For Jessica Hiner, vice president of business development at Top 40 supplier The Magnet Group (asi/68507), it’s all about going the extra mile for her clients and colleagues. Hiner, named ASI Media’s 2024 Supplier Salesperson of the Year, has been called relentless during her long career in promo. In this episode of Promo Insiders, she talks with ASI Media Executive Editor Theresa Hegel about why that’s actually a good thing.

Hiner also delves into why mentoring is such an important part of her professional life. “I wouldn’t be where I am today without the people that put in the time and the effort and the focus with me,” she says. “I’ve tried to take what I’ve learned from many people within the industry that have helped me and pose that back to how I can help others in their roles.”

Her advice to other salespeople is simple and straightforward – taken from lessons she learned during practice drills as a high school athlete: “Form those productive habits that you repeat over and over again, whether it’s making those outbound phone calls or email touches. Have those specific things you do on the regular.”

Other winning tips include regular follow-up on quotes to ensure you’re an integral part of how a particular project is shaping up, and don’t be afraid to upsell whenever possible.