Steve W. Martin

Author of "Heavy Hitter Selling"

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. During this time, he has participated in thousands of sales calls and worked with hundreds of salespeople in roles ranging from salesperson to Vice President.

He began his career programming computers as a teenager in the late 70ís. Through working with computers, he became acutely aware of the preciseness and structure of language. Programming demands great linguistic discipline and the inherent complexity requires maintaining multiple streams of concurrent logic.

In addition, programming is built upon ìmodelsî. 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 their behavior. He could build models to create successful relationships based upon the customerís 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 ìselling modelî on other salespeople within the organization. As Vice President of Sales for the past five years, Steve has continuously trained his salespeople on the principles of Heavy Hitter Selling.