The power of a checklist: A smarter way to sell
In this Sleete on “The Street” column, veteran sales strategist Jeff Sleete explains how using a simple checklist can transform the way sales presentations are delivered. Rather than leading with a pitch, he encourages sellers to start by clearly defining and revisiting the client’s goals, turning the presentation into a collaborative, goal-driven conversation.
Why sharper vision makes sharper ads
In this Sleete on “The Street” column, Jeff Sleete explains why clear vision in sales must extend far beyond closing the deal. Using the concept of visual acuity as a metaphor, he shows how many sellers lose focus after the sale, allowing weak messaging, cliché-filled ads, and poor scheduling to undermine campaign performance.
Media sales lessons from the eagle: Greed sinks deals
In his latest column, veteran sales strategist Jeff Sleete takes inspiration from an unlikely teacher — the bald eagle. While admired as a national symbol of strength, the eagle is also infamous for its greed, sometimes seizing prey so heavy it drags the bird under and drowns it. Sleete argues the same fate awaits salespeople who chase oversized commissions or force-fit clients into packages that don’t serve them.
Milk and grit: The Cinderella Man mindset that wins in sales
“Milk and grit: The Cinderella Man mindset that wins in sales” highlights how embracing grit, resilience, and unwavering preparation—just like boxing legend James J. Braddock—can empower media sales professionals to overcome challenges, build trust, and achieve long-term success in today’s competitive landscape.
Sell like a Navy Seal: ‘Slow is smooth; smooth is fast’
Before Seals even begin executing a special operation, they painstakingly prepare for all the steps they will do, when and how. They drill through the details so they can work through potential roadblocks beforehand. It is always about making everything as smooth as possible so they can get in and out quickly. The “slow is smooth; smooth is fast” concept is a valuable lesson that can be applied to various fields, including Sales!
Wrong psalm, right lesson: What church taught me about sales prep
In sales (as in life), things will happen to catch you off guard. In this month’s column, E&P columnist Jeff Sleete relays a story about the time he grabbed the wrong week’s music at the church where he serves as a cantor … and the lesson he took from that about preparation being central to success.
O Sale-o Mio: What Pavarotti can teach you about mastering the art of sales
In his article “O Sale-o Mio: What Pavarotti Can Teach You About Mastering the Art of Sales,” Jeff Sleete draws parallels between the discipline of legendary tenor Luciano Pavarotti and the dedication required for sales excellence. Sleete emphasizes the importance of continuous self-improvement, urging sales professionals to regularly refine their skills, much like a world-class performer hones their craft. By adopting a mindset of relentless practice and commitment, salespeople can elevate their performance and achieve greater success.
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.
Deep-rooted sellers have the advantage
Deep-rooted plants have a greater advantage for survival. How well-rooted are your sales pitches to clients? Your pitch needs to be grounded with strong evidence that you have a solid grasp of your customer’s needs.
Make hay while the sales shine – Sleete’s must have Q1 revenue ideas
Winter may be a slow season for some businesses, but for savvy media sales professionals, it’s the perfect time to “make hay while the sun shines.”