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.”
One more gift, one more sale: Tips to sleigh your goals in the new year
I love the Christmas season if for no other reason than it allows me to, once again, serenade and annoy my grandchildren with my favorite version of “Santa Claus Is Coming To Town” by The Smothers Brothers…
Channeling Charlie Hustle: The Pete Rose approach to sales success
Pete Rose wasn’t born with exceptional talents. He was not fast. He wasn’t graceful like DiMaggio or Ken Griffy. He didn’t have a strong arm like Roberto Clemente (or Al Kaline). What he did have was a consistent effort to give his all and get the maximum out of the abilities he possessed. That is the key to being an All-Star Seller — consistency of effort. A thirst to win! You have to hustle!
Lessons from legends: How Wayne Gretzky and Michael Jordan can inspire media sales success
In this article, Jeff Sleete draws valuable lessons for media sales professionals from sports legends Wayne Gretzky and Michael Jordan. Both athletes achieved greatness not only through raw talent but also through relentless practice, discipline, and a deep mental focus. Sleete emphasizes that sales, like sports, requires consistent effort, a focus on self-improvement, and the ability to handle setbacks. He challenges salespeople to commit to personal development, noting that many professionals never take the time to enhance their sales skills, with statistics showing 90% of salespeople have never read a sales book.
The sales pro’s pommel horse: Why focusing on your strengths is key to success
American Olympic gymnast Stephen Nedoroscik captured global attention at the Paris Olympics by excelling in his specialty, the pommel horse. His impressive routine helped the U.S. men’s gymnastics team win their first Olympic medal since 2008, securing bronze. Nedoroscik’s individual performance earned him an additional bronze, making him just the fourth American man since World […]
Bringing ‘The Dirty Dozen’ to media sales: Lessons in authenticity, strategy, and success
Jeff Sleete, in his article for E&P Magazine, uses the classic film *The Dirty Dozen* to draw parallels between media sales strategies and the authenticity needed for success in the industry. He emphasizes that success stories are universally relatable and can easily translate into client interactions. By offering a mix of practical advice and historical […]