The power of a checklist: A smarter way to sell

JEFF SLEETE | FOR E&P MAGAZINE | DECEMBER 4, 2025

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.

Drawing on more than 50 years of broadcast sales experience, Sleete shows how this approach shifts the focus away from the seller and onto what the client is trying to accomplish. The result is higher close rates, stronger ROI, and more consistent renewals built on trust and long-term value.