Heavy Hitter I.T. Sales Strategy: Competitive

Steve W. Martin is the foremost expert on "Sales Linguistics," the study of how customers use language during the complex decision-making process. Steve 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 science of how the human brain constructs 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 software company and was promoted into management to imprint his "selling model" on other salespeople within the organization. As vice president of sales later, Steve successfully trained his salespeople on the sales strategies and communication skills that are necessary to close large complex accounts.

He is the author of critically acclaimed "Heavy Hitter" series of books about enterprise sales strategies for senior salespeople. In the fall of 2014, Heavy Hitter IT Sales Strategy: Competitive Insights from 1000+ Interviews with Key Information Technology Decision Makers and Top Technology Salespeople will be released.

A highly sought-after sales trainer and keynote speaker, Steve is both entertaining and  enlightening. He has had the privilege of helping more than 100,000 salespeople become top revenue producers at companies including IBM, Oracle, Lenovo, HP, EMC, NEC, McAfee, Akamai, Riverbed, Nimble Storage and CornerstoneOnDemand.