In this interview excerpt, Matt Paulson answers a question about the sales approach needed to secure large advertising spenders like MarketBeat, which allocates over $1 million per month on ads. He emphasizes the importance of locating and joining industry-specific communities—such as the Financial Marketing Summit and related Discord groups—where decision‑makers congregate. By actively participating, offering expertise, and becoming a trusted resource, salespeople can build the in‑person credibility that is difficult to replicate online. Paulson cites Nathan May of Feed Media as a concrete example: May consistently attended community events, positioned himself as the go‑to Meta ads specialist, and over time assembled a roster of high‑spending clients. The core message is that community immersion and trust cultivation are the primary levers for locking down big‑ticket ad accounts.
