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.

Description:

Media sales has never been more complex. More platforms, more data, more marketing options, and more competition for businesses trying to grow.

In this episode of The Selling Edge, Laura Van Iderstine, Director of Partner Success at Futuri, sits down with Randy Cable, Vice President and Market Manager for Manchester Media Group and Monadnock Media Group, to discuss how the role of media sales has evolved and what it takes to succeed in today's rapidly changing environment.

Randy shares why the hardest part of sales is still getting that first meeting, how successful sellers focus on solving business problems instead of pitching products, and why adaptability is critical as technology and consumer behavior continue to evolve. He also discusses the importance of helping local businesses compete, creating more efficient sales processes, and giving sellers more time to focus on what matters most: building relationships and driving results.

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.

What separates top sellers from the rest?

In this episode of The Selling Edge, Trish Craig talks with JC Campese, VP and Market Manager at Cox Media Group Orlando, about why consistency and strategy matter more than ever in today’s complex sales environment.

They discuss how clients have become more informed, why too many marketing options can create confusion, and how top-performing sellers simplify the process by focusing on trust, data, and long-term results.

If you want to move from selling tactics to building real partnerships, this episode is for you.

What does productivity really look like for account executives?

In this episode of The Selling Edge, Dan Prudhomme talks with Denver7 Account Executive Leah Drost about the reality of managing a sales day filled with prospecting, client conversations, internal systems, and constant distractions. Leah shares 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.

They also explore how AI tools are helping AEs move faster on research, proposals, and creative ideas—giving sellers more time to focus on what matters most: building relationships and closing business.

If you want to spend more time selling and less time clicking, this episode offers practical insights from the front lines of sales.

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.

In this episode of The Selling Edge, host 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.

You’ll learn how to simplify complex ideas, ask better discovery questions, tell stronger stories, and show up with confidence, calm, and focus in every client conversation. If you want to look smarter in front of customers, close deals faster, and become a trusted advisor instead of a walking data dump, this episode will reshape how you sell.