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Following the Yellow Brick Road to sales success: Insights inspired by ‘The Wizard of Oz’

Following the Yellow Brick Road to sales success: Insights inspired by ‘The Wizard of Oz’

In this article for E&P Magazine, Jeff Sleete recounts his experiences in the late 1970s with a client who owned a unique movie theater in Grosse Pointe, Michigan. He shares colorful anecdotes about the theater’s transformation into a venue for classic films and rock concerts, and how it became a hub for cult classics and music rehearsals. Sleete draws parallels between these experiences and sales strategies, emphasizing the importance of understanding key formulas and metrics to achieve sales success.

“Back in the late 1970s I had a client who owned a 740-seat movie theater in Grosse Pointe, Michigan, that will remain nameless to protect the innocent.”*

*“It was turned into a venue for showing classic movies and concerts featuring up and coming rock bands such as The Cars, Joan Jett and Devo.”*

*“The theater had a smoking loge with parlor piece stuffed chairs. Keeping in mind that this was the late 70s, it was an interesting place to sit and watch the antics of those in the audience for late night screenings of the cult film ‘The Rocky Horror Picture Show,’ that — quite frankly — paid the bills for the place.”

Sleete On The Street | O Sale-o Mio - What Pavarotti can teach you about mastering the art of sales | Sleete Sales Scripts, LLC | Media Sales Consultant | Sales Training | SleeteSales.com
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.

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Sleete On The Street | Look Up! | Sleete Sales Scripts, LLC | Media Sales Consultant | Sales Training | SleeteSales.com
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.

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