Case Study: Brand New TV AE Closes $43K, Activates $93K Pipeline in First 4 Months

Fast onboarding + hyperlocal targeting = early wins in a competitive TV ad sales market

In fast-paced local media sales, time is money—especially for new account executives. In this case study, we explore how Jamie (name changed), a newly hired AE at a broadcast station in a top 75 TV market, quickly ramped up by using AI-powered sales intelligence to personalize pitches, streamline proposals, and win over advertisers across niche verticals.

The Challenge: Hitting Quota in a Top 75 Market

Jamie (name changed for anonymity), a newly hired AE in a top 75 TV market, felt pressure to generate new business. She didn’t have hours to dedicate to researching or building decks from scratch. She needed highly relevant, data-driven insights and polished presentations tailored to each client’s specific goals to break through her prospects’ inboxes.

Jamie’s early prospect list included businesses across diverse, niche categories, including a holistic wellness center seeking to drive awareness and bookings for halotherapy services,
a regional farm and garden retailer seeking to expand visibility across both broadcast and digital platforms, and a powersports dealer wanting to test a spring motorcycle campaign with the potential to scale into summer watercraft promotions. The brand’s manufacturers encouraged the use of Streaming media, which Jamie needed to validate with local insights.

With multiple verticals and little time to ramp up, Jamie turned to TopLine.

The Solution: Hyperlocal Insights That Convert

Jamie used TopLine to streamline every step of her sales process. She accessed curated, hyperlocal research tailored to each advertiser’s goals and category. For every request she submitted—whether it was about motorcycle buyer trends or regional wellness spending—TopLine returned timely, polished responses that helped her lead informed conversations.

• AI-powered proposal support gave her insights aligned to each client’s objectives, so she could pitch with confidence and clarity.
• TopLine’s Business News delivered real-time, vertical-specific headlines and trends to keep her outreach sharp and relevant.
• MapIt, the platform’s heat mapping tool, visually showed ZIP-code-level opportunities and gaps, making it easy to discuss where a brand was over- or under-performing compared to the market.

“I LOVE using TopLine data to back up my pitches. I always pull stats and research from TopLine based on the client’s own talking points — so I can use their concerns to show exactly why they should be advertising with me.” – Account Executive, Top 75 TV Market

The Result: Revenue + Pipeline Growth in Just 4 Months

Jamie’s first four months on the job delivered more than anyone expected:

• Closed $43,000 in new revenue across wellness, home services, and outdoor recreation verticals.
• Activated over $93,000 in qualified pipeline by delivering insight-driven, tailored proposals.
• Built early trust in categories where advertisers are often cautious or unfamiliar with media strategy.

TopLine helped Jamie speak each industry’s language from day one. For TV sales teams in a Top 75 market, that’s the difference between pitching and performing. Whether onboarding new reps or re-engaging existing leads, TopLine helps sales teams work more efficiently and sell more strategically.

 TopLine is the AI-powered sales intelligence platform built for local media teams.

 Want to see how it can elevate your next pitch? Request a demo.