Articles

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Steve is a frequent contributor to the Harvard Business Review. Here’s links to his 35 sales research articles. Click here to visit Harvard Business Review website and view articles.

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  • 7 Reasons Salespeople Don't Close the Deal
  • 6 Reasons Salespeople Win or Lose a Sale
  • Similarities and Differences Between Men and Women in Sales
  • What Drives Salespeople in Different Regions
  • Salespeople Work Differently in Different Parts of the U.S
  • A Portrait of the Overperforming Salesperson
  • The Seven Attributes of the Most Effective Sales Leaders
  • Video: What Sets Sales Teams Apart
  • What Separates the Strongest Salespeople from the Weakest
  • What Top Sales Teams Have in Common in 5 Charts
  • Win More Sales with an Indirect Strategy
  • Why Sales Organizations FAIL
  • THE 12 SALES METRICS THAT MATTER MOST
  • The TREND that is Changing Sales
  • The Seven Types of Sales Managers 
  • Research: How Sensory Information Influences Price Decisions
  • Why Customers Don't Buy
  • Use Sales Linguistics for Winning Presentations
  • Top Salespeople Use LinkedIn to Sell More
  • Ten Reasons Salespeople Lose Deals
  • Is Your Sales Organization Good or Great?
  • Top 10 Sales Trends for 2013
  • Plan Your Sales Call Strategy
  • Top Reasons Salespeople Lose Business
  • Win the Business with this Elevator Pitch
  • Understanding Five Types of Sales Coaches
  • What's Wrong With Your Sales Training Program
  • Strategies for Answering Customers' Questions
  • Are You a Closer? Take the Test
  • How to Close a Sales Call
  • Are Top Salespeople Born or Made?
  • Seven Personality Traits of Top Salespeople
  • Persuasion Tactics of Effective Salespeople
  • Why Sales and Marketing Are at Odds or Even War
  • How to Hire a VP of Sales
  • A Salesperson's Seven Deadly Sins
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Steve’s Heavy Hitter Sales Blog is one of the most popular B2B sales blogs. Click here to visit the Heavy Hitter Sales Blog:


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  • 5 Critical Sales Kickoff Meeting Planning Success Factors
  • Percentage of B2B Buyers Ranking Salespeople as Excellent, Good, Average & Poor
  • Statistical Proof You Need a Sales Manager
  • A Salesperson's Ideal Height and Do Tall Salespeople Sell More?
  • Why One LinkedIn Article Went Viral (30k views) and Another Didn't
  • Research Shows the Most Accurate Sales Forecasters 
  • Why Big Deals Don't Close
  • The Three Pillars of Persuasion
  • Best Books for Salespeople - Inc.com
  • Sales Innovator: Sales Linguist,Steve W Martin Interview 
  • The Physiology of Sales Calls
  • The Top Seven B2B Sales Books to Read
  • Landmark Sales Organization Study
  • Sales Excellence Infographic
  • Take the Sensory Price Test from Harvard Business Review
  • Sales Trends Infographic
  • 7 facts About the Salesperson’s Mind
  • The Truth About 50+ Year Old Salespeople
  • Why Did I Lose? Six Win-Loss Questions
  • 20 Great Companies to Sell for
  • IT Sales Strategy: Software & SaaS
  • Are You a Contagious Salesperson?
  • Salesperson's Most Important Weapon
  • Why Deals Don't Close: The Cesspool!
  • Know Why You Lose: The Martin Curve
  • Top Five Sales Presentation Mistakes
  • What Not to Say to a Spouse in Sales!
  • Motivational Sales Quotes
  • 5 Truths About Selling to the C-Level
  • The IBM Rally Song! Do you Have One?
  • If Sigmund Freud Was Your Sales Manager
  • How Reagan Would Change Your Presentation
  • Visit Steve W. Martin's Heavy Hitter Sales Blog


Media Coverage

Steve W. Martin articles, interviews, and the Heavy Hitter Series of books have been featured in the
Harvard Business Review, Selling Power Magazine, Forbes, Inc, and the Wall Street Journal.


  • Inc Magazine - 15 Great Books You Should Definitely Read This Year
  • Huffington Post - The Truth About Why Salespeople Lose Deals
  • Accelerate Sales! - The Value of Salespeople According to B2B Buyers with Steve W. Martin
  • Harvard Business Review - 7 Reasons Why Salespeople Don't Close Deals
  • DMN Marketing - B2B Buyers and Sellers Need to Fix their Relationship
  • DiscoverOrg - What B2B Buyers Want from Salespeople
  • Content Strategy - B2B Buyers Aren't Happy With Salespeople
  • Harvard Business Review - 6 Reasons Salespeople Win or Lose a Sale
  • Harvard Business Review - What Drives Salespeople in Different Regions
  • Harvard Business Review - Salespeople Work Differently in Different Parts of the U.S
  • Forbes - How IOT Refines What Sales Success Really Is
  • Harvard Business Review - A Portrait of the Overperforming Salesperson
  • Harvard Business Review – Video: What Sets Top Sales Teams Apart
  • Inc Magazine – The Best Books for Salespeople
  • Inc Magazine – What Separates the Top 20% of Salespeople from the Bottom 80%
  • Customer Think – Grooming a High Performing Sales Team
  • Inc Magazine – The Single Worst Way to Stunt Your Company’s Sales Growth
  • Docurated – Sales Strategy Tips from Top Sales Pros
  • Ambition Blog – Why You Suck as an Inside Sales Manager
  • Harvard Business Review – What Separates Strongest Salespeople from Weakest
  • Inc Magazine – The Truth About the Field to Inside Sales Migration
  • Hubspot Sales Blog - What Top Sales Teams Do With Quotas That Average Teams Don't
  • Sandhill.com – Top Technology Companies to Sell for in 2015
  • CMS Newswire - No Cowboys Here: Teamwork, Culture Leads to Sales Success
  • Hubspot Sales Blog - New Research Reveals Personality Traits of the Best Sales Reps
  • Media Sales Today - Why you lost the Sale, the Most Common Reasons
  • Salesforce Research - Secrets of High Performing Sales Organizations
  • Smart Selling Tools - How High Performing Sales Organizations Differ from Others
  • Harvard Business Review - What Top Sales Teams Have in Common
  • RingDNA Inside Sales Blog - The 7 B2B Books to Read for 2015
  • Hubspot - What to High Performing Sales Teams Have in Common
  • Sales and Service Essentials - Why Did I Lose the Deal?
  • Sales Force Research - Sales Organization Performance Gap
  • Sales and Service Essentials - The Salesperson's Mind
  • Sand Hill.com - Why Technology Salespeople Lose
  • Wall Street Journal - A Game Plan for Job Seekers
  • Harvard Business Review - Why Sales Organizations FAIL
  • Harvard Business Review - THE 12 SALES METRICS THAT MATTER MOST
  • CRM Magazine – More Companies Embrace Inside Sales
  • Marketing Charts – Sales Leaders Confirm Shift to Inside Sales
  • American Training Society – Report Offers Sales Strategies Insights
  • Harvard Business Review - The Trend That is Changing Sales
  • Sales Journal – How to Select a Sales Meeting Speaker
  • Harvard Business Review - The Seven Types of Sales Managers
  • Social Driver - Steve Martin Interview - How Digital Agencies Can Increase Sales
  • Harvard Business Review - Research: How Sensory Information Influences Pricing Information
  • YesWare – Why Your Sales Team Needs Sales Linguistics
  • Sales Journal – The Truth About 50+ Year Old Salespeople
  • Harvard Business Review - The Trend That is Changing Sales
  • Harvard Business Review - The Seven Types of Sales Managers
  • Social Driver - Steve Martin Interview - How Digital Agencies Can Increase Sales
  • Sales Journal - The Truth About 50+ Year Old Salespeople
  • Harvard Business Review - Research: How Sensory Information Influences Pricing Information
  • Harvard Business Review - Why Customers Don't Buy
  • Harvard Business Review - Use Sales Linguistics to Structure Winning Presentations
  • Harvard Business Review – How Top Salespeople Use LinkedIn to Sell More
  • Harvard Business Review – Is Your Sales Organization Good or Great?
  • Harvard Business Review – Top Reasons Salespeople Lose Deals
  • Sales Journal – Are You A Contagious Salesperson?
  • SandHill.com – The Top 20 Technology Companies to Sell
  • Media Sales Today – Why You Lost the Sale
  • USC Marshall News – Marshall Makes it Mark at Sales Competition
  • Harvard Business Review – Top 10 B2B Sales Trends for 2013
  • USC Marshall News – USC Professor Studies Sales Personalities
  • The Conference Board – Elevator Pitch to Win the Business
  • Addicted to Success – 15 Classic Leadership Books You Should Read
  • Open View Partners – Tips For Your Elevator Pitch
  • Harvard Business Review – Win the Business with this Elevator Pitch
  • Harvard Business Review – Understanding the 5 Types of Sales Coaches
  • Harvard Business Review – What’s Wrong With Your Sales Training Program
  • Harvard Business Review – Handling Customers’ Toughest Questions
  • Media Sales Today – The Salesperson’s Mind
  • Sales Journal – 7 Fascinating Facts About A Salesperson’s Mind
  • Media Sales Today – Do You Have Dominance to Close?
  • Harvard Business Review – Are you A Closer? Take the Test
  • Think Sales Magazine – How to Become a Master of Persuasion
  • Soldlab Magazine – If Sigmund Freud Was Your Sales Manager
  • Sales Journal – Why Did I Lose? Six Win-Loss Analysis Questions
  • Openview Partners – Surefire Sales Linguistics for Closing
  • Media Sales Today – Top Sales Trends for 2012
  • Harvard Business Review - How to Close the Sales Call
  • Entrepreneur Magazine – The Seven Secrets of Resilience
  • Sales Journal – If Sigmund Freud Was Your Sales Manager
  • Sand Hill – Personality Study of Top Technology Salespeople
  • USC Marshall School of Business – USC Wins MIT Sales Contest
  • Social Salesperson – If Sigmund Freud was Your Sales Manager
  • Selling Power Magazine – Salespeople Should Walk Softly
  • Soldlab – Personality Study of Top Salespeople
  • Arab News – Saudi Airlines Customer Orientation
  • Harvard Business Review – Are Top Salespeople Born or Made?
  • Smart Company – How to be a Great Seller When Not in Sales
  • Openview Partners – IT Sales Strategy: The Four Types of Buyers
  • Harvard Business Review – Seven Personality Traits of Top Salespeople
  • Wall Street Journal – 7 Key Personality Traits of Top Salespeople
  • CEO.COM – Seven Personality Traits of Top Salespeople
  • eHow Money – Sales Management Styles
  • SoldLab Magazine – 5 Truths About Selling to The C-Level
  • Sales Journal – How to Ruin A National Sales Meeting
  • Openview Labs – Pitching the C-level Without Striking Out
  • IT Sales Blog – How You Say It is More Important
  • Harvard Business Review – End the Sales & Marketing War
  • Oracle Software Sales Insights – 5 Truths about C-Level Selling
  • Media Sales Today – Best Sales Article of 2010
  • Business Pundit – Business Blogs of 2010
  • Harvard Business Review – Persuasion Tactics of Great Salespeople
  • Proteus Marketing – Top B2B Blogs and Web Sites
  • Media Sales Today - Watch Your Words
  • Technical Copy writer – Cowcatchers from the Great Communicator
  • Sales Machine – Listen to the Customer at All Levels
  • IT Sales Blog – How You Say It is Important!
  • Harvard Business Review – How to Hire a VP of Sales
  • Harvard Business Review – 7 Deadly Sins of Salespeople
  • Modern B2B Marketing - 10 B2B Sales Blogs You Cannot Afford to Miss!
  • Openview Venture Partners – 5 C-Level Sales Truths
  • Technical Copywriter – Cowcatchers from the Great Communicator
  • Sales Machine – Ten Seconds to Better Rapport
  • About Leads - Heavy Hitter Sales Blog Ranked #1
  • Media Sales Today – Sales Catchphrases and Sayings
  • Customer Collective – The Truth About Older Salespeople
  • Blogs.com - Top Ten Popular Sales Blogs
  • Sales Journal – Favorite Sales Manager Sayings and Cliches
  • Follow The Lead - The Ego That Lurks Behind Every Purchase
  • Sales Staffing Star - Seven Deadly Sins of Salespeople
  • Sales Jam – Sales Event of the Year to Feature Steve Martin
  • Sterling Hoffman Newsletter – The Six Real Reasons to Fire Your VP of Sales
  • 800 CEO READ - Heavy Hitter Sales Psychology
  • Software Sales Journal – Six Deadly sins of software salespeople
  • Staffing Star - Sales Linguistics:The 7 Languages C-Level Executives Speak
  • Marketing.com – 7 Marketing Sites to Help You Make Better Decisions
  • Sales 2.0 - Persistence
  • SalesMachine – Win Your Own Success Library!
  • B2B Sales Blog Zoominfo – Steve W. Martin Interview
  • Reuters – B2B Sales Leadership Series
  • The Sales Club – 7 Strategies for Underdog Sales Reps
  • BusinessWeek.com – Jumping Sales Revenue
  • Crush It Daily – Sales Under Dog?
  • Business Strategies – Top 10 Annual Sales Meeting Locations Ideas
  • Media Sales Today – Why Selling is Like Indy Racing
  • Sales Journal – Why Are You in Sales? The Surprising Truth
  • Business Strategies – Top 10 Sales Meeting Location Ideas
  • High Tech Marketing – Sales Powerpoint: Earn the Right
  • Heavy Hitter Sales Blog Ranked #1 on Top 100 Sales Blog
  • Sales Journal – The Truth about Older (50+) Salespeople
  • Sales Link: Selling in a Recession (Einstein, Insanity, & You)
  • Sales Journal – Selling in a Recession
  • Sales Journal - The Truth about Older (50+) Salespeople
  • Sales Link: Selling in a Recession (Einstein, Insanity, & You)
  • Sales Journal - Selling in a Recession
  • Sales and Marketing Magazine - A Neurolinguistic Sales Lesson: Auditory Obama Versus Kinesthetic McCain
  • Eye on Sales - Seven Deadly Sins of Salespeople
  • Sales and Marketing Management Magazine - Five Annual Sales Meeting Ideas
  • Software Sales Journal - Sales Strategies from the Presidential Campaign
  • Salesmarks - Understanding Your Sales Manager
  • Construction Development - Sales Communication Skills
  • Small Business Center - Select a Sales Kickoff Theme
  • Sales Strategy - The Top 10 Sales Mistakes
  • Sales Machine -Sales Success Quotient with Steve Martin
  • Sand Hill Software News - Selling Software in a Recession
  • Sales and Marketing Management Magazine - The Best Recession Sales Strategy
  • Software 2008 Conference - Selling to the CIO
  • Meeting Masters – How to Select A Keynote Speaker
  • All Business – Change Your Corporate Presentation
  • Software Sales Journal - Four types of IT Department Buyers
  • Sales Motivation - Top Five Sales Kickoff Meeting Mistakes
  • Managesmarter - Heavy Hitter Sales Wisdom Book Review
  • Presentations Magazine - How to Select a Sales Kickoff Theme
  • Sales and Marketing Management Magazine - Be A Sales Champion: Lessons from USC Football
  • Sales and Marketing Management Magazine - Legendary Coach's Advice for Salespeople
  • MindManager Newsletter - Steve Martin's Heavy Hitter Interview
  • Sand Hill Newsletter - Software CEO Advice
  • Sales Motivation - Why Sales and Marketing are at War
  • Score More Sales - Top Books for Salespeople
  • Incentive Magazine - The Winners, Losers, and "Buzz Kill"
  • Salesopedia - Sales Warfare Strategies Podcast
  • Selling Power Magazine - Sales Warfare Strategies Interview
  • Sales and Marketing Management Magazine - The Winner, Losers, and "Buzz Kill"
  • Selling Power Magazine - The Heavy Hitter Selling Interview
  • SandHill.com - Mandatory Reading for Hi-Tech Sales
  • Destination CRM Magazine - Required Reading: Proven Sales Strategies
  • Business Summaries - Heavy Hitter Sales Wisdom Review
  • Reuters- All Salespeople Must Perform 3 Roles
  • Sales and Marketing Management Magazine - Seven Deadly Sins of Salespeople
  • Sales and Marketing Management - Logos, Pathos, and Ethos
  • Speak to Lead - How Ronald Reagan Crafted a Message
  • Selling Power Magazine - WWRD
  • Software Sales Journal - Heavy Hitter Sales Intuition
  • Sales and Marketing Management Magazine - The Persuasion of Ronald Reagan
  • Sales Rep Radio – Steve Martin Interview
  • Software Sales Journal - How Sales Intuition Works
  • Real World Selling Radio - How to Cope with Losing (Podcast)
  • Real World Selling Radio – You Are a Metaphor! (Podcast)
  • Selling Power Magazine Live – Take Out the Enemy
  • Duct Tape Marketing – What Would General Patton do?
  • Sales and Marketing Magazine - Manage Smarter
  • Harvard Business School- Finding the Right Words
  • Sales Practice – The Reality of Selling Today
  • CRM Magazine –Required Reading: Other Page Turners
  • All Business – Sales Coach
  • The Words We Use Really Matter
  • Howard Newsletter Book Review
  • Harvard Business School Recommends Heavy Hitter Selling
  • Business Digest Magazine – The Science of Heavy Hitters
  • Selling Power Magazine - The Persuasion of Ronald Reagan & Bill Clinton
  • Yahoo - Revolutionary New Sales Philosophy Sells Out
  • SoftwareCEO - How to Find Your First Heavy Hitter Sales Rep
  • Wall Street Journal Interview
  • Selling Power Magazine - How to Cope with Losing
  • Salesrep Radio Interview
  • Orange County Register – Useful Books to Start the New Year
  • Selling Power Magazine Interview – “How to be A Heavy Hitter”
  • Software Sales Journal - Sales Strategies to Defeat Goliaths
  • SandHill.com - How Chimps can beat Gorillas
  • Sales and Marketing Management - The Pitch
  • Prospecting Professor – 2 nd Place is the Worst Place to Be
  • New Book by Sales Veteran Causes Sales Sensation
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