THE PERFECT SPEAKER FOR YOUR NEXT MEETING

Steve W Martin (2)
Whether speaking about selling to the C-level, sales linguistics, sales psychology or sales warfare strategies, Steve Martin is both provocative and entertaining. Steve is the perfect opening keynote speaker to establish the tone for your sales kickoff or closing inspirational speaker to end your meeting on a high note.

While many keynote speakers offer canned presentations of generic information, Steve Martin’s keynotes are completely customized to your unique sales situation and specific areas of need. To ensure topical relevance, pre-presentation interviews and background research is conducted to understand your market, product, and salespeople. Presentations are customized for your particular area of interest and use the terms of your industry. Examples from your competition are presented using “their” language.

Learning by example is the best way to learn. Steve’s presentation serve as a cultural transmission to instill the Heavy Hitter sales philosophy. A “cultural transmission” is the method of learning a behavioral technique by emulating a successful practitioner as a role model. Steve not only presents information and tactics, he demonstrates them in a highly interactive environment that emulates a typical sales call.

Life’s too short not to have fun and humor plays an important role in every keynote. Finally, Steve relates to the audience from their point of view to ensure they’re engaged and the information covered is internalized. It’s an entertaining and enlightening experience!

Steve also offers another truly unique sales kickoff experience called "Tales from the Field." Tales from the Field is similar to a roundtable talk show where key salespeople are interviewed about their major wins and losses. However, this session goes far beyond discussing sales strategies and tactics. Steve elicits the psychological and intuitive aspects of selling and translates the common sales themes into models the entire sales organization can understand and emulate.

SAMPLE PRESENTATION TOPICS

Steve W Martin Sales Training

Every Keynote is Customized Based on Extensive Research

Steve Martin's keynotes are completely customized to your unique sales situation and specific areas of need. To ensure topical relevance, extensive pre-presentation interviews and background research is conducted to understand your market, competitive position, products, and salespeople. Presentations are customized to address your critical sales challenges and use the terms and nomenclature of your products, company, and industry. Below, are a few sample presentation topics:

Selling to the C-Suite: C-Level Sales Strategies for Senior Salespeople                              

Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to winover the CEO, COO, CFO, and CIO. A strategy that enables a salesperson to differentiate himself from the competitors through value- Strategic value, Operational value, Political value, and Psychological value. In this workshop, we review the following:    

  • The Grand Strategy to Winover the C-Level
  • The Four Different Types of Departmental Buying Types (Consolidators, Consulters, Responders, and Bureaucrats)
  • Penetrating the Organization at Various Levels of Responsibility
  • Navigating to the C-Level: Identifying the Bully with Juice
  • Maneuvers and Tactics to Defeat Arch-enemies
  • Flanking Strategies When You're Stuck at the Wrong Level
  • The Human Nature of the C-Level: A Personal and Psychological Profile
  • Selling the Four Values of Your Solution: Strategic, Operational, Political, and Psychological
  • Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character
  • Organizing the Presentation to the C-Level: How to Gain Credibility, Overcome Objections, and Consensus
  • Connecting with The C-Level through Sales Linguistics(Using the Right Words at the Right Time to Persuade the C-Level to Buy)

 

Advanced Sales Call Strategy for Senior Salespeople

The salesperson's most important competitive weapon is his mouth, and the winner is the salesperson who uses words that reduce the customer's doubt, eases his fear, and fosters his fantasy. That's why it is critical that salespeople master sales linguistics, the study of how the customer's mind uses and interprets language. Customer inertia, the drive to "do nothing," far outweigh the logical reasons you espouse for buying your product. You can recite a litany of reasons and a laundry list of benefits, and the customer still won't buy. This session  will equip salespeople with linguistic strategies to differentiate their solution from the competition and enable them to create a call to action that convinces the customer mentally and emotionally to buy. All competent salespeople can recite their products' features and specifications. Great salespeople build winning customer relationships based upon establishing rapport. In this session we review how to speak the customer's language and understand individual needs in order to execute winning sales calls.

  • Sales Linguistics: Recognizing How Customer are Neurolinguistically "Wired"
  • Speaking the Seven Different Sales Call Languages
  • Sales Call Planning, Structure, and Communication Themes
  • Sales Call Execution: Persuasive Sales and Calls Presentations
  • Communicating Strategic, Operational, Political, and Psychological Value
  • The Persuasive Elevator Pitch: Its Linguistics Structure and Compelling Delivery
  • Messaging to the Customer's Mind via Letters, Emails, Phone Calls
  • Understanding and Anticipating Your Customers' Thought Process
  • Mastering Account Qualification during Face-to-Face Meetings
  • Objection Handling using Offensive and Defensive Call Statements
  • Customer Sales Call Coping Mechanisms
  • Psycholinguistic Differentiation Techniques
  • Group Presentation Strategies and Tactics
  • Closing Strategies and  Advanced Linguistic Tactics
  • Sales Call Segmentation using Sales Linguistics
  • Personal Persuasion and Establishing Dominance

The Psychology of Selling                              

Why aren't we selling more? Everyone's got an opinion. Some may say the economy, the marketplace or lack of functionality. Others will say it's the competition. Perhaps, it's actually the customers. For a moment, put yourself in the position of your customer who is going to meet with multiple vendors, listen to their presentations, read their marketing collateral, and take a look at their web site. Given that, how will you behave with each vendor? Most companies are well versed on the logical arguments for selecting their product and we typically equate persuasion solely with satisfying the analytical mind. However, even the most well-thought-out decision is ultimately determined by emotional and subconscious influences. This presentation reveals the true decision maker --human nature-- the people, personalities, and politics of companies.

  • Sales Psychology Review
  • Rapport and Relationships Fundamentals
  • Understanding How People Communicate
  • Recognizing How Your Customer is "Wired" to Communicate
  • Mastering Sales Linguistics (how the customer's mind uses and interprets language)
  • Conducting Sales and Calls Presentations
  • Messaging to the Customer's Mind (letters, emails, phone calls)
  • Product, Fantasy, and Politics Themes
  • Customer Fantasies and Political Realities
  • Understanding and Anticipating Your Customers' Thought Process
  • Strategies to Uncover all the Information and Discern the Truth
  • Maximizing Your Sales Intuition

 

"Tales From the Field" Top Salesperson Panel

"Tales From the Field" Top Salesperson Panel

Enterprise Sales Strategy and Organizational Sales Psychology  

The grand strategy to win the complex sale is based upon influencing the people, selection process, and politics of customer decision making. In enterprise accounts, salespeople must penetrate large organizations, influence key decision makers, and dovetail their products' benefits to customers' internal politics. In order to win, they must build relationships with buyers in different departments all across a company. They have to persuade people to believe in their solution at all levels of the organization and compete against competitors with similar products and equal sales acumen. The winning sales strategy is a psychological operation that is built on understanding, predicting, and influencing human nature. The victor understands how the account is organized and anticipates how the key decision makers will make their buying decision.  Moreover, the winner employs a linguistic strategy that enables his message to rise above all others, a tactical plan of execution, and impactful recommendations that compel decision makers to take action. Topics covered include:

  • Formulating the Grand Strategy to Win the Complex Sale
  • Political Account Structure and  the Psychology of Organizational Buying
  • Tactics to Defeat the Competition
  • Winning Over Key Decision Makers at all Levels of the Company
  • Understanding the Political Structure of the Account
  • Determining Departmental Buying Types
  • Translating the Grand Strategy to Tactics
  • Assessing Account Position
  • Account Maneuvers to Improve Competitive Position
  • Win-Loss Analysis The Seven Premises of the Complex Sales Cycle
  • Survival, Successful, and Significant Customers
  • Categories of Buyers
  • Should We Pursue the Deal?
  • Bonding with the Bully with the Juice
  • Strategies to Find and develop a Coach

Sales Warfare Strategies: The Application of Military Strategy to Sales                           

All salespeople must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy's advance. In this presentation, military strategy and its application to penetrate complex organizations and defeat entrenched competitors is discussed. Salespeople learn how to influence key decision-makers and tactics for building winning relationships at all levels of the organization along with real-world techniques to defeat competitors (and stop wasting precious time). Topics include:

  • Military Strategy and Tactical Application For Underdogs to Defeat Gorillas
  • The Seven Principles of War and Sales
  • Should We Pursue the Deal?
  • Understanding the Organizational and political Structure of the Account
  • Determining Departmental Buying Types
  • Examples of Military Battles and their Application to Sales
  • Formulating the Grand Strategy to Win the Account
  • Translating the Grand Strategy to Tactics
  • Assessing Account Position
  • Battlefield Maneuvers to Improve Competitive Position
  • Marshalling and Commanding your Army of Resources
  • The Five Steps to Ensure Victory
  • Win-Loss Analysis

Mastering the Power of Persuasion

In this session, we review the deeper meaning of language. Persuasion is the process of building a personal relationship and mutual trust with customers by speaking in the spectrum of languages they use both logically and emotionally, consciously and subconsciously. We examine the layers of the human communication model and the interactions between the layers that enable a person to discern a message's accuracy and truthfulness. We study the inner-workings of the mind to understand the intangible, intuitive human element of the sales process. We analyze how to create rapport with the key members of the customer's selection team. Topics covered include:

  • Intensive Sales Linguistics Review and Exercises
  • Understanding the Deeper Meaning of Language
  • Structuring the Persuasive Corporate Presentation
  • Advanced Rapport Techniques
  • Group Presentation Tactics
  • The Seven Different Sales Call Languages
  • Constructing Metaphors for Winning Over Customers
  • How to Winover the Subconscious Decision Maker

Tales From The Field: Interview Session with Your Top Salespeople  

Tales from the Field" is similar to a roundtable talk show where top salespeople are interviewed about their major wins and losses. However, this session goes far beyond discussing sales strategies and tactics. The psychological and intuitive aspects of selling are translated into common themes and models the entire sales organization can understand and emulate. The sharing of this "collective intuition" stops salespeople from chasing bad deals, helps create a more predictable forecast, and gives each participant (from novice to expert) tactics they can use immediately.

Customer Win/Loss Study and Results Presentation

The complex nature of the enterprise sales process requires huge investments of resources (manpower, time, and money) in order to win new accounts. Therefore, it is critical that deals are managed effectively. True win-loss analysis that is based upon extensive customer interviewing is the best way to understand the political, organizational, and technical aspects of prospective customers' decision-making process. This valuable information is presented at your sales meeting along with recommendations to improve new win competitiveness. The price for the win/loss study will vary based upon the scope of research and number of customer interviews.

Sales Kickoff Meeting Ideas

Tales From The Field: Interview Session with Your Top Salespeople  

Tales from the Field" is similar to a roundtable talk show where top salespeople are interviewed about their major wins and losses. However, this session goes far beyond discussing sales strategies and tactics. The psychological and intuitive aspects of selling are translated into common themes and models the entire sales organization can understand and emulate. The sharing of this "collective intuition" stops salespeople from chasing bad deals, helps create a more predictable forecast, and gives each participant (from novice to expert) tactics they can use immediately.  Steve Martin has interviewed more than 1,000 top business to business salespeople and has written extensively about their strategies, selling styles, and personality profiles.

The Attributes of Top Salespeople

Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do some salespeople succeed where others fail?Top Salespeople Research Steve W Martin Is one better suited to sell the product because of his or her background? Is one more charming or just luckier? The evidence suggests that the personality, verbal acuity, and the concept of situational dominance play critical roles in determining a salesperson’s success. In this presentation we analyze why top salespeople outperform their counterparts.

Research Results from 1,000+ Top Salespeople Interviews
Comparison of High, Average and Under Performers
The Personality Traits of Top Salespeople
Understanding the Impact of Situational Dominance
The Impact of Verbal Acuity and Sales Linguistics
How Top Salespeople Use LinkedIn and Social Media
Sales Strategy Case Studies

Build a High Performing Sales Organization

In this session we review the key attributes, metrics, and best practices that separate High-Performing Sales Organizations from average and underperforming sales organizations. The presentation goals are to reinvigorate established sales leaders with new concepts of human behavior and synchronize sales management’s role in driving account strategy to the field. The session focuses on understanding the best sales organization practices based upon review of extensive sales organization research, sales leadership (managing “down” to the team) and refining sales strategy (managing “out” to the customer) and the sharing of management best practices from the world’s greatest sales organizations.

Sales Organization Stages and Challenges Sales Training Research
Product Sales Complexity Impacts Organizational Structure
Attributes of Great Sales Organizations
Key Technology Sales Organization Metrics 
Sales Management Styles at Each Organizational Stage
Understanding Your Sales Management Style (Testing)
Assessing and Working with the Selling Styles of your Team
Hiring the "Right" Salespeople
Sales Strategies to Defeat Arch-Rivals
Creating the Grand Strategy to Win Complex Accounts
Coaching Reps on Sales Tactics
Structuring the Customer Meetings and Presentations
Sales Personnel Skills Evaluation
Risk Pool and Quota Attainment

Keynote Price and Terms

Steve W. Martin  Speaker

Up to Four Hours of Presentation Time


The keynote presentation price is $5,000 plus $25 per attendee which includes a copy Heavy Hitter Sales Linguistics-101 Advanced Sales Call Strategies for Senior Salespeople or Heavy Hitter I.T. Sales Strategy depending upon the presentation topics. Books are sent to your main address and you are responsible for their distribution. Please note that additional fees may apply depending upon travel requirements (international) and Minimum fees do apply. All travel expenses are prepaid (Steve is based in California) in advance. 50% of fees must be paid in advance to lock in your keynote date and the remaining balance is due following the speaking date. All fees are non-refundable should your event date cancel. Sessions may be rescheduled without penalty depending on Steve’s availability.

Four Hours of Presentation Time. The keynote fee includes up to four hours (half day) of presentation time. This time may be applied to a keynote, breakout sessions, or a “Tales From the Field” Top Salesperson Panel (Tales from the Field is similar to a roundtable talk show where top salespeople are interviewed about the sales strategies and tactics they used to close key business wins). For example, a sales kickoff program may include a general session one hour keynote followed by a one hour Tales From the Field Panel and then a separate two hour breakout session on C-Level Sales Strategy (4 hours of total presentation time). All of these presentations would be included in the keynote fees. Please note that 8 hours (full day) of presentation time is an additional charge of $5,000.

Customized Keynote. Every keynote is customized based upon extensive pre-meeting investigation and research. As part of Steve’s preparation process, he interviews your key sales and marketing leaders to understand your meeting goals, sales challenges, and future direction. Top salespeople from around the world are interviewed to better understand successful models of sales behavior. Your products, customer presentations, marketing collateral, and competition are studied to ensure the presentation is made in “your” language using real-world examples. You can expect an enlightening and motivating presentation that will dovetail to your meeting objectives and theme. All preparation time is included in the keynote fees.

Video Clips and Interviews

What is Sales Linguistics?

Attributes of Top Salespeople

Why Salespeople Lose Business 

Introduction and Keynote Philosophy

Steve W. Martin Selling Power Magazine Interview - Part I 

Steve W. Martin Selling Power Magazine Interview - Part II

Watch the Sales Organization Performance Gap Webinar

What Separates High-performing Sales Organizations from Average and Underperforming Sales Organizations?

The answer to this question Steve W. Martin conducted extensive surveys with top-level sales leaders, midlevel sales managers, and salespeople. The resulting research, The Sales Organization Performance Study Report, provides detailed insights on the characteristics of high-performing sales organizations, quota analysis measurements, and key sales performance metrics. Read the 21 Page Report.

I have had the privilege to Interview well over one thousand Heavy Hitters (top salespeople) who sell for the world’s best companies. I never grow tired hearing how these Heavy Hitters defeat their archrivals and close large deals.”  


 

Steve W. Martin

Top Salesperson Panel

Presidents Sales Club Award Programs

Although the Internal Revenue Service requires you to conduct business-related meetings at your annual President’s Club, there’s no reason why the meetings have to be boring, unimaginative, and dry. Instead, reward your company’s Heavy Hitters (truly great salespeople) with a unique program they are sure to find engaging, enlightening, and entertaining.Presidents Club Sales Meetings

Your Presidents Club is a once a year opportunity to recognize the contributions of the key sales leaders who have helped make your company a success. These top performers don’t want to spend half of their day listening to another state-of-the-union company update. They want to learn something new about the topics which interest them the most.

Steve Martin’s Presidents Club meeting programs are the perfect way to reward your Heavy Hitters. Because they already know how to sell, these half-day sessions focus on improving their intuitive communication skills, advanced sales strategies, and how to enjoy a successful career in sales. These programs are extremely interactive with lots of self-discovery exercises, interesting examples, and they always include a healthy dose of humor. Specific Programs are also “Guest Friendly,” meaning spouses and significant others attending the meeting are welcome to attend and will enjoy the topic.

Every attendee receives a copy of one of Steve Martin’s critically acclaimed books. These books are personally inscribed and make the perfect Presidents Club gift.

Sample Presidents Club Program Topics

Building Relationships Using Sales Linguistics (Guest Friendly Program)
Sales is the artful combination of structure and free thinking, process and people, and logic and emotions. And, the process of selling is inconsequential when compared to the roles that psychology and language play in determining the ultimate winner. In this session we review how to us sales linguistics (the study of how the mind processes and interprets language) to build relationships in all aspects of life with customers, colleagues, friends and loved ones.

Without language you really wouldn’t exist. You wouldn’t be able to share your ideas, display your personality, and express yourself to the world. The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted. The conversations we have with customers are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. Successful communication is at the foundation of all relationships in all aspects of our lives; whether with customers, colleagues, friends, and family.

The Psychology of Top Performers (Guest Friendly Program)
Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do some salespeople succeed where others fail? Is one better suited to sell the product because of his or her background? Is one more charming or just luckier? The evidence suggests that the personalities of these Heavy Hitters salespeople play a critical role in determining their success.

Steve Martin has had the privilege of administering personality tests to top business-to-business salespeople who sell for some of the world’s leading companies. The responses were then categorized by percentage of annual quota attainment and classified into top performers, average performers, and below average performers categories.

In this session, we review the components of sales psychology and administer the personality test. The test is then scored and individuals can compare their profiles to those of salespeople, sales managers, and pre-sales technical personnel. This session is fun, lively, and personally enlightening!

“Tales From the Field” Top Salesperson Best Practices Panel
Since you have assembled all of your best salespeople from around the world, why not conduct a study to understand how and why they are successful? Steve Martin also conducts another truly unique Presidents Club offering where he interviews your Presidents Club attendees about their major business wins. However, these interviews go far beyond discussing the basics that are included in the standard success story. Steve documents the strategy, tactics, and elicits the psychological and intuitive aspects of winning the deal into a document that is designed to be shared with your entire sales organization. The themes, cases studies, and models provide valuable information that will help every salesperson understand and emulate the behavior of your Heavy Hitters. It is highly recommended this session be videotaped for review by the entire sales organization and use during the on-boarding process for new hires.

Sales Leadership 401: Attaining Career Success
Did you become a salesperson through happenstance or was it a premeditated career move? The reality is that it is not by accident you are in sales. In fact, you were destined for this profession. While others have chosen life’s mundane path, you have selected adventure and chosen to experience the highs and lows of life. Life’s far too short to play it safe, and anyone who takes risks is already a success.

However, the life of a salesperson is far from perfect. Everyone in the profession has trials and tribulations. They experience incredible highs, tremendous lows, and a constant fear of the unknown. In this session, we review the underpinnings necessary for a successful sales career and important lessons about the life of a salesperson.

We then review the role of career planning and how to become a sales manager. What are the roles, responsibilities and measurement criteria associated with this next step in career development. We review the key characteristics and personality profiles of sales leaders and conduct testing to determine personal fit and attributes.

Advanced Sales Warfare Strategies
What can salespeople learn by studying some of the greatest military figures and the most important battles in the history of mankind? If you are in sales, you are perpetually in a state of war. All salespeople are warriors who must fight the relentless march of time and enemies who are trying to defeat them daily. Sales is an intense hand-to-hand battle fought between two people who are each trying to win over the customer. The victor outsmarts, outmaneuvers, and overwhelms his enemies.

In sales, just as in war, there can be only one winner, and today’s conqueror can quickly become tomorrow’s vanquished. The deciding difference is strategy. In this program we will study the grand strategy of war and three of the greatest war strategists of all time—Sun Tzu, Napoleon Bonaparte, and George Patton—to understand how they won and what the ages have to teach us about defeating our enemies on the battlefield of business sales. If you enjoy watching the history channel, you’ll love this program.

Good to Great to Gone: A Silicon Valley Case Study
In 1991, Informix Software was just one of many database suppliers competing against Oracle, the "eight-hundred-pound gorilla." In only four years, Informix was able to challenge Oracle’s dominance, moving past all other competitors in the process. This was a truly remarkable feat, and many of the sales, marketing, and product strategies that enabled Informix to survive and succeed in tough times are directly applicable today.

As president, CEO, and chairman of the board, Phil White was synonymous with Informix Software. At the height of his popularity, he was recognized as one of Silicon Valley’s most brilliant business leaders. Today, many consider him a black mark upon the technology industry and the person responsible for one of the largest securities fraud settlements in Silicon Valley history. This fascinating behind-the-scenes program offers an insider’s perspective on the business strategies that succeeded, the products that failed, and how a technology industry titan ended up in jail.

Logos Subset

What Clients Are Saying!

Learn what "Heavy Hitter" Clients have to say about Steve W. Martin's Sales Meeting Keynote Presentations and Sales Training Workshops!
Read More

Businessman Swinging Bat

Sales Training

Heavy Hitter training is not the typical classroom lecture, it’s a completely interactive workshop. Learn how to penetrate, navigate, and conquer complex enterprise accounts.

Read More

Steve W. Martin

Steve W. Martin

Steve W. Martin is the foremost expert on Sales Linguistics and the Human Nature of Complex Enterprise Sales. He is the author of the "Heavy Hitter" Series of books for Senior Salespeople.

Read More