Épisodes

  • Negotiation skills - don't cave! Holding your ground in tough negotiations

    Negotiation skills - don't cave! Holding your ground in tough negotiations
    Mar 7 2026
    Learn how to handle price objections, add value without discounting, and close deals with confidence—even when clients push back hard.Episode OverviewIn this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron tackle one of the most crucial skills in media sales and recruitment: negotiation. The moment a client asks "can you do it for less?" determines whether you're seen as a partner or just another vendor. How you negotiate shapes your entire relationship—and of course, your income.Jo and Debra explore why some people relish negotiation while others find it vulgar and avoid it entirely. They break down the two essential stages of any negotiation: preparation (knowing your like, intend, and must outcomes) and execution (having the skills to pace the conversation while building credibility). From salary negotiations to handling steep discount requests, they reveal the strategies that separate average closers from top billers.Listener questions come from Josh, who's negotiating for the top end of a salary band, and Sophie, whose client loves the proposal but wants a 30% discount. Jo and Debra provide practical frameworks including the "value menu" approach—a creative alternative to caving on price. Plus, three industry experts share their takes: Emma Cranston (The Ozone Project), Steve Filler (ShowHeroes), and Rimi Atwell (Netmums) on what agencies respect, how to avoid racing to the bottom, and holding your nerve when clients push back.What This Episode CoversCultural taboos around discussing money—and why salespeople hide behind emailHow to pitch for the top end of a salary band without pricing yourself outThe value menu approach: adding value instead of dropping priceWhy face-to-face negotiation is more powerful than email back-and-forthThe "one shot" theory: why you might only get one chance at the pitchTrial closing in the first conversation—don't wait for a follow-up that may never comeWhat agencies respect in negotiation (integrity, bespoke responses, collaboration)How to avoid a race to the bottom on CPMs when selling challenger solutionsTaking a beat: why pausing before responding gives you controlThe YES ListDragon's Den — Series 22, Episode 12 (BBC iPlayer)Debra recommends this specific episode featuring an entrepreneur who handles objections from five incredibly tough investors simultaneously.Watch here: https://www.bbc.co.uk/iplayer/episode/m001w0z0/dragons-den-series-22-episode-12Get In TouchIf there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.comUpcoming WorkshopsDebra runs live, interactive online media sales training workshops focused on building commercial confidence and capability, including negotiation skills.Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone who needs to hold their ground in tough negotiations.More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of Debra’s upcoming media sales workshopsFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereAbout the HostsIt’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron.Jo is Managing Director of The Media Exchange, a specialist media recruitment consultancy working closely with candidates and employers across the industry.Debra is founder of Media Sales Training, where she designs and delivers training for media sales teams, supporting professionals at every stage of their careers.Together, they combine recruitment insight and sales expertise shaped by decades of experience inside the media industry.Disclaimer: The views shared on this podcast are for general information only and reflect personal experience. They should not be taken as specific career, legal or financial advice.
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    27 min
  • Ghosted! When to chase and when to walk away

    Ghosted! When to chase and when to walk away
    Feb 21 2026
    Learn how to decode silence in sales and recruitment—plus the exact scripts and strategies to get closure without looking desperate.Episode OverviewIn this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron tackle one of the most frustrating experiences in both sales and recruitment: ghosting. Whether you've had a brilliant pitch meeting followed by radio silence, or you've sailed through three interview rounds only to be left hanging, ghosting is a demotivating reality that over half of UK employers admit to doing.Jo and Debra decode what silence actually means—from "I'm too busy" to "I'm avoiding an awkward no" to "this was never happening." They share practical strategies for preventing ghosting before it happens, including next-step hygiene, trial closing techniques, and multi-channel follow-up approaches. You'll learn when persistence pays off and when it's time to walk away with dignity.Listener questions tackle real scenarios: Tom's been waiting five weeks after three promising interviews, James has been ghosted after sending a detailed proposal, and Mel struggles with closing in person versus on video calls. Jo and Debra provide actionable scripts, timing guidance, and the all-important buying signals you need to recognize before you waste time on proposals that go nowhere.What This Episode CoversWhy over 50% of UK employers admit to ghosting candidates—and why silence isn't always personalThe three types of silence: genuinely busy, avoiding confrontation, or never happeningNext-step hygiene: how to build accountability into every meeting or callTrial closing techniques that reveal true interest before you invest time in proposalsMulti-channel follow-up strategies—why WhatsApp often gets the fastest responseThe "if they wanted to, they would" rule and when to walk awayRecognising buying signals: what they are and how to respond immediatelyWhy you should never offer to "send an email and call back" without locking in next stepsHow to ask for commitment to a follow-up meeting before writing any proposalVideo vs. in-person closing—and why Mel closes better on callsProfessional etiquette: remembering how ghosting feels when you're on the other sideYES ListThe Challenger Sale — Matthew Dixon and Brent AdamsonDebra recommends this game-changing book that revolutionized her approach to selling and training business development teams. The research is fascinating: the authors studied thousands of sales reps and found that in complex B2B sales, one type dramatically outperformed all the others—the Challenger. Challengers teach clients something new about their own business, tailor their message to each stakeholder, and aren't afraid to challenge the client's thinking. This was transformational because the best salespeople create constructive tension. They bring insights clients haven't considered. It's not about being aggressive—it's about being assertively helpful.Top takeout: Come to every client meeting with a tailored insight about the client's business or market, not just your solutions. Teach them something they don't know about their customers, competitors, or industry trends. That's what transforms you from vendor to trusted advisor.More here: https://www.penguinrandomhouse.com/books/205086/the-challenger-sale-by-matthew-dixon-and-brent-adamson/Get In TouchIf there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.comUpcoming WorkshopsGhosting Power Hour — 27th February 2026Debra is running a live, interactive Ghosting Power Hour on 27th February focused on mastering follow-up strategies, reading buying signals, and knowing when to walk away. Get practical scripts and techniques you can use immediately.Register here: https://makingitinmedia.com/sales-training-courses/Debra also runs regular online media sales training workshops focused on building commercial confidence and capability. Details of all upcoming sessions can be found at the link above.Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone who's been left on read or needs help navigating the ghosting game.More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of Debra’s upcoming media sales workshopsFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereAbout the HostsIt’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron.Jo is Managing Director of The Media Exchange, a specialist media recruitment consultancy working closely with candidates and employers across the industry.Debra is founder of Media Sales Training, where she designs and delivers training for media sales teams, supporting professionals at every stage of their careers.Together, they combine recruitment insight and sales expertise shaped by decades of experience inside the media industry.Disclaimer: The views shared on this...
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    23 min
  • Stay, Pivot or Run? Navigating Career Crossroads when Developing your Media Career

    Stay, Pivot or Run? Navigating Career Crossroads when Developing your Media Career
    Feb 7 2026
    Discover when to stay in your role, when to pivot internally, and when it's time to make your move—plus the skills that will future-proof your media career.Episode OverviewIn this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron tackle one of the biggest questions facing media professionals: should you stay in your current role, look for internal opportunities, or make a move to a new company?Despite negative headlines about the media job market, Jo reveals the reality is far more optimistic than LinkedIn would have you believe. While some roles have become more competitive, ad spend in the UK continues to climb toward £40 billion, creating ongoing demand for talented salespeople. The challenge isn't whether jobs exist—it's knowing when and how to make your next move.Jo and Debra explore the critical milestones when salespeople typically get itchy feet, the emerging importance of data literacy and portfolio selling, and why "stay interviews" might be more valuable than exit interviews. Plus, special guest Jo Redfern Evans from Education Cubed joins to share her insights on getting promoted, including the powerful "Yes, But" framework for identifying and addressing career obstacles.Whether you're feeling restless in your current role, frustrated about promotion prospects, or weighing up a competitor's offer, this episode delivers practical frameworks for making informed career decisions.What This Episode CoversThe real state of the media job market—beyond the doom and gloom headlinesThe 18-month itch: when high performers start looking for their next challengeEssential skills for 2026: portfolio selling, data literacy, and ROI conversationsSpecialist vs. generalist—which path serves you better at different career stagesHow to evaluate internal opportunities before looking externallyThe "Yes, But" framework for understanding what's blocking your promotionCulture vs. cash: how to decide when a competitor comes callingStay interviews and why managers need to proactively retain top talentThe three-choice framework: change it, live with it, or get out of itGuest Expert: Jo Redfern EvansJo Redfern Evans is the founder of Education Cubed, a niche agency operating at the intersection of education, data and insight. She brings valuable perspective on carving out a specialism and building new business in media. In this episode, Jo shares her hard-won lessons on internal politics, influence, and getting promoted—including the promotion she didn't get and what she learned from it.YES ListMad Men (Netflix)Debra recommends this iconic American drama series set in the 1960s New York advertising world—not for the workplace behavior (absolutely not), but for masterclass-level pitch craft. More here: https://www.netflix.com/title/70136135Get In TouchIf there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.comUpcoming WorkshopsDebra runs live, interactive online media sales training workshops focused on building commercial confidence and capability.Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone who's at a career crossroads or looking to future-proof their skillset.More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of Debra’s upcoming media sales workshopsFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereAbout the HostsIt's A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron.Jo is Managing Director of The Media Exchange, a specialist media recruitment consultancy working closely with candidates and employers across the industry.Debra is founder of Media Sales Training, where she designs and delivers training for media sales teams, supporting professionals at every stage of their careers.Together, they combine recruitment insight and sales expertise shaped by decades of experience inside the media industry.Disclaimer: The views shared on this podcast are for general information only and reflect personal experience. They should not be taken as specific career, legal or financial advice.
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    25 min
  • Selling YOU: How to build your personal brand - stop hiding, start shining!

    Selling YOU: How to build your personal brand - stop hiding, start shining!
    Jan 24 2026
    Learn what hiring managers actually look for in CVs and interviews - and the closing techniques that shift the power dynamic in your favour.In this episode of It's A Yes! Making It In Media, Jo and Debra reveal how to position yourself effectively throughout the media recruitment process. Whether you're applying for media sales roles, transitioning from client services, or preparing for interviews, this episode shows you how to build and showcase your personal brand.Discover what makes CVs stand out to hiring managers, why the recruitment process is your first sales pitch, and the interview techniques that get you remembered for the right reasons. Jo and Debra answer listener questions about breaking into media sales, making career transitions, and standing out from other candidates. They also discuss how to succeed in media sales as an introvert, plus share practical frameworks like the STAR method for talking about achievements.If you're looking to land your next media role or help someone navigate the application process, this episode delivers actionable insights on selling yourself with authenticity and confidence.What This Episode CoversWhy the recruitment process is your first sales opportunity—and how most candidates miss itWhat actually makes a CV workThe questioning and closing skills that showcase sales capability in interviewsHow to prove your skills are transferable when moving from client services to salesUsing the STAR method to tell achievement stories that landHow to answer "why should we hire you?" without cringingThe power of memorable momentsThe introverted sales person: how to succeed in media sales when networking doesn't come naturallyThe YES ListTo Sell is Human — Daniel H. PinkDebra recommends this essential read for anyone in a modern sales role. Pink's core argument is that we're all in sales—whether we realise it or not. Pink delivers science-backed techniques for modern persuasion, from asking better questions to cutting through information overload.More here: https://www.danpink.com/books/to-sell-is-human/Get In TouchIf there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.comUpcoming WorkshopsDebra runs live, interactive online media sales training workshops focused on building commercial confidence and capability.Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone navigating the recruitment process or looking to sharpen their personal brand.More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of Debra’s upcoming media sales workshopsFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereAbout the HostsIt’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron.Jo is Managing Director of The Media Exchange, a specialist media recruitment consultancy working closely with candidates and employers across the industry.Debra is founder of Media Sales Training, where she designs and delivers training for media sales teams, supporting professionals at every stage of their careers.Together, they combine recruitment insight and sales expertise shaped by decades of experience inside the media industry.Disclaimer: The views shared on this podcast are for general information only and reflect personal experience. They should not be taken as specific career, legal or financial advice.
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    19 min
  • We chose media sales - here's why

    We chose media sales - here's why
    Jan 10 2026
    Welcome to the first episode of It’s A Yes! Making It In Media. Hosts Jo Wood (The Media Exchange) and Debra Sharron (Media Sales Training) share the career paths that led them into media from unconventional beginnings.They discuss their career transitions from pharmacy and English literature into media recruitment and magazine sales, exploring why neither initially saw themselves as "salespeople". This episode tackles common questions about professional development in media, including how to refine your CV, what drives promotion decisions when you're already hitting targets, and why job satisfaction can shift around the 18-month mark.Why do top performers sometimes get overlooked for advancement? What role do team dynamics and communication skills play in sales success? Jo and Debra explore what's often happening behind the scenes in sales management and career progression.What This Episode CoversHow people actually find their way into media salesWhy sales roles are often misunderstood across the industryWhat commercial experience gives you that other roles don’tHow progression and recognition tend to work behind the scenesWhat influences job satisfaction and motivation throughout a media careerCVs and recruitment - and why human judgement still mattersCommunication skills, team dynamics and adapting your approach for career successCritical turning points where media professionals rethink their next moveThe YES ListSurrounded by Idiots — Thomas ErikssonDebra recommends this bestselling book on communication styles, based on the DISC personality model. It explores why people communicate differently at work and how adapting your approach can improve working relationships across teams, clients and managers.More here: https://www.surroundedbyidiots.com/en/Get In TouchIf there’s a media career question, challenge or experience you’d like us to explore, email hello@makingitinmedia.comUpcoming WorkshopsDebra runs online interactive media sales training workshops focused on building commercial confidence and capability.Details of upcoming sessions can be found here: https://makingitinmedia.com/sales-training-courses/Subscribe & ShareFollow the show for conversations about building a career in media, and share this episode with someone who would find it relevant.More from Jo & DebraSubscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026Join one of Debra’s upcoming media sales workshopsFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereAbout the HostsIt’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron.Jo is Managing Director of The Media Exchange, a specialist media recruitment consultancy working closely with candidates and employers across the industry.Debra is founder of Media Sales Training, where she designs and delivers training for media sales teams, supporting professionals at every stage of their careers.Together, they combine recruitment insight and sales expertise shaped by decades of experience inside the media industry.Disclaimer: The views shared on this podcast are for general information only and reflect personal experience. They should not be taken as specific career, legal or financial advice.
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    21 min
  • Trailer: It's a Yes! Making it in Media

    Trailer: It's a Yes! Making it in Media
    Dec 11 2025

    Welcome to It's a Yes! Making it in Media, an exciting new podcast for media professionals. Hosts Debra Sharron (Media Sales Training) and Jo Wood (The Media Exchange) combine their expertise to help you get hired and stay inspired as you build your media career.

    Series 1 is coming soon. You can hear it here, on this feed. Subscribe now to be notified automatically when new episodes drop in early 2026.

    Questions? Email hello@makingitinmedia.com
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    1 min