E168: Smart Selling Using Shopping Intent Data With Pulse Research

E168: Smart Selling Using Shopping Intent Data With Pulse Research

Author: MDDC Press Association May 27, 2026 Duration: 51:09

In this episode, Kevin talks with Sammy Papert of Pulse Research about how local media organizations can use shopping intent data and audience insights to sell advertising more effectively. They explore how consumer research can help sales teams move beyond transactional selling and become trusted advisors for local businesses by using real data to guide marketing conversations.

The discussion covers how Pulse Research gathers and analyzes shopping intent data, why advertisers increasingly expect audience intelligence and measurable ROI, and how media organizations can use those insights to build stronger multi-platform campaigns. Kevin and Sammy also share practical sales strategies—from prospecting and campaign planning to overcoming pricing objections—and explain how data-driven selling can help local publishers compete in a crowded advertising landscape while strengthening relationships with community businesses.


Ever wonder how a major local story really came together, or what a reporter was thinking when they asked that tough question? Five Dubs Podcast pulls back the curtain on the newsrooms across Maryland, Delaware, and Washington D.C. Hosts Rebecca Snyder and Kevin Berrier, through the MDDC Press Association, sit down with the journalists themselves to explore the how and why behind the headlines you read each day. This isn't just a recap of the news; it's a conversation about the process, the challenges, and the sometimes surprising human stories that unfold during the pursuit of a story. In each episode, you'll hear firsthand accounts of what it takes to cover communities in this dynamic region, from the initial tip to the published piece. The Five Dubs Podcast offers a unique, insider perspective on the function and future of local media, making the landscape of regional journalism more accessible and understandable. It’s for anyone curious about the mechanics of news gathering and the people dedicated to telling our local stories.
Author: Language: English Episodes: 50

Five Dubs Podcast
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