Look up!
In his article “Look Up!” for Editor & Publisher, Jeff Sleete emphasizes the importance of targeting high-level decision-makers—such as owners, presidents, CEOs, and COOs—during sales calls. He argues that while many sales professionals focus their efforts on mid-level contacts, true authority and budget control reside at the top. By directing sales strategies toward these key individuals, media sellers can more effectively secure approvals and drive substantial business growth. Sleete’s insights encourage sales teams to elevate their approach and engage with those who have the ultimate decision-making power.