Background
Across several broadcast markets, sales teams needed a faster and more efficient way to prepare pitches, tailor their messages, and close bigger deals faster. TopLine is an end-to-end sales intelligence system designed specifically for radio and television sales teams. It empowers sellers to spend more time actively selling, while providing leadership with consistent, data-backed narratives that are easily scalable across all stations and markets. Key features include automating category research, creating ready-to-use, station-branded presentations, and essential personality profiles to guide sellers on the most effective outreach strategies for securing a “yes” from stakeholders.
Challenge
Sellers were losing hours to manual research and deck building. Their prospects asked for proof that the station’s audience matched their customers, and competitors often got the first look. Meetings felt harder than they needed to be because communication styles did not always land. Leaders wanted consistency and speed so they could drive revenue across markets without piling on non-selling work.
Action
Teams switched to TopLine to help solve these challenges and speed up their sales cycles.
In the competitive Tampa-St. Petersburg radio market, a Senior Media Consultant leveraged TopLine’s Station Snapshots (ready-to-use, on-brand templates summarizing the station’s unique value proposition) and in-depth category research. This strategy precisely demonstrated the station’s audience alignment and detailed how an on-air endorsement campaign would effectively build listener trust for the advertiser.
“We were spending a lot of time finding qualitative stories, and that was taking time from prospecting and other things we need to do.”
– Senior Media Consultant, Tampa-St. Petersburg Radio Market
In Cincinnati, an Account Executive at a Top 30 media group used TopLine’s automated research and presentation templates so he did not have to wait for a research director and allocate his time to client conversations.
“TopLine frees up my time to close sales. I get everything I need with nice graphics without burdening our research director.”
– Account Executive, Cincinnati TV Market
In Norfolk, a Sales & Marketing Specialist at a Top 30 media group used TopLine’s Personality Profiles (DISC-based buyer profiles and AI-written outreach emails that match a stakeholder’s style) to adjust how she prepared, opened, and followed up with her prospects, which made the meeting feel natural and productive.
“I was having difficulty finding a way to relate to the client in a way she would understand. Learning more about her personality, preferences, manner of conducting business matters, etc., not only helped secure the meeting, but made the meeting much more productive, and the conversation was a lot easier.”
– Sales & Marketing Specialist, Norfolk TV Market
In the Greensboro/Winston-Salem/High Point market, a Sales and Marketing Consultant at a Top 30 media group requested localized metrics (e.g., market size, growth, and buyer behavior in the target city) and opened with those market-specific results instead of broad national averages.
“I request localized data sets that allow me to speak more confidently and use empirical data during my pitches.”
– Sales and Marketing Consultant, Greensboro/Winston-Salem/High Point TV Market
Results
Skeptical and competitor loyal accounts flipped, and the wins grew.
For the Senior Media Consultant in Tampa-St. Petersburg, a new radio advertiser began with an annual commitment of approximately $100K on their radio station, which they then supplemented with an additional nearly $100K investment in OTT. This integrated campaign resulted in the business reporting the best month in its thirty-year history.
In Cincinnati, the Account Executive closed more than $200K across multiple deals while saving hours on every proposal.
In Norfolk, the Sales and Marketing Specialist closed an $85K contract after tailoring her approach with personality profiles.
In the Triad, the Sales and Marketing Consultant closed a $90K deal by leading with local data that got the client to yes.
The pattern is the whole point here. When research is automated, presentations are ready, and outreach aligns with how a buyer wants to communicate, sellers move faster, leaders see consistent stories, and bigger deals close more often.
“TopLine pinpoints the match between our audience and the customer the client wants.”
Senior Media Consultant, Tampa-St. Petersburg Radio Market
Executive takeaway
Give your team sales-ready research, client-ready presentations, and personality context in one place. They will get the appointment faster, close the deal sooner, and set up easier renewals. TopLine does the heavy lifting on the story so your reps can focus on the relationship.
See how TopLine can help your team close more six-figure deals faster. Request a demo today and start turning data into stories that sell.
