Welcome to our brand new podcast, OnBD with ALF. We bring you the best advice and success stories from industry leaders in media and advertising.
Each episode, we tackle the challenges of new business to help elevate your own sales strategy. If you're in business development and looking to sharpen your sales techniques, discover actionable insights, and stay ahead of the competition, you're in the right place!
Available on Spotify, Apple Podcasts and Acast - click the icons below to listen now!
In this episode, Amanda Rosevear, General Manager for ALF Insight, is joined by Charlie Celino, Commercial Services Director at News UK.
Charlie shares insights on navigating the evolving media landscape, the impact of AI on news and advertising, and proactive strategies for future success.
Discover how News UK is leveraging technology and innovation to stay ahead in a turbulent industry.
In our latest episode, Amanda chats to James Walmsley, Ad Director at Immediate Media.
James shares insights from his career in media sales, discusses the industry's challenges, including the shifting digital landscape and the resurgence of print media.
James also tells us about the idea behind Atria, a new collaborative initiative among major UK publishers aimed at simplifying media buys and driving investment into trusted, editorial brands and why he thinks joining forces with ‘competitors’ is a positive move.
In this episode, Amanda chats to Kim James, Chief Growth and Business Development Officer at Havas Media Network.
Discover her thoughts behind the importance of building communities for business development and the strategies Havas uses to maintain relationships with prospective clients over long periods.
Kim emphasises the necessity of a team effort in successful pitches and tells us how Havas is working to expand their pitch bench.
The episode also discusses the evolving role of procurement in the pitch process and how Havas is addressing these changes through technology, robust qualification processes, and data-driven strategies.
In this special episode of 'OnBD with ALF' host and General Manager of ALF Insight, Amanda Rosevear welcomes co-founders of the BD100, Jody Osman and Rich McHardy.
Rich and Jody share why they created the BD100, and talk us through the nomination and submission processes, along with tips for crafting a standout entry.
They also explain additional categories such as Win of the Year, Team of the Year, and the newly introduced Industry Impact Award. With key insights and advice, this episode is essential for anyone in business development looking to boost their sales strategies and gain recognition.
In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear meets Katie Street, Founder and MD of Street Agency and podcast host of 'Marketing in the Madness.'
Katie shares her journey from falling into sales at a young age to running her own successful marketing agency. They delve into the importance of human-centred, people-powered marketing in the age of AI, discuss content creation strategies, and provide insights on building a personal brand in business development.
Listen in for actionable advice and inspiring stories to elevate your sales game.
In our latest episode, we're joined by Debra Sharron, a seasoned sales trainer and founder of Media Sales Training.
They discuss Debra’s journey into media sales, the current trends and challenges in the industry, and expert advice on sales success. The conversation also touches on the importance of consultative selling, the significance of face-to-face meetings, and strategies for building relationships with clients. Debra also shares insights on how to avoid being ghosted by prospects and explains why there’s a need for authenticity in sales.
In this episode, Amanda Rosevear speaks with Nick Adams, CEO of Sense, about the evolution of new business strategies in the experiential marketing sector.
Nick shares insights from his extensive career, discussing the challenges agencies face in winning clients today, the importance of data in sales, and the shift towards more transactional relationships.
Find out how Sense identifies their top prospects, the opportunities of collaborating with other agencies and the value of building genuine relationships in a fast-paced industry.
Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry.
Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context.
Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants.
In this episode, Amanda Rosevear, interviews Dawn Le Men, Sales Director at Boom Radio, to discover the importance of the ‘silver pound’ audience and how Boom Radio has gone from strength to strength in the radio industry.
Dawn discusses her extensive career in media, including the transition from television to radio, and the unique challenges and successes of working in a start-up environment.
Amanda and Dawn talk about the challenges of selling to brands, the impact of industry changes and the rise of AI.
Amanda chats to Ian Harris, founder of Agency Hackers. Ian shares his journey from journalism to launching a thriving membership community for independent agency leaders. He discusses the importance of deeply understanding audience needs, the common challenges agencies face around growth and client acquisition, and the formula behind Agency Hackers’ successful events – including why Ibiza has become a standout location.
Amanda and Ian also explore the role of inclusivity in the agency world, how LinkedIn can be a powerful tool for personal branding and business development, and why authentic communication and relationship building are critical to success.
In this episode, Amanda chats to Laura Vipond, Chief Growth Officer at Ogilvy. They discuss Laura's career journey, the importance of new business culture, and the strategies Ogilvy employs for agency growth.
Laura shares her knowledge of how best to understand client needs, the evolving pitch process, and why she promotes the Positive Pitch Pledge, aimed at improving the pitching experience for both agencies and clients. The conversation also touches on the importance of emotional intelligence in business development and the long-term strategies for building client relationships.
Host and General Manager of ALF Insight, Amanda Rosevear is joined by Steve Cording, Head of Culture, Sport and TelCo at The Standard, the long-established regional newspaper for London. Steve shares his journey from sports journalism to media sales, the evolution of The Standard, the importance of storytelling, and the need for adaptability in the changing media landscape.
Amanda and Steve also chat about navigating redundancy, the impact of AI on media, the future of audience engagement and the importance of multi-platform strategies.
In this first episode of the new series, 'OnBD with ALF', host and General Manager of ALF Insight, Amanda Rosevear, delves into the intricacies of successful business development with guests, Rich McHardy, founder of The McHardy Collective, and Jody Osman, Chief Growth Officer at Propeller Group.
The pair are also known for being the founders of The BD100. The episode explores what differentiates a good business developer from a great one. Rich and Jody discuss the evolving nature of business development roles, characteristics of standout professionals, and the significance of creativity, strategy, and personality in sales.
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