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:
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 legacyadvertising 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.
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
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
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
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
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
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:
Expect practical takeaways you can apply to your role immediately!
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
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
Objections aren’t the enemy—they’re insight. In this episode, we’re joined by media executive and consultant Steve Hirst to challenge conventional thinking around objection handling.
We explore how to proactively dismantle objections before they show up, use better messaging to neutralize resistance, and reframe objections as powerful commercial signals.
If you’ve ever felt stuck following a script or like you’re fighting your client instead of selling to them, this episode will rewire your thinking—and your results.
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
Deeon Mladin, Head of Sales APAC at Octomedia, joins Media Sales Mastery to deliver the definitive guide to selling business / trade media.
In a world where most media sales revolve around mass audiences and B2C advertising, selling to industries, professionals, and niche business audiences requires an entirely different approach.
This episode is packed with practical, actionable strategies for frontline media sellers and media sales leaders navigating the complexities of B2B media sales.
Key Takeaways:
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
Need to roll out a new product, process, initiative or business rule to the sales team?
Jamie covers off 4 key pillars of effectively managing sales team adoption.
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
Stephanie Antonis, Director of commercial engagement – Forbes Australia, joins to discuss the strategies, challenges, and nuances of selling premium media. From identifying the right clients to maintaining brand prestige amidst market pressures, Stephanie shares insights for thriving in this competitive niche.
Connect with Stephanie onLinkedIn.
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
Brian Gallagher, former Chief Sales Officer of Southern Cross Austereo and Chairperson of Boomtown, joins to explore the challenges and strategies for selling traditional media in a market dominated by global tech platforms.
The AI POWERED SELLER PODCAST
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
Wade Kingsley, founder of The Ideas Business, returns to unpack a critical issue affecting advertising markets – the devaluation of creativity in soft, commoditized markets.
We explore why innovation and idea-led solutions take a backseat during price- driven periods, how this impacts the industry, and strategies for reframing creativity as a tool to unlock value in even the toughest conditions.
Follow Wade 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
A re-broadcast of Jamie’s appearance on the Sales Reinvented Podcast where he unpacks the world of best practice cold calling. 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
Edd Hayer CEO of Prospector joins to unpack the world of media sales prospecting.
Contact Prospector on 1300 736 447 to discover how you can increase ROI and sell more effectively.
Follow Edd 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
Jamie covers off the 4 C framework of revenue winning thinking.
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
Rob Atkinsons joins once again to unpack the world of internal politics.
Book: Buy back your time by Dan Martell
Follow Rob 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
Rob Atkinson joins to explore the world of internal politics.
Follow Rob 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
Lena Rapley returns to unpack brief to pitch workflows.
Whilst most sales processes encompass everything from initial prospecting right through to post campaign analysis – the brief to pitch stage is its own unique subset of a great sales process.
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