Case Study: How a Top 10 Radio Group Grew Across 57 Markets With TopLine

The Challenge: Selling Faster With Leaner Teams

Selling across 57 markets is no small feat for this national broadcast group. Their local sales teams are responsible for hitting revenue targets in highly competitive media environments—all while handling shrinking timelines, growing client expectations, and tighter internal resources.

Account executives and sales leaders often needed to create compelling stories about their stations’ value quickly—sometimes with just a few hours’ notice. They also struggled with unlocking co-op opportunities and building client-ready presentations without starting from scratch.

As one senior leader said,

“The challenge right now is getting the appointment. Without the right tools, you’re already behind.”

The Action: Partnering With TopLine for Real-Time Sales Intelligence

Since 2019, this organization has used TopLine to level the playing field for its sellers, from new AEs to seasoned sales managers. The tool has become an extension of their team, offering quick-turn support with high-quality research, visual presentations, co-op strategies, and pitch materials that are ready when the seller is.

In New Orleans, an AE preparing for a last-minute presentation needed a polished deck for a Baton Rouge client within 24 hours. Despite multiple deadlines, the TopLine team delivered fast.

“I just shared with my colleagues how efficient you guys are with this project,” he said. “After I insert my digital slides, this presentation is going to be on point and just in need of his investors’ funds.”

After the success of that pitch, he quickly requested support for New Orleans as well.

In San Francisco, a vice president of sales was reviewing recent TopLine research when he lit up at the mention of a local grocery chain.

“We just closed that and got them back on-air for the first time in over six years,” he said. “TopLine played a part in that with the research you provided.”

This resulted in a $75,000 campaign, with more expected.

Elsewhere, AEs have used TopLine insights to unlock major co-op wins. After a co-op training in Lake Charles, an AE found a lead with an outdoor equipment business. That single contact evolved into a regional opportunity spanning seven markets in Louisiana and Texas, combining radio and digital to support commercial and residential sales.

In Atlanta, an AE struggled to position his stations well before an automotive buyer due to data limitations. After contacting TopLine, he received a reframed research story and custom presentation that made all the difference.

“What you pulled was fantastic,” he said. “Thank you so much for being proactive and digging in. It was above and beyond the original request.”

The Result: Faster Turnarounds, Bigger Wins, and a Smarter Sales Process

In 2025 alone, the group has submitted 4,000+ TopLine requests across its 57 markets, receiving custom insights and designs quickly and accurately.  That speed, paired with high-quality deliverables, has made TopLine a key part of their revenue strategy.

A sales director from the Southeast put it plainly:

“You have a lot of tools in your toolbox. Using TopLine more often is one of the tools that will actually help you with your sales.“

The benefits go beyond individual wins. Sales leaders say TopLine gives their reps a competitive edge, reduces pressure on managers to create sales materials, and makes it easier to train and onboard new team members confidently.

By integrating TopLine deeply into their sales process, this radio group hasn’t just improved productivity — they’ve created a repeatable system for winning, no matter the market size or timeline.

What It Means for Advertisers: Better Ideas, Backed by Better Data

TopLine’s support directly benefits the businesses that advertise with this group’s stations. When account executives are better prepared, they ask smarter questions, bring audience-specific insights to the table, and propose campaigns grounded in real consumer behavior.

This translates to more effective messaging, stronger ROI, and media plans that align with each advertiser’s unique goals. One account executive described the process as “fact-based selling that matches what clients care about.” In markets where businesses are cautious with budgets, this level of preparedness makes local radio and digital a safer, smarter investment.

Whether it’s helping an auto dealer make the case for radio over TV, supporting a homebuilder with a targeted infographic, or driving co-op-enabled campaigns that stretch limited dollars further, TopLine allows sellers to deliver timely, data-driven, and persuasive solutions.

See what TopLine can do for you.