Sell media like the warm path exists.

Turn a list of 300 brands into a territory you can explain, defend and work every week. Fit, timing and access, scored the same way every Monday.

Use AI to do the research and first drafts, without sounding like everyone else who uses AI. The judgment stays yours.

Email, LinkedIn, phone, direct mail and events, each with a job. Build a cadence where every touch adds something.

Phones still work in media, especially with agency teams. An eight-step call built around one problem and one question.

Short emails with one reason and one ask. How to write them, how to follow up and how to sequence them for brands and agencies.

For buyers who ignore every pitch: lead with an opinion about their market. Teach them something about their audience or their category.

Big brands have many buyers across many agencies. How to work an account with 30 decision-makers without spamming any of them.

Show up before you ask. Profile, content and messaging that make buyers recognize your name when your email lands.

Find who owns programmatic, OOH, CTV, retail media and measurement at a brand and at its agencies. Know their decision power before you write.

The fastest way into an account is someone who already knows them. Systematic referral selling for media teams.

Time your outreach to real changes: launches, hires, agency reviews, earnings comments and planning windows.

The objections you get before a meeting, and how to keep the conversation going without sounding scripted.

Separate real budgets from polite interest early. Qualification built for media: objective, audience, budget source, timing and measurement.

The discovery call that sets up the whole deal. Find the objective, the measurement standard and the urgency the buyer hasn’t told you yet.

Local businesses decide fast and buy on trust. Discovery that fits in one 20-minute conversation.

Help buyers see what it costs to keep the plan as it is: missed reach, wasted frequency, a launch nobody notices.

Agency meetings run long and wander. Stay in control without taking over, and leave with a next step.

Pitch the buyer’s plan, not your media kit. Structure, slides and storytelling for media presentations.

Demoing a DSP, SSP, CDP, clean room or measurement tool to media and data teams. Show the outcome, not the menus.

Most media relationships start with a test. Design tests that are easy to approve, measured fairly and built to scale.

Help your champion get money moved. A business case the CMO, finance and the agency will all accept.

How senior marketers and CFOs decide on media money, and how to get a test funded when budgets are tight.

Get from the planner to the person who controls the money, without going around anyone.

Deals stall between the proposal and the IO. What to do between meetings so they don’t go quiet.

Every meeting ends with a dated next step, or it didn’t happen.

Most lost media deals aren’t lost to a competitor. They’re lost to the plan staying the same. How to make change feel safe.

Three threads on each side, or you don’t have a deal. How to build a buying committee map and work it without going around anyone.

Find the person who will sell for you when you’re not in the room, and give them what they need.

A shared plan from proposal to launch, with dates and owners on both sides. Fewer surprises, faster IOs.

Investment teams and procurement have their own playbook. Know it, and protect your margin.

Win without discounting. Show value in the buyer’s terms: reach, attention, outcomes.

Win against other publishers, platforms and ad tech without trashing anyone.

The late-stage objections that kill deals: price, measurement, timing, legal and “the client changed their mind”.

Shorter cycles, owner-buyers and simple packages. Close in days, not months.

A one-page plan for every Tier A account: goals, windows, people, risks and next steps.

The cheapest revenue is the account you already have. Deliver well, spot upsell moments and protect renewals.

Ramp fast in a new media sales job: learn the inventory, the accounts and the people, and close something in 90 days.

The six mistakes new media sellers make, and the business basics that fix them: gross and net, seasonality, holding company deals and more.

Move a team that waits for RFPs to one that creates its own pipeline.

Team meetings that sharpen sellers instead of reading the forecast aloud.

Diagnose what’s really holding a seller back and coach one skill at a time.

Hire sellers who will thrive in media: curious, organized and good with people.

From top seller to manager. What to do in your first 30, 60 and 90 days.

Start with the income you want and work back to the activity it takes.

From SDR to AE, AE to senior or manager. What gets noticed and how to ask.

Land your first job selling media: find the right company, network in, build your profile, interview well and negotiate the offer.

Sell your first ad tech or media product to agencies and brands before you hire a sales team.