Shannon Kinney

Posted Friday, September 18, 2026 12:00 am A question before your next sales call: Are you preparing to recommend a marketing solution, or are you preparing to understand how your client’s business creates value — and what might be standing in the way?” For years, I’ve encouraged sales professionals to become trusted advisers. It’s a more common phrase in media sales, and for good reason.

Posted Friday, August 28, 2026 12:00 am Here’s what many people get wrong. AI will not replace great salespeople. But salespeople who effectively use AI will outperform those who don’t. The real advantage isn’t the technology. It’s the ability to combine AI-generated insights with local market expertise, industry knowledge and human relationship-building.” One of the things I enjoy most about writing this column is hearing from readers.

One of the most important shifts happening in sales right now is this: Influence increasingly happens before the sales conversation even begins. Clients are researching you. Looking at your LinkedIn profile. Reading your posts. Watching your videos. Seeing your comments. Checking your website. Looking at how you show up professionally.” Many salespeople still think their job is to convince people. Convince them to advertise. Convince them to increase budgets. Convince them to sponsor something.