The Selling Edge

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 i...

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 ...

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 administrat...

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 decisio...

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 t...

In this episode of The Selling Edge, host Trish Craig sits down with Theresa “TK” Timm, Executive Vice President of Sales for Midwest Family, who is leading one of the most ambitious AI-driven transformations in local media. TK shares how her teams are using AI to open more doors, craft smarter outreach, deliver research in seconds, build spec spots on the spot, and now even produce full streaming video concepts in unde...

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 tim...

In this episode of The Selling Edge, host Dan Prudhomme talks with sales pro Mike McEvilly from FOX 13 (KSTU) about how to spend less time building pitch decks and more time selling. Mike shares how he broke free from time-consuming tasks, uses smart templates, and leverages tools like TopLine to walk into meetings more confident and prepared. If you’re looking for practical ways to delegate, streamline your process, and win ...

In this episode of The Selling Edge, host Gene Vidler sits down with Trey Schmaltz of Cumulus Media to explore how AI is transforming the sales process in competitive markets. Trey shares real-world examples of how his team is using AI to cut research time, turn cold calls into warm conversations, boost account manager confidence, and deliver campaigns that resonate with clients. From saving hours of prep to uncovering unexpected g...