News
Uncover the business challenge behind the marketing request
In her Editor & Publisher column, Shannon Kinney explains how media sales professionals can strengthen their careers by understanding a client’s business before proposing advertising. Revenue goals, staffing constraints and competitive pressures should shape the conversation. The column encourages deeper discovery questions and thoughtful preparation, including using AI to research…
In her Editor & Publisher column, Shannon Kinney explains how media sales professionals can strengthen their careers by understanding a client’s business before proposing advertising. Revenue goals, staffing constraints and competitive pressures should shape the conversation.
The column encourages deeper discovery questions and thoughtful preparation, including using AI to research industry challenges. It is a useful professional-development read for account executives, sales managers and aspiring media consultants.
Read Shannon Kinney’s full column at Editor & Publisher. Original publication: September 18, 2026. Featured image: Editor & Publisher.