It's A Yes! Making It In Media

Making It In Media
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Jo Wood (The Media Exchange) and Debra Sharron (Media Sales Training) are here to help you get hired and stay inspired.

Episodes

  1. 2D AGO

    Ghosted! When to chase and when to walk away

    Learn how to decode silence in sales and recruitment—plus the exact scripts and strategies to get closure without looking desperate. Episode OverviewIn this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron tackle one of the most frustrating experiences in both sales and recruitment: ghosting. Whether you've had a brilliant pitch meeting followed by radio silence, or you've sailed through three interview rounds only to be left hanging, ghosting is a demotivating reality that over half of UK employers admit to doing. Jo and Debra decode what silence actually means—from "I'm too busy" to "I'm avoiding an awkward no" to "this was never happening." They share practical strategies for preventing ghosting before it happens, including next-step hygiene, trial closing techniques, and multi-channel follow-up approaches. You'll learn when persistence pays off and when it's time to walk away with dignity. Listener questions tackle real scenarios: Tom's been waiting five weeks after three promising interviews, James has been ghosted after sending a detailed proposal, and Mel struggles with closing in person versus on video calls. Jo and Debra provide actionable scripts, timing guidance, and the all-important buying signals you need to recognize before you waste time on proposals that go nowhere. What This Episode CoversWhy over 50% of UK employers admit to ghosting candidates—and why silence isn't always personalThe three types of silence: genuinely busy, avoiding confrontation, or never happeningNext-step hygiene: how to build accountability into every meeting or callTrial closing techniques that reveal true interest before you invest time in proposalsMulti-channel follow-up strategies—why WhatsApp often gets the fastest responseThe "if they wanted to, they would" rule and when to walk awayRecognising buying signals: what they are and how to respond immediatelyWhy you should never offer to "send an email and call back" without locking in next stepsHow to ask for commitment to a follow-up meeting before writing any proposalVideo vs. in-person closing—and why Mel closes better on callsProfessional etiquette: remembering how ghosting feels when you're on the other side YES ListThe Challenger Sale — Matthew Dixon and Brent Adamson Debra recommends this game-changing book that revolutionized her approach to selling and training business development teams. The research is fascinating: the authors studied thousands of sales reps and found that in complex B2B sales, one type dramatically outperformed all the others—the Challenger. Challengers teach clients something new about their own business, tailor their message to each stakeholder, and aren't afraid to challenge the client's thinking. This was transformational because the best salespeople create constructive tension. They bring insights clients haven't considered. It's not about being aggressive—it's about being assertively helpful. Top takeout: Come to...

    23 min

  2. FEB 7

    Stay, Pivot or Run? Navigating Career Crossroads when Developing your Media Career

    Discover when to stay in your role, when to pivot internally, and when it's time to make your move—plus the skills that will future-proof your media career. Episode OverviewIn this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron tackle one of the biggest questions facing media professionals: should you stay in your current role, look for internal opportunities, or make a move to a new company? Despite negative headlines about the media job market, Jo reveals the reality is far more optimistic than LinkedIn would have you believe. While some roles have become more competitive, ad spend in the UK continues to climb toward £40 billion, creating ongoing demand for talented salespeople. The challenge isn't whether jobs exist—it's knowing when and how to make your next move. Jo and Debra explore the critical milestones when salespeople typically get itchy feet, the emerging importance of data literacy and portfolio selling, and why "stay interviews" might be more valuable than exit interviews. Plus, special guest Jo Redfern Evans from Education Cubed joins to share her insights on getting promoted, including the powerful "Yes, But" framework for identifying and addressing career obstacles. Whether you're feeling restless in your current role, frustrated about promotion prospects, or weighing up a competitor's offer, this episode delivers practical frameworks for making informed career decisions. What This Episode CoversThe real state of the media job market—beyond the doom and gloom headlinesThe 18-month itch: when high performers start looking for their next challengeEssential skills for 2026: portfolio selling, data literacy, and ROI conversationsSpecialist vs. generalist—which path serves you better at different career stagesHow to evaluate internal opportunities before looking externallyThe "Yes, But" framework for understanding what's blocking your promotionCulture vs. cash: how to decide when a competitor comes callingStay interviews and why managers need to proactively retain top talentThe three-choice framework: change it, live with it, or get out of it Guest Expert: Jo Redfern EvansJo Redfern Evans is the founder of Education Cubed, a niche agency operating at the intersection of education, data and insight. She brings valuable perspective on carving out a specialism and building new business in media. In this episode, Jo shares her hard-won lessons on internal politics, influence, and getting promoted—including the promotion she didn't get and what she learned from it. YES ListMad Men (Netflix) Debra recommends this iconic American drama series set in the 1960s New York advertising world—not for the workplace behavior (absolutely not), but for masterclass-level pitch craft. More here: https://www.netflix.com/title/70136135 Get In TouchIf there's a media career question, challenge or experience you'd...

    25 min

  3. JAN 24

    Selling YOU: How to build your personal brand - stop hiding, start shining!

    Learn what hiring managers actually look for in CVs and interviews - and the closing techniques that shift the power dynamic in your favour. In this episode of It's A Yes! Making It In Media, Jo and Debra reveal how to position yourself effectively throughout the media recruitment process. Whether you're applying for media sales roles, transitioning from client services, or preparing for interviews, this episode shows you how to build and showcase your personal brand. Discover what makes CVs stand out to hiring managers, why the recruitment process is your first sales pitch, and the interview techniques that get you remembered for the right reasons. Jo and Debra answer listener questions about breaking into media sales, making career transitions, and standing out from other candidates. They also discuss how to succeed in media sales as an introvert, plus share practical frameworks like the STAR method for talking about achievements. If you're looking to land your next media role or help someone navigate the application process, this episode delivers actionable insights on selling yourself with authenticity and confidence. What This Episode CoversWhy the recruitment process is your first sales opportunity—and how most candidates miss itWhat actually makes a CV workThe questioning and closing skills that showcase sales capability in interviewsHow to prove your skills are transferable when moving from client services to salesUsing the STAR method to tell achievement stories that landHow to answer "why should we hire you?" without cringingThe power of memorable momentsThe introverted sales person: how to succeed in media sales when networking doesn't come naturally The YES ListTo Sell is Human — Daniel H. Pink Debra recommends this essential read for anyone in a modern sales role. Pink's core argument is that we're all in sales—whether we realise it or not. Pink delivers science-backed techniques for modern persuasion, from asking better questions to cutting through information overload. More here: https://www.danpink.com/books/to-sell-is-human/ Get In TouchIf there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com Upcoming WorkshopsDebra runs live, interactive online media sales training workshops focused on building commercial confidence and capability. Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/ Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode...

    19 min

  4. JAN 10

    We chose media sales - here's why

    Welcome to the first episode of It’s A Yes! Making It In Media. Hosts Jo Wood (The Media Exchange) and Debra Sharron (Media Sales Training) share the career paths that led them into media from unconventional beginnings. They discuss their career transitions from pharmacy and English literature into media recruitment and magazine sales, exploring why neither initially saw themselves as "salespeople". This episode tackles common questions about professional development in media, including how to refine your CV, what drives promotion decisions when you're already hitting targets, and why job satisfaction can shift around the 18-month mark. Why do top performers sometimes get overlooked for advancement? What role do team dynamics and communication skills play in sales success? Jo and Debra explore what's often happening behind the scenes in sales management and career progression. What This Episode CoversHow people actually find their way into media salesWhy sales roles are often misunderstood across the industryWhat commercial experience gives you that other roles don’tHow progression and recognition tend to work behind the scenesWhat influences job satisfaction and motivation throughout a media careerCVs and recruitment - and why human judgement still mattersCommunication skills, team dynamics and adapting your approach for career successCritical turning points where media professionals rethink their next move The YES ListSurrounded by Idiots — Thomas Eriksson Debra recommends this bestselling book on communication styles, based on the DISC personality model. It explores why people communicate differently at work and how adapting your approach can improve working relationships across teams, clients and managers. More here: https://www.surroundedbyidiots.com/en/ Get In TouchIf there’s a media career question, challenge or experience you’d like us to explore, email hello@makingitinmedia.com Upcoming WorkshopsDebra runs online interactive media sales training workshops focused on building commercial confidence and capability. Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/ Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone who would find it relevant. More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of a href="https://makingitinmedia.com/sales-training-courses/" rel="noopener...

    21 min

  5. SEASON 1 TRAILER

    Trailer: It's a Yes! Making it in Media

    Welcome to It's a Yes! Making it in Media, an exciting new podcast for media professionals. Hosts Debra Sharron (Media Sales Training) and Jo Wood (The Media Exchange) combine their expertise to help you get hired and stay inspired as you build your media career. Series 1 is coming soon. You can hear it here, on this feed. Subscribe now to be notified automatically when new episodes drop in early 2026. Questions? Email hello@makingitinmedia.com

    1 min

Trailer

About

Jo Wood (The Media Exchange) and Debra Sharron (Media Sales Training) are here to help you get hired and stay inspired.

Information

  • Creator
    Making It In Media
  • Years Active
    2025 - 2026
  • Episodes
    5
  • Rating
    Clean
  • Copyright
    © Copyright 2026 Making It In Media
  • Show Website
    It's A Yes! Making It In Media