In roles ranging from salesperson to vice president, Steve Martin has been personally responsible for over a quarter of billion dollars of high technology sales while working for leading edge Silicon Valley companies over the past twenty years.
He began his career programming computers as a teenager in the late 70’s. Through working with computers, he became acutely aware of the preciseness and structure of language. In addition, programming is built upon “models”. Models are 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 the language his customers used was directly related to their behavior. He could build models to create successful relationships based upon the customer’s language, personality, and thought process. 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, Steve successfully trained his salespeople on the principles of Heavy Hitter Selling. As a sales trainer, he has helped thousands of salespeople become Heavy Hitters.
Today, Steve is still an avid student of neurolinguistics and human nature during the sales cycle. After countless customer meetings, he still enjoys the exhilaration and satisfaction of a successful sales call.
|
