This book is comprehensive guide for penetrating new accounts and closing large deals. Based on extensive interviews with more than 1,000 key information technology decision makers, the book provides state-of-the-art technology sales strategies.
Readers will discover how I.T. organizational structure impacts company decision making; determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. It also presents fascinating research and metrics regarding why and when technology salespeople win or lose, insightful excerpts from interviews with key I.T. executives and salespeople, and facts about the personality traits of top technology salespeople and management styles of top sales leaders.
“Steve Martin’s writing on sales dispenses insights of value to sales leaders up and down an organization. His considerable experience in the field and foundations in research give his recommendations heft, and yet they’re delivered in an inherently readable and easy-to-understand way.” ~ Eric Hellweg, Editorial Director, Harvard Business Review
“Steve Martin’s interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople.” ~ Jay Fulcher, Chief Executive Officer, Agile Software
Steve W. Martin is the founder of the Heavy Hitter Sales training program. The Heavy Hitter Sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including IBM, AT&T, NEC, and DHL. He is the author of Heavy Hitter Selling (Wiley 9780471787006), Heavy Hitter Sales Wisdom (Wiley 9780470052310). His books have been recommended by the Harvard Business School and Selling Power magazine and have been featured in Forbes and the Wall Street Journal. He also teaches sales strategy at the University of Southern California, Marshall Business School MBA Program. He lives in Coto de Caza, California.