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  • About the Author: Steve W. Martin

    Steve W. Martin teaches sales strategy at the USC Marshall School of Business. His new book is titled Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople.…

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21 Jan. 2014 | Comments (0)
The Twelve Sales Metrics that Matter Most
Sales is both an art and a science. It is the skillful combination of emotion and logic, people and process, free-thinking and organization. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies.

04 Oct. 2013 | Comments (0)
Seven Types of Sales Managers
Over the past decade, I’ve worked closely with hundreds of vice presidents of sales, and like all of people, each has a unique personality. Some are gregarious. Some are assertive. Some are action-oriented.

29 May. 2013 | Comments (0)
Use Sales Linguistics to Structure Winning Presentations
During the past few months I've sat through hundreds of presentations while attending conferences and the company meetings of my clients. Overall, I would rate half of them as being average and a quarter of them as just plain terrible. How can we all work to improve those numbers?

09 Apr. 2013 | Comments (0)
Ten Reasons Salespeople Lose Deals
The real enemy of salespeople today isn't their archrivals; it's no decision. Customers will go to great lengths to reduce the stress of buying.

14 Sep. 2012 | Comments (0)
Win the Business with this Elevator Pitch
You have forty-five seconds to introduce yourself, explain what your company does in a way the CEO would find interesting and applicable, and motivate him to take the action you suggest. Ready? Go!

02 Aug. 2012 | Comments (0)
Understanding Five Types of Sales Coaches
Salespeople sometimes believe they have a coach when, in reality, they don't. A true coach will represent and promote a salesperson's solution to his colleagues and, even better, to senior executive leadership.

02 Aug. 2012 | Comments (0)
What's Wrong With Your Sales Training Program
Somehow, "successful" sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). In this article we review four critical elements that are commonly missing from today's sales training programs.