Generating leads is important, so why aren't more stations investing in the process? Dani Buckley of LeadG2 talks about what so many radio groups get wrong in their search for new business.

Alec Drake returns to the show for a very specific reason. The former GSM of The Ticket talks about the challenge of a new format competitor entering the market.

Why don't more sellers hit the street armed with spec spots? Yaman Coskun says it is one of the most effective tools that radio uses far too rarely.

Paul Cramer talks about what sellers need to understand about the difference between air time and digital inventory and what sort of sales solutions each product requires.

Seth Resler knows how to make money in podcasting and he tells Jeff Caves that sellers and radio companies could make so much more if they stopped thinking about ads and started thinking about branded content.

So many people are thinking about changing careers now. Why? What has that done to the sales industry? What do they need to do? Check out Terry Volbert's advice.

CDW is a Fortune 500 company that believes in audio advertising on multiple platforms. Dean Lamb, the Director of Brand & Sponsorship for the company tells Jeff Caves what he needs from an advertising partner in that space.

From the football field to pitch meetings. Reza Hariri learned that the best way to improve is to think differently about what wasn't working. Check out his conversation with Jeff Caves.

Law firms are reliable buyers of sports radio. Gary Sarner of ROI360 Plus joins Jeff to explain what his clients need from broadcast partners and why he wants to deal directly with GMs and Directors of Sales.

Dr. Ed Cohen spent his entire career gathering and making sense of ratings information. He tells Jeff Caves what information is useful to sellers and what numbers get in the way of the story you want to tell.