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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.
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