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/
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/
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, to get your FREE guide to the Top Media Sales Tips for 2026
- Join one of Debra’s upcoming media sales workshops
- Follow Jo on LinkedIn here
- Follow Debra on LinkedIn here
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, 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.
