The Modus Blog / Sales Effectiveness

I don’t need to tell you we are living in unprecedented times. Not only is it painfully obvious, but everyone else seems to be telling us this every day, which …

One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re …

For many of us, working from home hastily became the norm quite a few weeks ago. This quick transition has proven insightful about the real-life consequences of partially and fully …

Times are tough right now. That’s the reality of our sales environment. Decisions take longer, buyers order less, and opportunities evaporate into thin air. Even worse, it’s not likely we’ll …

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 …