I'm Too Old to Learn This New Digital Stuff

You might be surprised at how often I hear from sales and market leadership that their sellers claim to be too old to learn this new digital stuff. You may be experiencing this in your market right now. We all know that radio is the backbone of what we do and remains solid, and digital is the growth opportunity for traditional media. However, how to encourage veteran sellers to learn new things and apply them to their clients remains a challenge.

Sometimes the best tips come from someone who is not only trying digital but crushing it for her clients. On a recent Leadership MasterClass. coaching call, Jacklyn Mueller, general sales manager of the Five State Media Group (Saga Communications) in Yankton, South Dakota, shared the story of Judy Stratman. And while this tip will be a tad longer than most, I believe it's worth the read. Here is what Jacklyn tells us about Judy. Spoiler alert, at over 80 years old, Judy is not only selling digital but leading the way.

Judy Stratman: A Trailblazer, a Storyteller and a Voice of the Heartland This year marks an extraordinary milestone for Judy Stratman — 50 years of service to WNAX Radio and generations of Midwestern listeners. Judy was one of the nation's first female farm broadcasters, blazing a path more than three decades ago that would inspire future voices in agricultural media.

From her early work in production and farm reporting to her current role on the WNAX sales team, Judy has continually evolved with the industry while staying true to her rural roots. Raised in Northeastern Nebraska, her voice carries the cadence of lived experience, lending authenticity to every story she tells.

Judy produced and hosted Judy's Journal, a beloved rural lifestyle program that airs daily, offering listeners a personal and relatable perspective on the everyday beauty of country life. She was also the voice behind Sunday Morning Visit, a public service staple for over 25 years that connects the community through reflection and conversation.

Her work has earned recognition across WNAX's five-state region and on the national stage. Judy was named Western Region Farm Broadcaster of the Year by the National Association of Farm Broadcasting (1998), received the Milk Hackel Award for Excellence in Journalism from the National Farmers Union (1999) and she was honored by the National Guard in 2005 for her coverage of military service and volunteer efforts.

A pioneer in media sales, Judy also became the first Media Advisor at WNAX to execute a blended sale, an innovative approach that bridges the gap between traditional and digital advertising, demonstrating her ability to adapt and lead through evolving times. Her belief in the power of radio, paired with digital, is a true testament to her passion for helping her clients reach the success they deserve.

Her workspace is lined with awards, but Judy's real legacy is her connection to the people she serves. Her voice isn't just familiar — it's a trusted friend to thousands. Whether she's reporting on rural life or helping clients shape their message, Judy Stratman remains a cherished constant in the WNAX family and the communities it touches. Not only is she a part of the WNAX family, but she also has a wonderful, supportive personal family: her husband of 61 years, her five children, her nine grandchildren and her eight great-grandchildren. In her words, she is "doubly blessed!"

The key takeaway for me is this line: "Her belief in the power of radio, paired with digital, is a true testament to her passion to help her clients reach the success they deserve."

Congratulations, Judy, on a fantastic career so far and for showing us all how it's supposed to be done.

Belief

Passion

Focus on client success

Think Big! Make Big Things Happen!

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@rab.com. You can all so connect with him on X and LinkedIn.