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

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

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

“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

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

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

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

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

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.

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.”

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…

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

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.

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

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

In this article for E&P Magazine, Jeff Sleete highlights the importance of preparing for the summer vacation season, especially in the media ad sales industry. As summer begins, he advises salespeople to proactively gather vacation schedules from key clients to

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

In his article for E&P Magazine, Jeff Sleete emphasizes the persistence needed in sales, noting that 98% of sales are not made on the first call. He discusses the myriad reasons why prospective advertisers might initially decline an offer, such