Steve Martin | Heavy Hitter Sales Wisdom

Steve Martin

Heavy Hitter Sales Wisdom

Fee Range
$5,000
Travels From
CA, United States

Steve Martin
Biography

Steve Martin began his career programming computers as a teenager in the late '70s. Through working with computers, he became acutely aware of the preciseness and structure of language. In addition, programming is built upon models--verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences.

Early in his career, he was also introduced to the concepts of
neurolinguistics, the study of how the human brain uses and
interprets language. When he transitioned his career into sales,
he realized that he could build models to create successful
relationships based upon customers' language and thought
processes. Without any sales experience to speak of, he was
the number one salesperson in his company for the following
four years.

Steve went on to be a top sales producer for a billion-dollar company and was promoted into management to imprint his "selling model" on other salespeople within the organization. As vice president of sales, Steve successfully trained his salespeople on the sales strategies and communication skills that are necessary to close complex accounts.
Steve is the author of the critically acclaimed book about
enterprise sales, Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Heavy Hitter Selling is recommended reading by the Harvard Business School and has been featured in Forbes and the Wall Street Journal. The Heavy Hitter Selling concepts have been studied by leading companies around the world, and Steve's sales training programs have helped thousands of salespeople become Heavy Hitters.

Steve is also the author of The Real Story of Informix Software
and Phil White: Lessons in Business and Leadership for the
Executive Team. The book chronicles the meteoric rise of
Informix Software, how it became a Silicon Valley technology
giant, and the scandal that ultimately led to its spectacular fall.

A highly sought-after speaker, Steve is both entertaining and
provocative. He has made presentations to hundreds of
companies and organizations.

View Full Profile

Sales Warfare Strategies

How salespeople spend their time ultimately determines their success. In this presentation, strategies to penetrate complex organizations and dovetail with their internal politics are discussed. Salespeople learn how to influence key decision-makers and Tactics for building winning relationships at all levels of the organization along with real-world techniques to defeat competitors (and stop wasting precious time). This presentation is perfect for companies that must build long-term customer relationships.

Persuading the C-Level to Buy

Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to winover the CEO, COO, CFO, and CIO. The strategy should enable the salesperson to differentiate himself from the competition through value—Strategic value, Operational value, Political value, and Psychological value. In this presentation, we review the following:

The Grand Strategy to Winover an Organization
The Four Different Types of Departmental Buying Types
Penetrating the Organization at Various Levels of Responsibility
Navigating to the C-Level: Identifying the Bully with Juice
Battlefield Maneuvers and Tactics to Defeat Arch-enemies
Flanking Strategies When You’re Stuck at the Wrong Level
The Human Nature of the C-Level: A Personal and Psychological Profile
Selling the Four Values of Your Solution: Strategic, Operational, Political, and Psychological
Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character
Organizing the Presentation to the C-Level: How to Gain Credibility and Consensus
Connecting with The C-Level through Neurolinguistics (Right Words at the Right Time)

How to Become a Heavy Hitter Persuader

Without language you really wouldn’t exist. You wouldn’t be able to share your ideas, display your personality, and express yourself to the world. The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted. The conversations we have with customers are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. Successful customer communications is the foundation of all successful companies, and in this presentation we explain how Heavy Hitters speak in the language of customers.

Ten Natural Laws of Sales

Natural laws govern our world. The power of gravity and laws of motion are universal and inescapable. Similarly, there are natural laws that determine how products and solutions are bought and sold. Heavy Hitters intuitively incorporate these laws into their account strategies and win bigger deals more predictably. In this presentation we review the ten fundamental laws of sales cycle management.

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