Episode 6: It's the Partnerships, Not the Paperwork
In this episode of The Selling Edge, host 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.
From picking up the phone instead of hiding behind email to using transparency and speed as competitive advantages, this conversation is a masterclass in moving from vendor to valued partner. If you want clients to remember how you made them feel, and keep coming back because of it, this episode delivers practical, timeless insight you can apply immediately.
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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.