Episode 3: The Discipline of New Business
In this episode of The Selling Edge, host Kathy Eagle sits down with veteran sales leader Allen Willis, whose 47-year career in radio and media has made him a master of the new business game. From phone book cold calls to AI-powered insights, Allen shares how prospecting has evolved, and why discipline, curiosity, and consistency still win the day. He reveals how he keeps his sales funnel full no matter the market, why blocking time for new business is non-negotiable, and how to turn insights and ideas into lasting partnerships. A must-listen for anyone serious about building a pipeline that never runs dry.
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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.