Lamar Advertising VP of Digital Growth Ian Dallimore interviewed Rachel Roger, VP of National Sales on the Digital and Dirt Podcast.  Some highlights.

Rachel almost wasn’t hired by Lamar

Shout out to John Miller! So when I interviewed with John, I was in radio sales — fresh out of college, about a year after graduating. An insider gave me a tip that he likes to ask off-the-cuff questions just to get a sense of your personality, so I was told to just be myself and have fun. He asked some silly questions and, being 23 years old, I gave honest answers that weren’t exactly deep. Fast forward 23 years, and he still gives me a hard time about what a terrible interview I gave! Luckily, there was also a serious interview with the broader team. He basically said, “I don’t know about this girl,” and the rest of the team said, “No, she’s wonderful — we’re hiring her.” They overruled him, and I got the job.

Rachel on how AI and automation have changed national sales

The relationship with buyers has fundamentally changed. Clients don’t just want you showing up to play golf or dropping off donuts — they care deeply about the quality of the work you’re producing. Relationships are still absolutely crucial, but the emphasis has shifted toward outcomes. Automation has been a huge positive development. We talked about working until 11 at night for years — now you can accomplish so much remotely and quickly. AI and automation are freeing us up to focus on the things that actually matter rather than the administrative work.

Rachel and Ian on the get-in-the-room rule for career growth

Rachel: When I was first starting out, I was hungry and motivated, and I would tell John Miller to invite me to every meeting possible…I just wanted to be in the room, wanted to absorb everything. I grabbed every opportunity I could.

Ian: There’s a Gary Vee quote I love: “Find your way into the room.” Be the busboy in the back if you have to. If you’re passionate about automotive, consumer electronics, or advertising, find a way in and just soak it all up. That mindset has served me well.