HeyJaredShannon Kinney
- Indexed articles, last 90 days
- 3
- Latest publication
- Sep 18, 2026
- Outlet visibility, for Editor and Publisher
- Top 5M sites
- Earliest in this view
- Jul 22, 2026
Latest articles
Uncover the business challenge behind the marketing request - Editor and Publisher (opens the original)
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For years, I’ve encouraged sales professionals to become trusted advisers. It’s a more common phrase in media sales, and for good reason. Every publisher, market leader and chief revenue officer wants a sales organization that is viewed as a strategic partner rather than a vendor. But somewhere along the way, I think we’ve confused the outcome with the process. We tell people to become trusted advisers, yet we continue to train them primarily as advertising experts. We teach them our digital pro
How AI can elevate every media salesperson to be a better marketing consultant - Editor and Publisher (opens the original)
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One of the things I enjoy most about writing this column is hearing from readers. Every month, publishers, sales leaders and account executives send me questions about the challenges they’re facing in today’s media environment. Some questions are about leadership. Others are about digital products, sales processes or building stronger client relationships. But one question keeps showing up, over and over again: How do I become more of a marketing consultant and less of an advertising salesperson
The best salespeople don’t convince — they influence with trust and authority - Editor and Publisher (opens the original)
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Many salespeople still think their job is to convince people. Convince them to advertise. Convince them to increase budgets. Convince them to sponsor something. Convince them that digital works. Convince them to try a new product. But the best salespeople I know don’t spend their time convincing. They spend their time influencing. And there’s a big difference between the two. Convincing feels transactional. Influence feels relational. Convincing pushes, while influence attracts. Convincing tries
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Top 5M sites
For Editor and Publisher, the outlet · Measured Aug 1, 2026
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