Media Sales Mastery

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 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.

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

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

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

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