Regional Director of Sales, Salem Media & Salem Surround
Building the systems, training the teams, and proving that AI-powered local media sales is no longer a theory.
"The gap between what AI can do and what your sales team is actually doing with it is exactly where revenue is being left on the table."
Brian Guck — Salem SurroundBrian Guck doesn't talk about AI in local media sales from a whiteboard. He built a system, deployed it across three markets, and watched it produce. As Regional Director of Sales for Salem Media and Salem Surround — overseeing Houston, San Antonio, and Little Rock — Brian leads one of the most operationally developed multi-market sales organizations in local broadcasting.
His AI Revenue Operating System (AI-ROS) gives account executives a repeatable, scalable prospecting and discovery process that turns cold outreach into qualified pipeline. The system has been adopted nationally inside Salem.
Brian's Revenue Academy is a customizable onboarding program tailored to the experience and needs of each individual seller — designed to dramatically compress ramp time and accelerate productivity from day one. His nine-week mindset and performance curriculum, The Engine, is in active development as a book. His LinkedIn thought leadership reached 43,000+ impressions and 31,000+ professionals in a single month.
Brian's work sits at the intersection of AI, media, and human performance — building systems that scale without losing the judgment, craft, and relationships that close deals. He is a multi-market revenue leader focused on the future of local media.
Every session is built from real deployments, real results, and real teams. No hypotheticals. No vendor pitches. Just the system that's working right now inside one of America's largest local media companies.
Most conversations about AI in local marketing stay at the strategy layer. This session goes to the field. Brian shares the exact system his team uses — from AI-powered prospect identification to discovery frameworks that close — deployed across three markets and now scaling nationally. This isn't a concept. It's a playbook.
The local media sales rep who understands how to stack radio demand generation with digital conversion is the most dangerous consultant in the room. Brian breaks down the framework that's closing bigger deals by changing how clients think about the relationship between broadcast and digital.
Performance problems in sales organizations are almost never skill problems. They're identity and accountability problems wearing skill costumes. The Engine is a nine-week framework built to move sales professionals from avoidance behavior to elite execution — starting with what they haven't been willing to face.
Every objection your team faces at the table was planted in the discovery call. Brian's Core Formula framework and five non-negotiables of a Client Needs Analysis rewires how sales professionals approach discovery — turning a meeting into a prescription, and a prescription into a close.
Practical AI deployment for SMB prospecting, discovery preparation, and pipeline management. Not theoretical — built and running in three markets.
The strategic framework for positioning broadcast media as a demand engine alongside digital conversion tools — and why local businesses win when both run together.
Building accountability cultures, onboarding systems that stick, and performance frameworks that outlast any individual manager's tenure.
The Client Needs Analysis as a revenue system — not a meeting format. How the right questions, asked in the right sequence, eliminate objections before the pitch.
Building scalable, repeatable revenue processes across multiple markets — from prospecting through onboarding — that new hires can execute on day one.
The intersection of identity, accountability, and performance. Drawing from The Engine framework and a philosophy that human development is the only durable competitive advantage in sales.
Brian is available to speak at conferences, panels, and corporate events focused on AI in local marketing, media sales strategy, and building high-performance revenue teams. Salem-aligned engagements welcome.
Available for sessions on