The Selling Edge

The Hardest Part of Sales Is the First Meeting

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.

Consistency Over Tactics

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.

More Selling, Less Clicking

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.

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.

Clarity is the New Credibility

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.