In Partnership with Boostr: The Purpose-built platform by media pros to power the future of ad sales
Good morning,
This post was written at the request of a friend who works at NBC, whom we will call AP. As AP knows, AI isn’t replacing media sellers; it’s empowering the best ones to lead in their markets.
In an environment where time, information, and personalization are the difference between closing and losing, sellers who understand how to use AI tools outperform those who don’t. The technology doesn’t just make your job easier; it exponentially improves your results.
For sellers, AI automates the repetitive and accelerates the strategic. It helps you research faster, write smarter, and connect deeper. For managers, it ensures every rep is more efficient and data-driven. And for business owners, it transforms your revenue operation into a scalable engine that learns, adapts, and never sleeps.
AI is the multiplier for modern media sales. When you know what to use, when to use it, and how to integrate it into your daily routine, you become faster, sharper, and more profitable.
Turn to Best View Tables Below
DEFINITIONS
Term / Concept | Definition |
AI (Artificial Intelligence) | The simulation of human intelligence in machines that perform tasks like learning, reasoning, and decision-making. |
Generative AI | A subset of AI that creates new content (text, images, video, code) using learned patterns. |
Predictive Analytics | AI-driven data models that forecast outcomes such as lead conversion likelihood or campaign performance. |
Agentic AI | AI that takes autonomous action — drafting emails, booking meetings, or analyzing data — on behalf of the user. |
Personalization Engine | AI that customizes messages, offers, or ads based on audience behavior and preferences. |
TEST YOUR KNOWLEDGE
Question | Format | Answer Key |
1. What’s the biggest advantage of AI in media sales? | A) It replaces human connection B) It automates repetitive work and enhances insight C) It eliminates competition D) It lowers ad prices | B |
2. True or False: AI can qualify leads and predict which prospects are most likely to buy. | True/False | True |
3. Name one way AI can directly increase your income as a seller. | Short Answer | Example: “By automating research and outreach so I can focus on closing more deals.” |
DO’S AND DON’TS
Do’s | Don’ts |
Do treat AI as your digital teammate, not a shortcut for effort. | Don’t copy generic AI-generated messages without editing for tone or accuracy. |
Do use AI to learn about your prospects before outreach. | Don’t rely on AI tools that don’t integrate with your CRM or workflow. |
Do test, measure, and improve how AI supports your sales goals. | Don’t assume all AI tools are ethical or secure — vet data sources. |
THE WORKSHOP > 3 MODULES
MODULE 1: WHAT AI SHOULD YOU USE? AND WHEN?
OBJECTIVE: Learn which AI tools belong in a seller’s toolkit and how to match each one to a key part of the sales cycle.
EXERCISE: AI TOOL TO TASK MAP
Sales Stage | AI Tool Example | Use Case | Outcome |
Research & Discovery | ChatGPT, Perplexity, Clay | Summarize client financials, company news, and media campaigns | Better-informed outreach |
Prospecting | Apollo AI, Cognism | Build targeted prospect lists by role, company, and buying signals | Higher-quality leads |
Email & Messaging | Lavender, Copy.ai | Draft and personalize outreach messages | Faster response rates |
CRM Management | HubSpot AI, Salesforce Einstein | Automate data entry and opportunity scoring | Cleaner pipeline |
Reporting | ChatGPT with Analytics Plugin | Turn data into plain-language performance summaries | Smarter reporting |
TIPS
Choose 1–2 tools per stage to start, depth beats quantity.
Use AI for tasks that drain your time, not your creativity.
Build a habit loop: Ask AI > Review > Customize > Send.
CASE STUDY: A digital sales rep used ChatGPT to summarize 50 local advertiser websites before prospecting calls. The rep cut research time by 70%, opened more personalized conversations, and booked 3x more meetings in one month.
DISCUSSION QUESTIONS
Question | Answer |
1. Why should sellers use AI for prep work instead of pitching? | It gives you time to focus on relationships, not reports. |
2. How do you decide if a tool is worth adopting? | Measure how much time it saves or revenue it helps create. |
3. What’s one task AI could take off your plate this week? | Research, follow-ups, or content creation. |
MODULE 2: HOW AI MAKES SELLING EASIER, AND MORE PROFITABLE
OBJECTIVE: Understand how to integrate AI into daily routines to save time, improve accuracy, and close more deals.
EXERCISE: WHERE YOU CAN FIND SELLER EFFICIENCY GAINS
Task | Traditional Time (min) | With AI (min) | Time Saved (%) |
Lead research | 20 | 5 | 75% |
Email writing | 15 | 3 | 80% |
Proposal drafting | 30 | 10 | 67% |
Campaign recap summaries | 25 | 5 | 80% |
TIPS
Use AI to handle administrative work, free yourself to sell.
Integrate AI summaries into client follow-ups and recaps.
Use time saved to increase high-value activities (meetings, renewals).
CASE STUDY: A broadcast account executive implemented AI tools to automate email drafts and report summaries. The seller gained 5 additional selling hours weekly, boosting quarterly revenue by 25%.
DISCUSSION QUESTIONS
Question | Answer |
1. What’s the real value of AI time savings? | It lets you focus on activities that directly generate revenue. |
2. How does AI help you close more business? | By improving personalization, accuracy, and speed. |
3. How can managers measure AI ROI? | Compare pre- and post-AI performance metrics. |
MODULE 3: HOW AI IMPROVES PROSPECTING AND RELATIONSHIP BUILDING
OBJECTIVE: Learn to use AI to identify the right prospects, tailor messaging, and strengthen client relationships through insight and timing.
EXERCISE: PLATFORMS TO TEST BY TASK
AI Function | Example Tool | What It Does | Sales Impact |
Lead Scoring | HubSpot Predictive AI | Prioritizes prospects by likelihood to convert | Focus on high-intent leads |
Sentiment Analysis | ChatGPT or Crystal | Analyzes tone of messages to adjust outreach style | Improves response rate |
Account Research | Perplexity AI | Gathers intelligence on company goals, recent hires, and spend | Enhances relevance |
Content Triggering | LinkedIn AI Alerts | Notifies when key prospects engage with your brand | Enables perfect-timing outreach |
TIPS
Pair AI insights with human intuition, AI shows data; you add emotion.
Use AI to track buying signals (hiring, funding, or new launches).
Keep tone authentic, AI enhances empathy, not replaces it.
CASE STUDY:A digital seller used AI-powered lead scoring to focus only on top 30% of high-intent accounts. The rep closed deals 50% faster and increased annual commission by 40%.
DISCUSSION QUESTIONS
Question | Answer |
1. Why is AI ideal for prospecting? | It filters data noise and focuses your effort where it matters. |
2. How can AI improve client trust? | By delivering more relevant, timely communication. |
3. How can sellers use AI insights post-sale? | To identify upsell opportunities and nurture long-term relationships. |
Master The Full Lifecycle of Selling, Leading, and Running the Business of Revenue
PATH TO FLUENCY
Timeframe | Focus Area | Fluency Indicators | Manager KPI / ROI Signals |
30 Days | Awareness | Identifies top 3 AI tools for workflow | AI tools integrated in daily use |
60 Days | Application | Uses AI for research, outreach, and reporting | Reduced prep time, faster cycle times |
90 Days | Mastery | Leverages predictive and personalization tools | Increased revenue and prospect-to-close ratio |
RECOMMENDED READING
Title | Author | Year | Publisher |
Kai-Fu Lee | 2018 | Houghton Mifflin Harcourt | |
Chad Burmeister | 2021 | ||
Mort Greenberg | 2024 | digitalCORE Publishing |
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