Monday Sep 04, 2023

Selling The Intangible - Sales Secrets - Learned as an executive producer at MTV

Selling intangibles is difficult - especially when you can’t show them the thing they’re buying or point to exact numbers like return on investment or money saved. 


There’s an art to it and it’s all about customizing it to the person you’re talking to. 


If this is something you struggle with too then this episode of Sales is NOT a Dirty Word is for you. 


My guest, Vinnie Potestivo, became a master selling intangibles during his time at MTV as an executive producer who needed to greenlight many of the shows we’ve come to know and love today (The Osbournes, Punk’d, Real Housewives, Wild n’ Out, etc.) 


And since becoming a producer he’s now one of the best brand and media advisors I’ve ever met. 


It turns out that taking the skills he learned in TV and applying them to the average human is incredibly effective. 


Listen in to discover: 

    • How to make intangibles into something tangible during a sales process 
    • The importance of ownership as a creative and how to successfully negotiate that for yourself 
    • How to “sell” intangibles to multiple people - and customize your “pitch” to each one for success
  • The power of saying “not now” and impact it will have on your career 


Vinnie Potestivo is one of those people I can’t recommend enough. If you’re interested in growing your brand, visibility and discoverability please check him out at and


Link to level up your sales mentioned in the episode here: 

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