Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing

Praise for Scientific Selling "Nancy Martini provides both the art and the science in Scientific Selling. Her extensive background in sales performance and optimum behaviors is beautifully translated into pragmatic, immediately applicable wisdom. She is the Madam Curie of the sales process, but she removes the danger and emphasizes the power of the process."—Alan Weiss, PhD, author of Million Dollar Consulting and The Consulting Bible "This book reminded me of Moneyball and how Billy Beane won more games by introducing science to baseball. This is the most comprehensive book to bring the science of selling to sales leaders who want to win more sales. A superb guide for sales transformation."—Gerhard Gschwandtner, CEO, Selling Power "Packed with information that can be used today, Scientific Selling offers a breath of fresh air and a new view on how to put the science of sales analytics into a practice. An essential read for all sales leaders, this book is a must–read if you′re serious about sales growth."—Steve Waterhouse, author of The Team Selling Solution "Don′t leave the success of your sales team to chance. Nancy knows the exact science of building high–performance sales teams and lays out everything you need to know in Scientific Selling???!"—Sam Silverstein, author of No More Excuses "Scientific Selling gives concrete answers to what′s behind actual sales performance. Nancy Martini delivers the goods with this high impact book—no more guessing what makes sales reps successful. The science–based data on behavior and sales skills finally paints a clear picture on how to use analytics to drive sales performance."—Bob Frare, author of Partner Selling "The debate is over. Volumes of research have proven that effective selling in today′s hypercompetitive B2B environment is mostly science and very little art. So, now it′s time to dive into Scientific Selling and learn the facts: precisely how you can apply science–based process, measurement, assessments, training, coaching, and management to directly and significantly impact the performance of your sales team. If you′re looking for answers, this is a book to be taken very seriously."—Dave Stein, CEO and Founder, ES Research Group, Inc.

Acknowledgments vii Foreword Geoffrey James xiii Preface xvii Chapter 1 The Science of Selling 1 Chapter 2 The Science of Behavioral Assessment 17 Chapter 3 The Science of Sales Skills Assessment 35 Chapter 4 The Science of Hiring Sales Talent 49 Chapter 5 The Science of Sales Training 71 Chapter 6 The Science of Sales Coaching 93 Chapter 7 The Science of Sales Management 115 Chapter 8 The Science of Sales Process 147 Chapter 9 How Scientific Is It? 181 Chapter 10 The Future of Scientific Selling 199 Index 211

NANCY MARTINI is the President and CEO of PI Worldwide, a privately held international management consulting company. PI Worldwide has forty–five locations around the world, with more than 350 consultants and is active in 144 countries. She is the author of Customer Focused Selling and has been interviewed and published regularly in several magazines including Selling Power, Talent, Chief Learning Officer, Forbes.com, and One to One Media, among others. GEOFFREY JAMES is an award–winning journalist who writes a daily column for Inc.com and previously wrote Sales Machine, the world′s most–visited sales–oriented blog. He′s authored hundreds of articles for publications like Wired and SellingPower, as well as several books, including How to Say It: Business to Business Selling and The Tao of Programming. Visit: piworldwide.com and geoffreyjames.com