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It's A Yes! Making It In Media

It's A Yes! Making It In Media

Written by: Making It In Media
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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.Copyright 2026 Making It In Media Careers Economics Management Management & Leadership Personal Success
Episodes
  • Why Events Sales is Back and Bigger Than Ever

    Why Events Sales is Back and Bigger Than Ever
    Jun 5 2026
    Discover how live events are creating new career and revenue opportunities across the media industry in 2026.Episode OverviewIn 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, 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 CoversWhy live events have become a major growth area for media businessesHow the events industry has evolved post-pandemicThe difference between delegate sales, exhibition sales and sponsorship salesWhy events create powerful opportunities for audience engagement and networkingHow sponsorship has evolved beyond simple logo placementWhy emotional intelligence and relationship building matter in event salesThe skills and mindset employers look for when hiring commercial talentWhy coachability and resilience are critical for career progressionHow modern sales teams are becoming more collaborative and development-focusedWhy events sales can accelerate career growth across the media industryYES ListThe HBR Guide to Smarter Networking — Harvard Business ReviewDebra 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 hereGet In TouchSend your questions to hello@makingitinmedia.comMore from Jo & DebraSubscribe to Jo and Debra’s newsletter to get the key insights and takeaways from each episodeJoin one of Debra’s upcoming media sales workshopsFollow the show on YouTubeFollow the show on SpotifyFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereDisclaimerThe 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 mins
  • Selling Print & Digital in 2026

    Selling Print & Digital in 2026
    May 22 2026
    Learn how print and digital media now work together and what that means for media sales careers in 2026.Episode OverviewIn 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, 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 CoversWhy “print vs digital” is no longer a reliable framework in media salesThe distinct roles of print (trust, attention, brand building) and digital (targeting, scale, measurement)How publishers are moving towards integrated, multi-platform commercial solutionsWhy first-party data and direct audience relationships are becoming more valuableWhat programmatic actually means in simple termsThe shift from traditional formats to native content and partnershipsHow experiential and live events are becoming part of the media mixWhat skills and mindset you need to succeed in modern media salesHow AI is likely to impact roles and opportunities in the industryYES ListWho Moved My Cheese? — Dr. Spencer JohnsonDebra 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 hereGet In TouchSend your questions to hello@makingitinmedia.comMore from Jo & DebraSubscribe to Jo and Debra’s newsletter to get the key insights and takeaways from each episodeJoin one of Debra’s upcoming media sales workshopsFollow the show on YouTubeFollow the show on SpotifyFollow Jo on LinkedIn hereFollow Debra on LinkedIn hereDisclaimerThe 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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    26 mins
  • From frustration to fixes: Bridging generation gaps in media

    From frustration to fixes: Bridging generation gaps in media
    Apr 17 2026
    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 OverviewThis 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 CoversThe four generations in today's workplace: Boomers, Gen X, Millennials, and Gen ZSetting clear expectations: what Gen Z needs to achieve before getting promotedReverse mentoring: what older generations can learn from younger colleaguesThe importance of asking questions to understand different generational valuesManaging promotion expectations: honest conversations about budgets, profits, and progressionWhat else motivates beyond money: recognition, new projects, and feeling connected to workChallenging Gen Z stereotypes: do they really lack commitment and work ethic?Why Gen Z's uncompromising attitude toward life outside work is actually admirableGuest ExpertsClaire Kearney — Head of Learning and Development at News UKDarren McKay — Commercial Director at Alight Out of HomeThe YES ListEat 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, 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 TouchThis 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.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 generational dynamics in their workplace.Subscribe 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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    22 mins
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