Media Sales Mastery

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/

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/

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.

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/

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 to​Design an ideal week that reduces anxiety and creates clarity​Use your calendar as a productivity system rather than a to-do list​Time block effectively without damaging internal relationships​Identify high-leverage activity versus low-return internal noise​Push back professionally when everything feels urgent​Work 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 Chapters​00:00 Introduction to Media Sales Mastery​00:41 Understanding Productivity in Media Sales​02:36 The Importance of Time Management​07:26 Building Your Ideal Week​13:42 Anchoring Your Day with Themes​18:06 Mastering Time Blocking​23:28 High Leverage vs Low Leverage Activities​24:08 The Epidemic of Busy Work​25:27 Setting a Time Budget​27:00 Empowering Sales Teams During COVID​29:47 Reframing Delegation​32:11 Work to Completion​38:36 Managing Your Manager​46:16 Conclusion and Future Topics