Latest News & Interviews
Get expert sales advice from Jeff Sleete through our latest interviews and articles. With over 50 years in the broadcast industry, Jeff shares practical strategies for overcoming objections and achieving sales success, drawing from real-world examples and renowned sales techniques. Stay updated with valuable insights from one of the industry’s top professionals.

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

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

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

Cool strategies for hot local media sales: Handling client vacations
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.

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

Want to close more media sales? Take some advice from ‘Sam I Am’
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 as budget constraints, loyalty to other media partners, or simply not feeling the urgency to buy. Sleete draws parallels to the famous sales case in “Green Eggs and Ham” by Dr. Seuss, illustrating the importance of overcoming objections through repeated, varied offers. He encourages media sellers to continuously pitch their ideas to all potential clients, embodying the persistence of “Sam I Am” to eventually secure sales.