The Modus Blog

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 …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review Every salesperson knows the quality of their sales leadership will have a profound impact on their …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review Why does a salesperson lose a sale? It’s a question I’ve studied for years, as …

What prevents a sales organization from achieving success? After studying hundreds of sales organizations I have found the answer to this question is directly related to the challenges associated with …

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” …