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 […]
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. As summer begins, he advises salespeople to proactively gather vacation schedules from key clients to avoid missing out on critical opportunities. By understanding when clients will be unavailable, and who […]
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 […]
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.