News & Insights
Articles, case studies, podcasts, and research on how AI is reshaping media.
Episode 11: Coach the Rep, Don't Carry the Deal
Sales managers want to help their teams win. But when helping turns into doing the work for the rep, managers can become bottlenecks and sellers miss the opportunity to develop the skills and confidence they need to succeed independently. In this episode of The Selling Edge, Dan Prudhomme sits down with Jeff Kuerzi, Regional Digital Sales Manager at Cumulus Media, to discuss how leaders can coach without carrying the deal, when to step in and when to step back. They also discuss balancing short-term opportunities with durable revenue, connecting integrated strategies to real client needs, and preparing sellers to have stronger conversations with prospects. For sales managers looking to build more capable, confident teams, this episode offers a practical framework for coaching better conversations, protecting valuable time, and helping sellers take greater ownership of their deals.
Episode 10: The Daily Habits of a Top New Business Seller
Mitchell Demytrk shares the daily habits, prospecting routines, and follow-up strategies that make him a top new business seller at SBS New York.
Episode 9: The Hardest Part of Sales Is the First Meeting
The Selling Edge talks with Randy Cable on why the hardest part of sales is landing the first meeting, and how top sellers solve business problems.
Episode 8: Consistency Over Tactics
Explore the sales leadership podcast for insights on consistency and strategy in today's selling landscape.
Episode 7: More Selling, Less Clicking
In this episode of The Selling Edge, Dan Prudhomme talks with Denver7 Account Executive Leah Drost about 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
Episode 6: It's the Partnerships, Not the Paperwork
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.
Episode 5: Clarity is the New Credibility
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.
Episode 4: The Sellers Who Use AI Are the Ones Who Win
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.
Episode 3: The Discipline of New Business
Veteran seller Allen Willis shares cold-call-to-AI prospecting tactics to keep your pipeline full with discipline, curiosity, and time-blocked new business.
Episode 2: Do What You Do Best, and Leave the Rest
In this episode of The Selling Edge, FOX 13’s Mike McEvilly shares how AI-powered tools like TopLine help sales pros spend less time on pitch decks and more time selling. Learn practical ways to streamline your workflow, stay confident in client meetings, and focus on what really drives revenue.
Episode 1: The Future of Sales Productivity: Spend Time Selling, Not Clicking
In this episode of The Selling Edge, Gene Vidler and Trey Schmaltz of Cumulus Media reveal how AI is transforming the sales process. Learn how AI cuts research time, warms up cold calls, boosts confidence, and uncovers new revenue opportunities so sellers can spend less time clicking and more time closing deals.