Media Sales Mastery

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

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