Steve W. Martin — Co-Founder

Steve W. Martin is the author of seven of books on enterprise sales strategies and thirty-five Harvard Business Review articles. As a consultant and sales trainer, he has worked with 250+ hi-tech companies and 100+ business services, manufacturing, and healthcare companies. Steve has had the privilege of helping over 150,000 salespeople become top revenue producers at companies including Google, IBM, Salesforce, HP, Lenovo, EMC, PayPal, Oracle, Boston Scientific and Morgan Stanley. Steve joined AuditBoard as their Senior Vice President of Sales in 2018 and led AuditBoard to become ranked as the fastest growing cloud application company and the third fastest growing technology company in North America as ranked on Deloitte's Technology Fast 500. Steve Martin's books on complex enterprise and technology sales include: --Sales Strategy Playbook: The Ultimate Reference Guide to Solve Your Toughest Sales Challenges -- Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key I.T. Decision Makers and Top Technology Salespeople -- Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople -- Heavy Hitter Sales Psychology: How to Penetrate the C-Level Suite and Persuade Company Leaders to Buy -- Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success -- Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy --The Real Story of Informix Software and Phil White: Lessons in Leadership for the Executive Team Steve is also a noted sales effectiveness researcher who has conducted studies on sales organization best practices, key trends, and top salesperson performance. His published research (available on stevewmartin.com) includes: -- The Sales Organization Performance Gap: What Separates High Performing and Underperforming Sales Organizations -- The Truth About the Field Sales to Inside Sales Migration Trend -- The Personality Attributes and Sales Persona of Top Sales Professionals -- A Comparison of High Performing and Underperforming Salespeople and Sales Managers Steve also teaches sales strategy at the University of Southern California Marshall Business School MBA Program.

Stackforce AI infers this person is a SaaS sales expert with a strong focus on enterprise sales strategies.

Location: Los Angeles, California, United States

Experience: 24 yrs 3 mos

Skills

Sales Strategy
Sales Management
B2b Sales Strategy
Enterprise Sales

Career Highlights

Authored seven books on enterprise sales strategies.
Consulted for over 250 hi-tech companies.
Led AuditBoard to become a top technology company.

Work Experience

AuditBoard

Senior Vice President Of Sales (2 yrs 4 mos)

University of Southern California - Marshall School of Business

Adjunct Professor (15 yrs 10 mos)

Steve W. Martin Revenue Growth Strategies and Sales Organization Transformation

Founder (24 yrs 2 mos)

Steve W. Martin

Co-Founder

Los Angeles, California, United States24 yrs 3 mos experience

Most Likely To SwitchHighly Stable

Key Highlights

Authored seven books on enterprise sales strategies.
Consulted for over 250 hi-tech companies.
Led AuditBoard to become a top technology company.

Stackforce AI infers this person is a SaaS sales expert with a strong focus on enterprise sales strategies.

Contact

Skills

Core Skills

Sales StrategySales ManagementB2b Sales StrategyEnterprise Sales

Other Skills

Business DevelopmentBusiness StrategyCloud ApplicationsCoachingComplex B2B Buying BehaviorEnterprise Technology SalesEntrepreneurshipLeadershipLeadership DevelopmentManagementMarketing StrategySaaSSales Organization AnalysisSales Organization PerformanceSales Process

About

Experience

Auditboard

Senior Vice President Of Sales

Sep 2018 – Jan 2021 · 2 yrs 4 mos · Los Angeles

AuditBoard is an enterprise cloud-based solution designed to automate risk, audit and compliance activities and streamline internal audit management processes. AuditBoard is the fastest growing cloud application company and the third fastest growing technology company in North America as ranked on Deloitte's Technology Fast 500.
One key difference that separates AuditBoard from our peers is that we were founded by a former chief audit executive and CFO who had a deep understanding of the internal and external audit functions. As a result, we offer solutions that are designed by auditors and purpose-built to work the same way audit, risk, and compliance professionals think and act. All areas of our company including client success, support, and sales are comprised of former auditors and Big 4 subject matter experts.
Six of the Fortune top ten and over 25% of Fortune 100, 500 and 1000 companies use AuditBoard. Thousands of audit, risk and compliance professionals from over one thousand companies use our platform daily. They include companies that went through the IPO process such as TrueCar and TradeDesk, to well-known brands such as Amgen, Avis, and Amazon. What these companies have in common is that they selected AuditBoard after exhaustive evaluation processes and extensive hands-on product testing.

Sales ManagementEnterprise SalesCloud Applications

University of southern california - marshall school of business

Adjunct Professor

May 2010 – Present · 15 yrs 10 mos · Los Angeles Metropolitan Area

Steve teaches on B2B sales strategy, sales organization performance, and complex B2B buying behavior. Steve is the proud recipient of the USC Marshall Golden Apple Teaching Award presented to the professor who has had the greatest impact on their students as voted by the members of the graduating class. He previously taught at the University of California Berkeley, Haas Business School MBA Program.

B2B Sales StrategySales Organization PerformanceComplex B2B Buying BehaviorSales Management

Steve w. martin revenue growth strategies and sales organization transformation

Founder

Jan 2002 – Present · 24 yrs 2 mos

Revenue Growth Strategies to Transform Your Sales Organization
What separates high-performing and underperforming sales organizations? Steve Martin has studied hundreds of different companies and transforms sales organizations through win-loss sales cycle analysis studies, sales strategy and sales playbook development, sales organization analysis, and sales team training.
Sales Strategy and Sales Playbook Development
A sales playbook is a strategic document that details the sales strategy by which salespeople win new customers, expand their presence within existing client accounts, and the tactics to control the customer engagement process. In essence, a sales strategy playbook is the owner’s manual that determines how a company will grow sales and prosper.
Win-Loss Sales Cycle Analysis Studies
Steve has improved sales organization performance by conducting win-loss studies. He has interviewed hundreds of senior executives (CEOs, CIOs, CTOs, COOs, CFOs, CMOs, VPs of Ecommerce, Supply Chain, etc.) and countless mid-level managers and lower-level technical evaluators about their experiences when selecting between competitive solutions.
Sales Organization Analysis
The sales organization analysis study will measure the competitiveness of your company’s sales organization and salespeople. Actionable recommendations and practical advice are provided to improve overall sales effectiveness.
Sales Team and Sales Management Training
Steve Martin’s sales training workshops provides real world sales strategies and advanced tactics so your salespeople can predictably close business.
A former high technology sales leader, Steve has had the privilege of mentoring sales leaders all around the world. He has studied more than one thousand vice presidents of sales about their sales organization goals, challenges, and their strategies to exceed their revenue targets. He enjoys helping sales leaders solve their toughest challenges.