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.

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 support sellers without carrying every deal.

Jeff shares his “two-brain approach” to sales development, why preparation should come before asking a manager for help, and how leaders can determine 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 opportunities.

New business success isn't built on luck. It's built on preparation, consistency, and the habits you practice every day.

In this episode of The Selling Edge, Trish Craig sits down with Mitchell Demytrk, Business Development Representative at Spanish Broadcasting System in New York City, to explore the daily routines and prospecting strategies that have made him one of the company's top new business sellers.

Mitchell shares how he structures his day before the phones start ringing, identifies high-potential prospects, personalizes his outreach, and prepares for meaningful conversations that lead to new opportunities. He also discusses how he handles common objections, manages follow-up without wasting time, and stays motivated through the inevitable highs and lows of prospecting.

Whether you're building your pipeline for the first time or looking to sharpen your new business strategy, this episode is filled with practical ideas you can apply immediately. From smarter preparation to more effective follow-up, Mitchell demonstrates that long-term sales success isn't about working harder—it's about building a process you can trust and execute consistently every day.

If you're looking for practical insights on prospecting, leadership, client strategy, and staying relevant in a changing industry, this episode delivers valuable lessons from someone who has spent more than four decades helping businesses grow.