The Modus Blog

It’s gratifying to get quantitative evidence that the companies I have the pleasure of working with are taking action to meet the needs of their buyers, and I was inundated …

Last week we held the second annual Modus Summit and it was just about double in both content and attendance over last year, so we are calling Summit 2.0 smashing …

When I began my career at Xerox as a sales professional some time ago, telephones and fax machines were the most advanced technological tools at my disposal. Since then, selling …

If you’ve started looking into sales enablement platforms that promise to put your sales enablement strategy into action, what do you do if your company is not quite ready to …

Buyers Never See 65% of Content and Other Stats that Will Force You to Rethink Content Delivery At MODUS, we know empirically that when sales professionals use the right content …

I have a confession to make, it’s something you probably already know. Communicating your brand to customers is hard. Having your salespeople communicate your brand differences to prospective customers is …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review My last article on the "Seven Personality Traits of Top Salespeople" was based on personality …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review In the late sixth century, Pope Gregory described the seven deadly sins from the least serious …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review What are the personal attributes, attitudes, and actions that influence personal sales productivity? I recently conducted …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review The real enemy of salespeople today isn't their arch rivals; it's no decision. That's according to …