Media Sales Mastery

Jamie Wood
  • 4.0 (3)
  • MARKETING
  • UPDATED BIWEEKLY

Media Sales Mastery exists to help you survive and thrive in the media sales industry. In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.

  1. 12/19/2025

    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 solution​Managing internal tensions around legacy vs. emerging channels​Developing a confident digital narrative as a frontline seller James 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.

    55 min

  2. 12/05/2025

    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 salespeople This 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 Updates 03:12 The Impact of Work from Home 09:11 Collaboration and Communication in Hybrid Teams 11:46 Thriving in a Hybrid Environment 14:52 Tactical Approaches for Sales Teams 17:43 Balancing In-Office and Remote Work 20:22 The Cost of Flexibility 25:57 Building Culture in a Remote World 31:52 Navigating Work-from-Home Dynamics 37:05 Maximising Performance in Hybrid Work Environments 45:12 Building Relationships in a Remote World 55:55 Creating a Culture of Flexibility and Communication

    1 hr

  3. 11/21/2025

    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

    47 min

  4. 07/18/2025

    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

    50 min

  5. 07/04/2025

    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

    41 min

  6. 06/20/2025

    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

    39 min

  7. 06/05/2025

    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 closing Expect 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

    45 min

  8. 05/23/2025

    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

    41 min
See All (112)

Ratings & Reviews

4
out of 5
3 Ratings

About

Media Sales Mastery exists to help you survive and thrive in the media sales industry. In each episode we arm you with information, insights and instantly applicable techniques from some of the world’s top media sales thought-leaders.

Information

  • Creator
    Jamie Wood
  • Years Active
    2019 - 2025
  • Episodes
    112
  • Rating
    Clean
  • Copyright
    © Jamie Wood
  • Show Website
    Media Sales Mastery

You Might Also Like