Written by Jessica Bennett
Starting something new, especially in media sales can feel like stepping into a fast-paced broadcast studio where everyone seems to know their lines… except you. But here’s the truth: every top performer you admire was once in your shoes. Confidence isn’t something you’re born with, it’s built through practice, persistence, and perspective.
- Focus on Progress, Not Perfection
Early in your career, it’s easy to compare yourself to veterans with years of experience. Instead, measure yourself against where you were last week, last month, or last quarter. Each small win landing a first meeting, asking a better question, handling an objection with ease is proof you’re moving forward. - Know Your Strengths (and Use Them)
Maybe you’re great at building rapport quickly, have a natural curiosity, or excel at research. Lean into those strengths while developing other skills. When clients feel your genuine enthusiasm, they remember it more than whether you had every answer on the spot. - Prepare Like a Pro
Preparation breeds confidence. Before a client call, learn about their industry, check recent news about their business, and plan three thoughtful questions that spark conversation. Walking in with a game plan puts you on equal footing with more experienced colleagues. - Ask—Don’t Apologize
Questions are a sign of engagement, not weakness. In fact, asking the right question often positions you as a problem-solver rather than a pitch pusher. Remember: your role is to understand their needs, not to have an immediate script for every scenario. - Surround Yourself with Mentors
Media sales is a relationship business, both with clients and colleagues. Connect with sellers who have been in your shoes. Watch how they handle client interactions, ask for feedback, and borrow techniques that fit your style.
Seller Tip from the Field:
“When I first started, I made a rule: I would never end a meeting without learning something new about the client. That shifted my mindset from ‘I hope I sell something’ to ‘I’m here to discover how I can help.’ Sales followed naturally.” – Veteran Account Executive
Bottom line: Confidence grows when you focus on what you can control, your preparation, your effort, and your willingness to learn. Every call, every pitch, every client meeting is a rehearsal for the moment you’ll realize you’re not just “learning the ropes”… you’re climbing them.
Good luck and Happy Selling!