Episode 12: What Great Sellers Do Before the Pitch
Great sales conversations don't start when the meeting begins. They're built through the preparation that happens before it.
In this episode of The Selling Edge, Trish Craig sits down with Victor Giacomelli, Market President of Emmis Corporation, to unpack what more than three decades of sales leadership have taught him about building successful sellers.
Victor shares the five qualities he looks for when hiring salespeople, why focusing on a few key verticals can make sellers more credible with prospects, and how preparation can turn a hard-earned first appointment into a real opportunity.
They also discuss the questions sellers need answered before they're ready to build a solution, why strong relationships can sometimes work against a salesperson, and how managers can turn mistakes into meaningful coaching moments.
From prospecting and discovery to mentorship and embracing new technology, Victor offers a practical reminder that winning in sales rarely comes down to one big moment. It's built through preparation, adaptability and a willingness to keep learning.
More episodes
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.