I’m excited to have reached a gratifying personal milestone as my 35th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published.
6 Reasons Salespeople Win or Lose a Sale
7 Reasons Salespeople Don't Close the Deal
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
What Separates the Strongest Salespeople from the Weakest
What Top Sales Teams Have in Common in 5 Charts
Why Sales Organizations FAIL
The TREND that is Changing Sales
The Seven Types of Sales Managers
Why Customers Don't Buy
Are Top Salespeople Born or Made?
A Salesperson's Seven Deadly Sins
Seven Personality Traits of Top Salespeople
Harvard Business Review also created great videos about two of the articles above.
What Drives Salespeople in Different Regions
Video: What Sets Sales Teams Apart
By the way, two of the most widely read articles are the first and last ones on the list!
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About the Author: Steve W. Martin is the foremost expert on “Sales Linguistics,” the study of how salespeople and customers use language during the decision-making process. Steve is a noted sales researcher and the author the “Heavy Hitter” series of books on the human nature of complex sales. He teaches at the University of Southern California Marshall Business School MBA Program and is a frequent contributor Harvard Business Review. Visit www.stevewmartin.com for more information.
