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.

1. Why the recruitment process is your first sales opportunity—and how most candidates miss it
2. What actually makes a CV work
3. The questioning and closing skills that showcase sales capability in interviews
4. How to prove your skills are transferable when moving from client services to sales
5. Using the STAR method to tell achievement stories that land
6. How to answer "why should we hire you?" without cringing
7. The power of memorable moments
8. The introverted sales person: how to succeed in media sales when networking doesn't come naturally

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/

If there's a media career question, challenge or experience you'd like us to explore, email hello@makingitinmedia.com

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/

Follow the show for conversations about building a career in media, and share this episode...

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.

1. Why sales roles are often misunderstood across the industry
2. What commercial experience gives you that other roles don’t
3. How progression and recognition tend to work behind the scenes
4. What influences job satisfaction and motivation throughout a media career
5. CVs and recruitment - and why human judgement still matters
6. Communication skills, team dynamics and adapting your approach for career success
7. Critical turning points where media professionals rethink their next move

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/

If there’s a media career question, challenge or experience you’d like us to explore, email hello@makingitinmedia.com

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/

Follow the show for conversations about building a career in media, and share this episode with someone who would find it relevant.

1. Subscribe to Jo and Debra’s newsletter, to get your FREE guide to the Top Media Sales Tips for 2026
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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