How AI can elevate every media salesperson to be a better marketing consultant

Shannon Kinney’s Editor & Publisher column explores how media sales professionals can use AI to prepare for better client conversations. Researching a prospect’s website, local search visibility, reputation and competitors can help a salesperson identify useful questions before a meeting.

The career lesson is to combine these tools with local expertise and relationship-building. The column offers practical starting points for developing consultative sales skills and connecting business challenges to appropriate marketing services.

Read the full column at Editor & Publisher. Original publication: August 28, 2026. Featured image: Editor & Publisher.