It's A Yes! Making It In Media

About It's A Yes! Making It In Media

The podcast to help you get hired, stay inspired, and build a successful career in the media industry. Join Jo Wood (The Media Exchange) and Debra Sharron (Media Sales Training) as they share honest conversations, answer listener questions, and offer practical career advice and insights from leaders across the media industry.

Publisher

Debra Sharron and Jo Wood

Category

business · business · business

Language

en

Explicit

No

First episode

11 Dec 2025

Latest episode

28 Aug 2026

Latest episodes

17 episodes in the feed.

1. 

   28 Aug 2026

   Brands Are Betting Billions on Social. Here's What It Means for Your Media Career

   Social media has become one of the biggest commercial opportunities in UK media, with brands spending billions across platforms and demand growing fast for sellers. Learn how to build a career in this space from Phoebe Bright, who is shaping it at one of the UK's leading social-first businesses. We're planning season three now! If there's something specific you’d like us to cover, whether that's a media channel, a specific career path or guest you'd love to hear from, let us know at hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) Episode Overview In this episode of It's A Yes! Making It In Media, Debra Sharron and Jo Wood unpack what "selling social" actually means today, from the platforms themselves to the data, talent and creative businesses that sit behind them. They're joined by Phoebe Bright, Director of Client Partnerships at Jungle Creations (https://www.linkedin.com/in/phoebe-bright-aa070247/), who shares how one of the UK's original social-first publishers builds brand partnerships, what makes a career in social genuinely varied, and why resilience matters more than ever in a crowded market. Whether you're weighing up a move into the media industry or already selling and wondering where social fits in, this episode offers a clear, practical view of the opportunity. What This Episode Covers What social media actually includes, from platforms to data, talent and creative agencies Why social commerce is changing how brands measure return on investment Why delegate sales remains the best starting point before moving into social The rise of customer success and activation roles alongside front-line sales How a brand partnership brief moves from pitch to delivery at a social agency Why community depth is beating mass reach as a commercial proposition How AI is changing the job without replacing the people doing it The skills and mindset employers look for when hiring into social sales YES List Debra and Jo recommend Bounce by Matthew Syed, which challenges the idea that top performers are simply born talented. Syed draws on stories from sport, music and beyond to show that success comes from deliberate practice, the right environment and learning from setbacks. It is a valuable read for anyone in media sales who has faced rejection and wondered whether they have what it takes. Top takeout: Every pitch, every no and every piece of feedback is information that moves you forward, not proof that you are not cut out for the job. Available at major retailers Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

2. 

   14 Aug 2026

   Selling Adtech: How to Break In Without a Technical Background

   Adtech has become one of the best compensated and fastest-growing career paths in the UK media industry. Learn how to break into this career path from one of the leading experts in the field. Episode Overview Programmatic, DSPs, SSPs and header bidding sit at the centre of modern digital advertising. Demand for commercially minded ad tech sellers in the UK has never been higher. In this episode of It's A Yes! Making It In Media, Debra Sharron and Jo Wood break down what ad tech actually is, what an ad tech sales role involves day to day, and why long sales cycles separate the people who thrive from the people who burn out. They are joined by Jane Wolfson, President UK and International at Captify, who moved from agency side to publishing and then into ad tech. Jane shares how her career developed, why measurement is critical to the commercial argument, and what she looks for in the people she hires. What This Episode Covers What ad tech actually is, explained without the jargon The difference between DSPs and SSPs, and where the sales role sits Why technical knowledge is absolutely learnable and should not put you off What an ad tech account exec does, and what they are not expected to do How to manage a nine-month sales cycle without losing momentum Why multi-threading protects deals when client contacts move on How cookie deprecation and changing search behaviour have reshaped the pitch What AI is changing about entry-level roles and everyday commercial work YES List The Seven Habits of Highly Effective People — Stephen Covey Debra and Jo recommend this for anyone juggling a full pipeline, multiple client relationships and competing deadlines. In this classic, Covey separates being busy from being effective - a point that is pertinent in commercial media where urgent tasks often crowd out important work every week. The framework is all about how you think and prioritise rather than tactics or shortcuts. For media sales professionals, the value sits in the client-facing habits. Thinking win-win reframes negotiation around mutual value. Seeking first to understand is the single most useful discipline for anyone selling a considered, complex product. Top takeout: Know what you are trying to achieve before you start, and listen to your client properly before you pitch a solution. Available at major retailers. Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

3. 

   31 Jul 2026

   Selling Out of Home in 2026: Why It's One of Media's Fastest-Growing Careers

   Out of home media is evolving fast, creating new opportunities for media sales professionals, commercial teams and anyone looking to build a successful career in media. Episode Overview Out of home has moved well beyond the traditional roadside poster. Digital screens, programmatic buying and retail media are reshaping how the sector is planned, bought and sold, and they are opening up new career paths for commercially minded people. In this episode of It's A Yes! Making It In Media, Debra Sharron and Jo Wood are joined by Guy Thurlow, co-founder of Next-Gen Media (https://uk.linkedin.com/in/guy-thurlow-39b42b176), who built a fast-growing out of home business from a student venture with no industry contacts. Together they explore how the sector works, where the growth is coming from, and the skills and mindset it takes to succeed. What This Episode Covers What out of home actually means and how it fits within the wider media mix Why digital out of home is now driving the sector’s growth How programmatic buying makes campaigns reactive The three routes to market: specialist agencies, mainstream agencies and client direct Why relevance and audience understanding often matter more than creativity How to break into an insular industry without existing contacts The transferable, data-led skills out of home builds and where they can take your career YES List Start With Why by Simon Sinek Debra and Jo recommend this modern classic for anyone in media sales, commercial teams or leadership who wants to pitch with more impact. Simon Sinek argues that people buy the reason behind what you do before they buy the product itself, and that starting with why builds belief and trust. For sellers, it is a practical reframe for structuring pitches around the client's challenge rather than the features of a solution. Top takeout: Do not open with your product. Start with why it matters to the client, then back it up with the how and the what. Available at major retailers Watch Simon's TED TALK here (https://www.youtube.com/watch?v=u4ZoJKF_VuA ) Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

4. 

   17 Jul 2026

   Retail Media in 2026: Inside a £2.7 Billion Career Opportunity

   Retail media has become one of the fastest growing parts of the UK advertising landscape, creating new commercial opportunities for anyone building a career in media. Episode Overview In this episode of It's A Yes! Making It In Media, Debra Sharron and Jo Wood explore how retail media has evolved from a niche shopper marketing function into a central pillar of modern marketing plans. They unpack the formats brands are buying, the skills employers are looking for, and what it actually takes to build a commercial career in this space. Later in the episode, they're joined by Nick Ashley, Propositions and Go-To-Market Director at Tesco Media (https://www.linkedin.com/in/nick-ashley-ab467833/), who shares how first-party data, AI and a career spanning agency, client and media owner roles are shaping the future of retail media. What This Episode Covers Why retail media has moved from shopper marketing to the centre of brand strategy The full range of formats, from on-site placements to in-store screens and connected TV What experience actually transfers into a retail media career Why data literacy matters, even in roles that aren't data-led How Tesco Clubcard data is turned into audiences brands can act on The practical role AI is playing in creative, targeting and self-serve platforms Why measurement and proving incrementality remain a live industry challenge What it takes to manage both an advertiser and a retailer as two separate clients YES List Scoring Points and Brand is Dead, Long Live the Customer — Clive Humby Debra and Jo recommend this pair of books by Clive Humby, co-founder of Dunnhumby and one of the driving forces behind modern customer data science. Scoring Points tells the inside story of how Dunnhumby conceived, pitched and launched the Tesco Clubcard back in 1995, turning raw transaction data into one of the UK's richest customer insight ecosystems. Brand is Dead, Long Live the Customer, written in the mid-2000s, predicted the shift away from mass, untargeted advertising towards personalised, first-party customer relationships – exactly the shift retail media is built on today. Both are essential reads for anyone working in retail media, data-led sales or commercial strategy who wants to understand where the industry's current thinking actually came from. Top takeout: First-party data only becomes valuable once it's turned into insight brands can act on. Understanding that shift – from raw data to genuine customer relationships – is the blueprint behind modern retail media. Available at major retailers Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

5. 

   3 Jul 2026

   Why Media Agency Careers Are Evolving Faster Than Ever

   Agency careers are evolving fast, creating new opportunities for media professionals, commercial teams and anyone looking to build a successful career in media. Episode Overview: From global holding groups and specialist independents to social, Amazon and experiential agencies, the agency landscape has never been broader. At the same time, AI, automation and changing client expectations are reshaping how agencies operate, the skills they value and the career paths available to ambitious media professionals. In this episode of It’s A Yes! Making It In Media, Debra Sharron and Jo Wood are joined by Lisa Morgan, Managing Director at Generation Media, and Sarah Chappell, Commercial Director at Guerrillascope. Together, they explore what agency life is really like, how the sector is evolving, the opportunities available across different agency types, and the commercial, strategic and storytelling skills that are becoming increasingly important for career success. What This Episode Covers: The different types of media agencies and how the sector has evolved The differences between working at a holding company and an independent agency How agencies win new business and what makes a successful pitch Why commercial thinking and storytelling are becoming essential career skills The impact of AI, automation and changing client expectations The opportunities available for entry-level talent and future media leaders How agency-client relationships are evolving towards more strategic partnerships The skills and attributes agency leaders look for when hiring and developing talent YES List Influence - Robert Cialdini Debra and Jo recommend this classic book on persuasion, decision-making and influence for anyone working in media sales, agencies, client services or commercial leadership. Drawing on decades of behavioural science research, Cialdini explores the psychological principles that shape how people make decisions, build trust and respond to ideas. From client presentations and negotiations to pitching and stakeholder management, the lessons remain highly relevant for today’s media professionals. Top takeout: People are influenced by more than logic alone. Understanding the principles behind trust, credibility and decision-making can help you communicate more effectively, build stronger relationships and gain greater buy-in for your ideas. Purchase here (https://www.amazon.co.uk/Influence-Psychology-Robert-Cialdini-PhD/dp/006124189X) Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

6. 

   19 Jun 2026

   Selling Audio and Podcasts: Skills, Trends & Career Opportunities

   Audio is evolving fast, creating new opportunities for media sales professionals, commercial teams and anyone looking to build a successful career in media. Episode Overview: From digital radio and streaming to podcasting, video content and AI, the audio landscape is changing rapidly. As brands invest more heavily in audio advertising and publishers expand their podcast offerings, demand is growing for people who understand how to sell, package and commercialise these platforms effectively. In this episode of It’s A Yes! Making It In Media, Debra Sharron and Jo Wood are joined by Andy Goldsmith, formerly UK President of Audioboom UK, and Russell Pedrick, Managing Director of Octave at News UK. Together, they explore how the audio market is evolving, what makes podcast advertising so effective, the growing role of video and AI, and the skills media professionals need to succeed in this increasingly dynamic sector. What This Episode Covers: Why audio remains one of media’s most engaging advertising channels How podcast advertising differs from traditional radio advertising Why host-read podcast ads continue to deliver strong commercial results The growing role of video in podcast discovery and monetisation How AI is changing media sales, content creation and measurement The skills employers are looking for in today’s audio sales professionals Why adaptability remains one of the most valuable career assets in media YES List Alchemy: The Surprising Power of Ideas That Don’t Make Sense - Rory Sutherland Debra and Jo recommend this marketing and behavioural science classic for anyone working in media sales, advertising or commercial media. Rory Sutherland explores why people don’t always make decisions logically and how understanding human psychology can create more effective marketing, stronger commercial propositions and better sales conversations. Drawing on examples from advertising, branding and behavioural economics, the book challenges conventional thinking about value and highlights the importance of perception, trust and emotional connection. Top takeout: People don’t behave logically, they behave psychologically. Understanding how people think can often be more valuable than understanding what the data says. Purchase here (https://www.amazon.co.uk/Alchemy-Original-Thinking-Mind-Numbing-Conformity/dp/0753556529/ref=tmm_pap_swatch_0) Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

7. 

   5 Jun 2026

   Why Events Sales is Back and Bigger Than Ever

   Discover how live events are creating new career and revenue opportunities across the media industry in 2026. Episode Overview In this episode of It’s A Yes! Making It In Media, Jo Wood and Debra Sharron explore why events sales has become one of the fastest-growing and most commercially exciting sectors in the industry. From conferences and exhibitions to awards, sponsorships and experiential partnerships, the events landscape has evolved far beyond traditional trade shows. Jo and Debra break down what modern event sales actually looks like, how media businesses are building revenue through live experiences, and why demand for commercially minded salespeople in this space continues to grow. They explore the skills required to succeed, the growing importance of networking and relationship building, and why human connection has become even more valuable in an increasingly digital world. Later in the episode, they’re joined by Colin Ennis (https://www.linkedin.com/in/colinennis1/), Divisional Sales Director of Events and Online Marketplaces at emap, who shares practical insights into building high-performing commercial teams, developing talent and creating strong sales cultures. Colin also explains why delegate sales remains one of the strongest entry points into media sales and what separates high performers from the rest. Whether you’re exploring a career in media sales or looking to sharpen your commercial skills, this episode offers a clear view into one of the industry’s biggest growth areas. What This Episode Covers Why live events have become a major growth area for media businesses How the events industry has evolved post-pandemic The difference between delegate sales, exhibition sales and sponsorship sales Why events create powerful opportunities for audience engagement and networking How sponsorship has evolved beyond simple logo placement Why emotional intelligence and relationship building matter in event sales The skills and mindset employers look for when hiring commercial talent Why coachability and resilience are critical for career progression How modern sales teams are becoming more collaborative and development-focused Why events sales can accelerate career growth across the media industry YES List The HBR Guide to Smarter Networking — Harvard Business Review Debra recommends this practical guide for anyone who wants to feel more confident building professional relationships and navigating networking environments. Whether you’re attending industry events, meeting clients or growing your career in media, the book focuses on how to create genuine connections rather than relying on awkward small talk or forced self-promotion. Packed with actionable advice and research-backed insights, it covers everything from starting conversations and building rapport to following up effectively and developing long-term professional relationships. Top takeout: Networking is not about collecting contacts. It’s about building meaningful relationships over time and learning how to create valuable conversations with confidence. Purchase here (https://www.amazon.co.uk/HBR-Guide-Smarter-Networking/dp/1647823358) Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/) to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

8. 

   22 May 2026

   Selling Print & Digital in 2026

   Learn how print and digital media now work together and what that means for media sales careers in 2026. Episode Overview In this episode, Jo and Debra explore how print and digital commercial solutions are evolving in today’s UK media landscape. While digital spend continues to grow, the role of print hasn’t disappeared. Instead, it has shifted, becoming part of a broader, more integrated approach to reaching audiences. Jo and Debra break down what this means in practice, from how media owners are packaging inventory to how sellers need to position different channels. They explore the changing expectations from advertisers, the growing importance of first-party data, and why hybrid roles are now the norm for anyone building a career in media sales. Later in the episode, they’re joined by Cath Waller (https://www.linkedin.com/in/cath-waller-8b052410/), Managing Director of Advertising at Immediate Media, who shares how one of the UK’s leading publishers has evolved from a print heritage into a multi-platform business spanning digital, partnerships, and experiential. Whether you’re starting out in media or looking to sharpen your commercial approach, this episode gives you a clear view of how the industry is changing and what that means for you. What This Episode Covers Why “print vs digital” is no longer a reliable framework in media sales The distinct roles of print (trust, attention, brand building) and digital (targeting, scale, measurement) How publishers are moving towards integrated, multi-platform commercial solutions Why first-party data and direct audience relationships are becoming more valuable What programmatic actually means in simple terms The shift from traditional formats to native content and partnerships How experiential and live events are becoming part of the media mix What skills and mindset you need to succeed in modern media sales How AI is likely to impact roles and opportunities in the industry YES List Who Moved My Cheese? — Dr. Spencer Johnson Debra recommends this as essential reading for anyone working in commercial media, where change is constant and standing still is never an option. Spencer Johnson’s simple but powerful story follows four characters, two mice and two little people, as they react when their “cheese” disappears, representing the things we rely on most, whether that’s clients, budgets, opportunities, or job security. The lesson is clear: some people spot change early and adapt quickly, while others resist, complain, and wait too long to move. In media sales, where algorithms shift, budgets tighten, and client priorities change overnight, the ability to anticipate and act is everything. Top takeout: Your cheese will move. The people who succeed are the ones who stay curious, test new opportunities, and treat uncertainty as part of the job, not a problem to avoid. Ask yourself: are you moving with change, or waiting for things to go back to how they were? Purchase here (https://www.amazon.co.uk/Who-Moved-My-Cheese-Amazing/dp/0091816971) Get In Touch Send your questions to hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/) to get the key insights and takeaways from each episode Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow the show on YouTube (https://www.youtube.com/@ItsaYES-MakingitinMedia) Follow the show on Spotify (https://open.spotify.com/show/7JrbQw93NLh9boHjXdRFGt?si=5c601d1034054c5f) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) 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.

9. 

   17 Apr 2026

   From frustration to fixes: Bridging generation gaps in media

   Discover how to navigate the four-generation workplace, challenge outdated practices without seeming arrogant, and build teams that genuinely get the best out of everyone. Episode Overview This episode of It's A Yes! Making It In Media tackles one of the most talked-about topics in modern workplaces: generation gaps. For the first time in history, four generations are working side by side—Baby Boomers, Gen X, Millennials, and Gen Z—each bringing different expectations, communication styles, and values to the table. Jo and Debra explore what this looks like inside the media industry right now, from the challenge of working in open plan offices and shared Slack channels to navigating hybrid working expectations across generations. They share practical strategies for younger professionals who want to challenge "this is how we've always done it" without seeming arrogant, and millennial managers trying to bridge the gap with Gen Z team members who have completely different expectations about promotion timelines and work-life balance. Listener questions come from Ella, age 24, who's struggling to challenge outdated practices, and Dan, a millennial manager navigating Gen Z expectations. Industry experts Claire Kearney (News UK) and Darren McKay (Alight Out of Home) share honest perspectives on what actually works—from reverse mentoring and employee networks to the truth about Gen Z stereotypes. What This Episode Covers The four generations in today's workplace: Boomers, Gen X, Millennials, and Gen Z Setting clear expectations: what Gen Z needs to achieve before getting promoted Reverse mentoring: what older generations can learn from younger colleagues The importance of asking questions to understand different generational values Managing promotion expectations: honest conversations about budgets, profits, and progression What else motivates beyond money: recognition, new projects, and feeling connected to work Challenging Gen Z stereotypes: do they really lack commitment and work ethic? Why Gen Z's uncompromising attitude toward life outside work is actually admirable Guest Experts Claire Kearney — Head of Learning and Development at News UK Darren McKay — Commercial Director at Alight Out of Home The YES List Eat Sleep Work Repeat — Bruce Daisley (Podcast & Newsletter) This episode's recommendation is Bruce Daisley's podcast and newsletter. Bruce is former VP of Twitter Europe and has held senior roles at YouTube and Google, so he really understands fast-moving commercial environments like media. He researches what makes workplace culture genuinely work, and whether you're leading a team or part of one, there's something here for everyone. Head to eatsleepworkrepeat.com (http://eatsleepworkrepeat.com), sign up for the newsletter, and get curated insights, the latest workplace research, and Bruce's straight-talking take delivered straight to your inbox. Get In Touch This is the final episode of Series 1! The podcast will return at the end of May with Series 2. In the meantime, the hosts would love to hear your thoughts on the podcast, including which topics you'd like them to explore in Season 2. Send your feedback and Series 2 topic suggestions to hello@makingitinmedia.com Upcoming Workshops Debra 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/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow the show for conversations about building a career in media, and share this episode with someone navigating generational dynamics in their workplace. Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

10. 

    3 Apr 2026

    Getting the most from LinkedIn

    Learn how to build a powerful LinkedIn profile, create content that gets noticed, and turn digital connections into real sales conversations. Episode Overview In this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron explore how LinkedIn has evolved from optional to essential—especially in a post-pandemic world where it's become the go-to place for creating connections. With over two billion accounts and only 1% of users actually posting content, there's a massive opportunity to stand out if you know what you're doing. Jo and Debra break down the fundamentals: why your profile picture matters more than you think, how to write connection requests that actually get accepted (hint: make it about them, not you), and whether you should use that green "open to work" circle. They explore the polarising debate about how personal versus professional LinkedIn should be, the mysterious algorithm that rewards engagement 15 minutes before and after you post, and why video content gets 20 times the engagement of written posts—even when you hate the sound of your own voice. Listener questions come from Liam, who's updating his profile for job hunting, and Maya, who posts regularly but gets barely any engagement. Plus, industry expert Chris Turner-Green (Technology Advice) shares how his team turns LinkedIn connections into real sales conversations by adding value in every message, comment, and opinion—not just pitching. Whether you're using LinkedIn to land your next role or generate new business, this episode delivers the strategies, tools, and mindset shifts you need to go from zero to hero. What This Episode Covers How LinkedIn went from "what do I need that for?" to impossible to live without Why LinkedIn is the only major player in its space—and what that means for users The commercial vs. personal debate: finding the right balance for your brand Why posts with your photo outperform other content types (even if you hate looking at yourself) Social Selling Index (SSI) scores: measuring your LinkedIn proficiency against your sector The algorithm mystery: engaging 15 minutes before and after you post for maximum reach The green "open to work" circle: why it's a no-brainer if you need a job Why only 1% of LinkedIn users actually create content—and how that sets you apart Video gets 20x the engagement of written posts (but it takes you out of your comfort zone) Connection requests: the art of flattering without full-blown pitching The power of "you" in sales communication: flipping the script from me to you The LinkedIn police: what happens when you connect with too many third-degree contacts Top tips for job hunters: profile pictures, correlating CV dates, skills, achievements, and recommendations Guest Expert Chris Turner-Green — MD at Technology Advice Chris explains how his team turns LinkedIn connections into real sales conversations by becoming "LinkedIn warriors" who add value in every message rather than just pitching. YES List Atomic Habits — James Clear Debra recommends this Sunday Times bestseller as potentially the most important book for your media sales career. Clear's premise: tiny changes lead to remarkable results. Instead of "I need to completely overhaul my prospecting," you might start with "I'll make three new LinkedIn connections every morning." That's manageable, but over a year, that's 750+ new connections. Her favourite concept is habit stacking—linking new habits to existing ones, like "After I finish my morning coffee, I'll review my pipeline for 10 minutes." Top takeout: Stop relying on motivation and start building systems. Identify one small habit you can do consistently—prospecting, follow-ups, LinkedIn engagement—and make it automatic. Small habits compound into big results. More here: (https://jamesclear.com/atomic-habits)https://jamesclear.com/atomic-habits (https://jamesclear.com/atomic-habits) Get In Touch Send your questions to hello@makingitinmedia.com Upcoming Workshops Debra runs live, interactive online media sales training workshops focused on building commercial confidence and capability, including how to use LinkedIn effectively for business development. Details of upcoming sessions can be found here: (https://makingitinmedia.com/sales-training-courses/)https://makingitinmedia.com/sales-training-courses/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow 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 & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

11. 

    20 Mar 2026

    The impact of AI: How to sound human in a world of chatbot pitches

    Discover how to use AI to enhance your work without sounding like everyone else—plus the prompts, tools, and human skills that matter most in 2026. Episode Overview In this episode of It's A Yes! Making It In Media, Jo Wood and Debra Sharron explore the rapid rise of AI in media sales and recruitment. With 68% of UK businesses now using AI in their screening processes and 55% of sales professionals using it to write emails, the landscape has transformed dramatically since November 2022—and not everyone is using it well. Jo and Debra tackle the reality of "AI slop"—generic, robotic content that screams chatbot—and share how to customise AI tools to sound authentically like you. From creating personas and refining prompts to spotting the telltale signs of AI-generated content, they reveal practical strategies for making AI work for you rather than replacing you. Listener questions come from Paul, who's frustrated that his AI-written emails sound generic, Chloe, who wants to know which AI tools to learn before her next interview, and Raj, who's worried about job security in the age of AI. Three industry experts join the conversation: Claire Kearney (News UK) on AI proficiency and attitude, Josh Barnett (Lumen Research) on why effective communication matters more than ever, and Chris Turner-Green (Technology Advice) on the AI workflows that actually enhance B2B selling. What This Episode Covers The shocking speed of AI adoption: 68% of UK businesses using it for recruitment screening Spotting AI-generated content: American spelling, emojis, capital letters, and em dashes Creating AI personas: teaching your chatbot to write like you with tone, style, and voice The art of prompt engineering: why clarity in instructions determines quality of output AI hallucinations: why you can't trust everything AI tells you without critical thinking How AI is impacting recruitment processes AI-accelerated, people-powered: using AI to save time, not replace human connection Account research acceleration: reducing half-day research to 3-4 minutes Call recording and AI summaries: never missing a follow-up action again Why Gen Z needs to practice face-to-face communication more than any previous generation Get In Touch If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com Upcoming Workshops Debra runs live, interactive online media sales training workshops focused on building commercial confidence and capability, including how to use AI effectively without losing your human touch. Details of upcoming sessions can be found here: (https://makingitinmedia.com/sales-training-courses/)https://makingitinmedia.com/sales-training-courses/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow the show for conversations about building a career in media, and share this episode with someone who's navigating the AI revolution in sales or recruitment. More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

12. 

    6 Mar 2026

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

    Learn how to handle price objections, add value without discounting, and close deals with confidence—even when clients push back hard. Episode Overview In 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 Covers Cultural taboos around discussing money—and why salespeople hide behind email How to pitch for the top end of a salary band without pricing yourself out The value menu approach: adding value instead of dropping price Why face-to-face negotiation is more powerful than email back-and-forth The "one shot" theory: why you might only get one chance at the pitch Trial closing in the first conversation—don't wait for a follow-up that may never come What agencies respect in negotiation (integrity, bespoke responses, collaboration) How to avoid a race to the bottom on CPMs when selling challenger solutions Taking a beat: why pausing before responding gives you control The YES List Dragon'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-12)https://www.bbc.co.uk/iplayer/episode/m001w0z0/dragons-den-series-22-episode-12 (https://www.bbc.co.uk/iplayer/episode/m001w0z0/dragons-den-series-22-episode-12) Get In Touch If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com Upcoming Workshops Debra 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/)https://makingitinmedia.com/sales-training-courses/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow 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 & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

13. 

    20 Feb 2026

    Ghosted! When to chase and when to walk away

    Learn how to decode silence in sales and recruitment—plus the exact scripts and strategies to get closure without looking desperate. Episode Overview In 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 Covers Why over 50% of UK employers admit to ghosting candidates—and why silence isn't always personal The three types of silence: genuinely busy, avoiding confrontation, or never happening Next-step hygiene: how to build accountability into every meeting or call Trial closing techniques that reveal true interest before you invest time in proposals Multi-channel follow-up strategies—why WhatsApp often gets the fastest response The "if they wanted to, they would" rule and when to walk away Recognising buying signals: what they are and how to respond immediately Why you should never offer to "send an email and call back" without locking in next steps How to ask for commitment to a follow-up meeting before writing any proposal Video vs. in-person closing—and why Mel closes better on calls Professional etiquette: remembering how ghosting feels when you're on the other side YES List The Challenger Sale — Matthew Dixon and Brent Adamson Debra 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/)https://www.penguinrandomhouse.com/books/205086/the-challenger-sale-by-matthew-dixon-and-brent-adamson/ (https://www.penguinrandomhouse.com/books/205086/the-challenger-sale-by-matthew-dixon-and-brent-adamson/) Get In Touch If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com Upcoming Workshops Ghosting Power Hour — 27th February 2026 Debra 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/)https://makingitinmedia.com/sales-training-courses/ (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 & Share Follow 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 & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

14. 

    6 Feb 2026

    Stay, Pivot or Run? Navigating Career Crossroads when Developing your Media Career

    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 Overview In 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 Covers The real state of the media job market—beyond the doom and gloom headlines The 18-month itch: when high performers start looking for their next challenge Essential skills for 2026: portfolio selling, data literacy, and ROI conversations Specialist vs. generalist—which path serves you better at different career stages How to evaluate internal opportunities before looking externally The "Yes, But" framework for understanding what's blocking your promotion Culture vs. cash: how to decide when a competitor comes calling Stay interviews and why managers need to proactively retain top talent The three-choice framework: change it, live with it, or get out of it Guest Expert: Jo Redfern Evans Jo 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 List Mad 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/70136135)https://www.netflix.com/title/70136135 (https://www.netflix.com/title/70136135) Get In Touch If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com Upcoming Workshops Debra 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/)https://makingitinmedia.com/sales-training-courses/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow 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 & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It's A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

15. 

    23 Jan 2026

    Selling YOU: How to build your personal brand - stop hiding, start shining!

    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 Covers Why the recruitment process is your first sales opportunity—and how most candidates miss it What actually makes a CV work The questioning and closing skills that showcase sales capability in interviews How to prove your skills are transferable when moving from client services to sales Using the STAR method to tell achievement stories that land How to answer "why should we hire you?" without cringing The power of memorable moments The introverted sales person: how to succeed in media sales when networking doesn't come naturally The YES List To Sell is Human — Daniel H. Pink Debra 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/)https://www.danpink.com/books/to-sell-is-human/ (https://www.danpink.com/books/to-sell-is-human/) Get In Touch If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) Upcoming Workshops Debra 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/)https://makingitinmedia.com/sales-training-courses/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow 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 & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

16. 

    9 Jan 2026

    We chose media sales - here's why

    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 Covers How people actually find their way into media sales Why sales roles are often misunderstood across the industry What commercial experience gives you that other roles don’t How progression and recognition tend to work behind the scenes What influences job satisfaction and motivation throughout a media career CVs and recruitment - and why human judgement still matters Communication skills, team dynamics and adapting your approach for career success Critical turning points where media professionals rethink their next move The YES List Surrounded by Idiots — Thomas Eriksson Debra 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/ (https://www.surroundedbyidiots.com/en/) Get In Touch If there’s a media career question, challenge or experience you’d like us to explore, email hello@makingitinmedia.com (mailto:hello@makingitinmedia.com) Upcoming Workshops Debra 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/ (https://makingitinmedia.com/sales-training-courses/) Subscribe & Share Follow the show for conversations about building a career in media, and share this episode with someone who would find it relevant. More from Jo & Debra Subscribe to Jo and Debra’s newsletter (https://makingitinmedia.com/), to get your FREE guide to the Top Media Sales Tips for 2026 Join one of Debra’s upcoming media sales workshops (https://makingitinmedia.com/sales-training-courses/) Follow Jo on LinkedIn here (https://www.linkedin.com/in/jo-wood-7060854/?originalSubdomain=uk) Follow Debra on LinkedIn here (https://www.linkedin.com/in/debrasharron/) About the Hosts It’s A Yes! Making It In Media is hosted by Jo Wood and Debra Sharron. Jo is Managing Director of The Media Exchange (https://www.themediaexchange.com/), a specialist media recruitment consultancy working closely with candidates and employers across the industry. Debra is founder of Media Sales Training (https://media-sales-training.co.uk/), 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.

17. 

    11 Dec 2025

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

    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 (mailto:hello@makingitinmedia.com)

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Based on episode analysis; this does not confirm that the show is currently accepting guests.