professionals, and niche business audiences requires an entirely different approach.This episode is packed with practical, actionable strategies for frontline media sellers and media sales leaders navigating the complexities of B2B media sales.Key Takeaways:How B2B media sales differ from B2C and broadcast media salesHow to justify premium pricing for niche audiencesHow to position business media as a must-have for advertisersObjection handling and tactics for selling high-value mediaOctomedia’s approach to B2B media sales (without revealing commercially sensitivedetails)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 | — | ||||||
| 2/28/25 | Sales Team Adoption | Need to roll out a new product, process, initiative or business rule to the sales team?Jamie covers off 4 key pillars of effectively managing sales team adoption.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 | — | ||||||
| 2/14/25 | Selling Premium Media | Stephanie Antonis, Director of commercial engagement – Forbes Australia, joins to discuss the strategies, challenges, and nuances of selling premium media. From identifying the right clients to maintaining brand prestige amidst market pressures, Stephanie shares insights for thriving in this competitive niche.Connect with Stephanie onLinkedIn.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 | — | ||||||
| 1/31/25 | Thriving Amidst Global Tech Dominance | Brian Gallagher, former Chief Sales Officer of Southern Cross Austereo and Chairperson of Boomtown, joins to explore the challenges and strategies for selling traditional media in a market dominated by global tech platforms. The AI POWERED SELLER PODCAST www.boomtown.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 | — | ||||||
| 1/17/25 | The Ideas Drought | Wade Kingsley, founder of The Ideas Business, returns to unpack a critical issue affecting advertising markets – the devaluation of creativity in soft, commoditized markets. We explore why innovation and idea-led solutions take a backseat during price- driven periods, how this impacts the industry, and strategies for reframing creativity as a tool to unlock value in even the toughest conditions. Follow Wade 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 | — | ||||||
| 12/30/24 | The Lost Art Of Cold Calling | A re-broadcast of Jamie’s appearance on the Sales Reinvented Podcast where he unpacks the world of best practice cold calling. 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 | — | ||||||
| 12/6/24 | Prospecting Masterclass | Edd Hayer CEO of Prospector joins to unpack the world of media sales prospecting. Contact Prospector on 1300 736 447 to discover how you can increase ROI and sell more effectively. Follow Edd 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 | — | ||||||
| 11/17/24 | Revenue Winning Thinking | Jamie covers off the 4 C framework of revenue winning thinking. 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 | — | ||||||
| 11/3/24 | Dark Arts: Internal Politics Pt 2 | Rob Atkinsons joins once again to unpack the world of internal politics. Book: Buy back your time by Dan Martell Follow Rob 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 | — | ||||||
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