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Steve W. Martin
  • Adjunct Professor of Marketing

Steve W. Martin is the author of seven of books on enterprise sales strategies and thirty-five Harvard Business Review articles. As a revenue growth strategist, sales organization effectiveness consultant, and sales trainer, he has worked with over 250 high technology companies and more than 100 business services, manufacturing, and healthcare companies. Steve has had the privilege of helping over 150,000 salespeople become top revenue producers at companies including Google, IBM, Salesforce, HP, Lenovo, PayPal, Oracle, AT&T, McAfee, Blackboard, Boston Scientific, Staples, and Morgan Stanley.

Steve Martin's books on complex enterprise and technology sales include:

--Sales Strategy Playbook: The Ultimate Reference Guide to Solve Your Toughest Sales Challenges
-- Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key I.T. Decision Makers and Top Technology Salespeople
-- Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople
-- Heavy Hitter Sales Psychology: How to Penetrate the C-Level Suite and Persuade Company Leaders to Buy
-- Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
-- Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
--The Real Story of Informix Software and Phil White: Lessons in Leadership for the Executive Team

Steve is also a noted sales effectiveness researcher who has conducted studies on sales organization best practices, key trends, and top salesperson performance. His published research (available on stevewmartin.com) includes:

-- The Sales Organization Performance Gap: What Separates High Performing and Underperforming Sales Organizations
-- The Truth About the Field Sales to Inside Sales Migration Trend
-- The Personality Attributes and Sales Persona of Top Sales Professionals
-- A Comparison of High Performing and Underperforming Salespeople and Sales Managers

Steve teaches Sales Management: The Art and Science of Sales at the University of Southern California Marshall Business School MBA Program.

Departments

Marketing