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

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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• Why Did Extreme Networks Stock Price Doubled in Last 90 Days?
• 2020 Hi-Tech IPO Analysis: How Growth Impacts Market Value
• What I Learned Working 400 Straight Days
• The Most Unique Sales Organization in the World
• 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

• 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