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!
For more information, please watch the keynote philosophy video clip.
About the “Heavy Hitter” Sales Philosophy
Steve W. Martin is the founder of the Heavy Hitter sales philosophy. The philosophy is based upon understanding, anticipating, and influencing the human nature of complex enterprise sales. There are four underlying principles of the philosophy:
1. The Heavy Hitter sales philosophy is for senior salespeople who have been in the field 5, 10 and 15 years or more. It provides advanced sales strategies and real-world tactics to influence the people, politics, and executive decision making process. It is not an elementary sales program for beginning salespeople.
2. The Heavy Hitter sales philosophy is for underdog sales organizations that have to compete against the mindshare of 800 pound gorillas in their marketplace. Because there are typically little differences between the competing products and their price, the philosophy seeks to optimize the most important weapon a salesperson has—his mouth and the words he speaks.
3. The Heavy Hitter sales philosophy focuses on the most important aspect of sales: what salespeople do and say when they are face to face with prospective customers. It is predicated on preparing a psychological strategy before meetings and executing language-based tactics during calls to winover the hearts and minds of C-Level decision makers.
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4. The Heavy Hitter philosophy complements and enhances your existing sales process methodology regardless of the framework your sales organization has adopted (Miller-Heiman, Sandler, Complex Sale, CustomerCenteric Selling, etc.). It provides immediate results since it concentrates onpersonal interactions with prospective customers, not the internal processesof the sales organization.
The Heavy Hitter sales philosophy focuses on the most important aspect of sales: how to penetrate, navigate, and conquer complex enterprise accounts. It provides the missing piece of the sales training puzzle--how salespeople formulate an account strategy based upon customer politics, evaluator psychology, and the human nature of executive decision makers that are unique to every major account.