Description:

Media sales has never been more complex. More platforms, more data, more marketing options, and more competition for businesses trying to grow.

In this episode of The Selling Edge, Laura Van Iderstine, Director of Partner Success at Futuri, sits down with Randy Cable, Vice President and Market Manager for Manchester Media Group and Monadnock Media Group, to discuss how the role of media sales has evolved and what it takes to succeed in today's rapidly changing environment.

Randy shares why the hardest part of sales is still getting that first meeting, how successful sellers focus on solving business problems instead of pitching products, and why adaptability is critical as technology and consumer behavior continue to evolve. He also discusses the importance of helping local businesses compete, creating more efficient sales processes, and giving sellers more time to focus on what matters most: building relationships and driving results.

If you're looking for practical insights on prospecting, leadership, client strategy, and staying relevant in a changing industry, this episode delivers valuable lessons from someone who has spent more than four decades helping businesses grow.

What separates top sellers from the rest?

In this episode of The Selling Edge, Trish Craig talks with JC Campese, VP and Market Manager at Cox Media Group Orlando, about why consistency and strategy matter more than ever in today’s complex sales environment.

They discuss how clients have become more informed, why too many marketing options can create confusion, and how top-performing sellers simplify the process by focusing on trust, data, and long-term results.

If you want to move from selling tactics to building real partnerships, this episode is for you.

What does productivity really look like for account executives?

In this episode of The Selling Edge, Dan Prudhomme talks with Denver7 Account Executive Leah Drost about the reality of managing a sales day filled with prospecting, client conversations, internal systems, and constant distractions. Leah shares how she protects time for revenue-generating work using strategies like time blocking and the 1-3-5 method, and why administrative tasks and extra system steps often slow sellers down.

They also explore how AI tools are helping AEs move faster on research, proposals, and creative ideas—giving sellers more time to focus on what matters most: building relationships and closing business.

If you want to spend more time selling and less time clicking, this episode offers practical insights from the front lines of sales.

In this episode of The Selling Edge, host Kathy Eagle is joined by Julie Monafo, General Manager of Summit Media Richmond, to explore why strong relationships—not processes or paperwork—are still the true driver of long-term sales success. Drawing on more than 35 years in radio and media, Julie shares how to build rapport quickly, earn trust through follow-through, and adapt your communication style to different decision makers.

From picking up the phone instead of hiding behind email to using transparency and speed as competitive advantages, this conversation is a masterclass in moving from vendor to valued partner. If you want clients to remember how you made them feel—and keep coming back because of it—this episode delivers practical, timeless insight you can apply immediately.

In this episode of The Selling Edge, host Dan Prudhomme sits down with Kinney O’Connor, sales and marketing specialist at Sinclair, to unpack why clarity—not complexity—is what truly builds credibility with today’s buyers. Drawing from his background in financial services, digital advertising, and broadcast media, Kinney explains how over-preparing, over-explaining, and relying on jargon can actually erode trust and slow decisions.

You’ll learn how to simplify complex ideas, ask better discovery questions, tell stronger stories, and show up with confidence, calm, and focus in every client conversation. If you want to look smarter in front of customers, close deals faster, and become a trusted advisor instead of a walking data dump, this episode will reshape how you sell.

In this episode of The Selling Edge, host Trish Craig sits down with Theresa “TK” Timm, Executive Vice President of Sales for Midwest Family, who is leading one of the most ambitious AI-driven transformations in local media. TK shares how her teams are using AI to open more doors, craft smarter outreach, deliver research in seconds, build spec spots on the spot, and now even produce full streaming video concepts in under 30 minutes. The result? Faster proposals, more confident sellers, and clients who can finally see what’s possible.

If you want a front-row look at how AI is reshaping modern selling, and why the sellers who embrace it are the ones who win, this conversation is packed with real examples, practical insights, and a powerful vision for the future.

In this episode of The Selling Edge, host Kathy Eagle sits down with veteran sales leader Allen Willis, whose 47-year career in radio and media has made him a master of the new business game. From phone book cold calls to AI-powered insights, Allen shares how prospecting has evolved, and why discipline, curiosity, and consistency still win the day. He reveals how he keeps his sales funnel full no matter the market, why blocking time for new business is non-negotiable, and how to turn insights and ideas into lasting partnerships. A must-listen for anyone serious about building a pipeline that never runs dry.

In this episode of The Selling Edge, host Dan Prudhomme talks with sales pro Mike McEvilly from FOX 13 (KSTU) about how to spend less time building pitch decks and more time selling. Mike shares how he broke free from time-consuming tasks, uses smart templates, and leverages tools like TopLine to walk into meetings more confident and prepared. If you’re looking for practical ways to delegate, streamline your process, and win more deals, this conversation is packed with insights you can put to work right away.