KNOWLEDGE
CENTER

Sales Myths Debunked Series

Mike Kunkle and Lori Richardson debunk myths about success, interviewing, hiring women in Sales and competitiveness.

Sales Myths Debunked Series

Jason Jordan’s myths include sales pipeline forecasting, coaching which performers and promoting the best salespeople

Sales Myths Debunked Series

Jason Jordan debunks myths on the 80/20 rule, ratings, pricing and pairing salespeople

Jane Sojka: Teaching Students to Not Fear Failure

Season 2: Episode 2: University of Cincinnati professor Jane Sojka joins Marty Holmes to discuss “teachable skills” and her innovative Women in Sales class at UC. In this class she teaches students how to develop strategies for overcoming their fear of failure. Jane shares tips on how other educators can incorporate her strategies into their classes
Featured on SEF YouTube Channel

Talking Scholarships & Sales Education

Season 2: Episode 1: Host Marty Holmes is joined by Lori Richardson and two 2021 SEF Barbara Giamanco Memorial Scholarship recipients Shelby Lewis and Riley Melvin. Lori shares info on the annual scholarship while Shelby and Riley share what receiving a scholarship meant to them and how their university Sales education has been a positive influence on their future.
Featured on SEF YouTube Channel

Barry Trailer: A Passion for Sales

Season 1: Episode 7: Barry Trailer joins host Marty Holmes to discuss “A Passion for Sales.” Barry shares many of his stories. He and Marty discuss the negative voices surrounding Sales. Barry shares some ideas on how you can find “A Passion for Sales.”
Featured on SEF YouTube Channel

Lori Richardson: “We Need More Women in Sales”

Season 1: Episode 6: Lori Richardson joins host Marty Holmes to discuss the urgent need for “More Women in Sales.” Lori shares insights into what needs to be done to encourage more women to explore Sales and consider a leadership role.
Featured on SEF YouTube Channel

Rob Peterson: “Using Improv to Improve”

Season 1: Episode 5: Rob Peterson joins host Marty Holmes to discuss how he discovered Improv and learned how using this technique with his Sales students dramatically improves their ability to listen and adapt.
Featured on SEF YouTube Channel

Bryan Flanagan: “Achieving Success in Sales”

Season 1: Episode 4: Bryan Flanagan and host Marty Holmes discuss the necessary skills to Achieving Success in Sales. Bryan offers advice to both new and seasoned Sales professionals and shares some of his stories.
Featured on SEF YouTube Channel

Dr. Stefanie Boyer: “How to Find Your Voice”

Season 1: Episode 3: Dr. Stefanie Boyer and host Marty Holmes explore how university Sales competitions excite students to find their own voice. Learn more about the events and “RNMKRS,” a unique virtual competition.
Featured on SEF YouTube Channel

Rob Stenberg: “The Secret Sauce of Storytelling”

Season 1: Episode 2: Rob Stenberg shares his stories and reveals the “secret sauce” to host Marty Holmes. Watch the video to learn the 4 steps to crafting your own story.
Featured on SEF YouTube Channel

Mike Bosworth: “The Power of Stories”

Season 1: Episode 1: Marty Holmes & Mike Bosworth discuss how story telling can create an emotional connection, help Salepeople gain trust and influence without authority.
Featured on SEF YouTube Channel

2021 Key Statistics on Sales Education

Sales Education stats, numbers & salary information

Intro to Using Chally

What’s the Chally and advantages to your students

Successfully Activating Corporate Partnerships

FSU Sales Institute Paper – Sales Center Education Makes a Difference

Research supports University Sales Education

The Chally Assessment-Background

The Chally Assessment is a unique tool provided to university sales students

Building A University Sales Program

Whitepaper outlines suggested structure and curriculum

Establishing, Growing and Running a Sales Program

From FSU Sales Institute

Using Chally – Dimitri Kapelianis, University of New Mexico

Using Chally Professor’s Webinar presentation from Dimitri Kapelianis, PhD

Using Chally – Scott Friend, Miami University

SEF’s Using Chally Professor’s Webinar Presentation from Scott Friend, PhD

The Future of Selling 2017

Written for 2017 SEF Annual magazine by Dan Weinfurter, “Support what is established and embrace what is emerging.”

SEF Annual Sponsors

Get your Company front & center with an SEF Annual ad

Strengths, Styles & Skills – A Triple Fit Approach

How to Align Your Sales Talent With Your Market

Anatomy of the Modern Sales Manager

A Blueprint for identifying, hiring, and developing

Implications for B2B Selling – In the Age of AI

Will artificial intelligence really displace the human sales force?

What Is Social Selling?

Tips to develop your Social Selling skills

Making the Most of Millennial Talent

Best Practices for Developing Future Leaders

What are Soft Skills?

Soft skills relate to how you work – but what are they?

10 Reasons – Sales is Awesome!

Professional Sales is a Great Career – See 10 Reasons Why!

Sales Career Advantages

A rewarding career in Professional Sales could be for you!

3 Reasons You Should Think About A Sales Career

“A History of Selling in America” by Jon M. Hawes

SEF Executive Board member and professor Jon M. Hawes writes “A History of Selling in America” for the 2021 SEF Annual. An interesting history lesson on the Sales profession from the early 1800’s through to John Patterson and NCR.

2022 University and College Sales Majors & Minors

See the list of 38 universities and colleges offering a Professional Sales Major & 94 offering a Minor

Women in Sales Industry Pipeline Problem

Explore Chally Infographic on the Pipeline Problem

Equality, Parity , Level Playing Field

Interesting research insights on stereotypes

Why You Should Add Humor

Companies and Universities are turning to humor for high performance

Diversifying the Sales Force

Filling the Gender Gap in Sales-University of Cincinnati’s Dr. Jane Sojka

FSU Research w/Bonney & Jordan

New research from Florida State finds “Agility” importance

Sales and Academia

Direct from Howard Stevens and Geoffrey James, this whitepaper explores how the gulf between Sales and Academia is narrowing.

SEF Overview

Our mission, goals, board members and initiatives all in one document

The Science of Sales

“Selling is the role of managing the interface between your company, other companies and the customer.” – Neil Rackham
Featuring multiple well-known sales professionals this 30 minute video is a must see!

Watch the Video

The New Selling of America

“Planet Earth is open for business!” Watch our Emmy-Award winning PBS documentary published with ThinkTV – a must see for sales students!

Watch the Video

The Future of Sales with Neil Rackham

Enjoy this discussion between SEF Co-Founder Howard Stevens and Sales Author and visionary Neil Rackham.

 

2021 SEF Annual

Our 15th Anniversary Edition focuses on Professional Sales in the Past, Present and Future.

2020 SEF Annual

SEF’s 14th edition focuses on technologies

2019 SEF Annual

SEF’s 13th edition focuses on research

History of SEF ANNUAL

Read the overview of each year’s SEF Annual including a growth chart of “Top Sales Programs”

Salesforce CRM & Trailhead Modules

From SEA 2019 Semira Amirpour from UT-Dallas shares her assignment guidelines

Integrated Digital Prospecting – 2019 SEA Award

From 2019 – James Fyles Teaching Award winning presentation

Shareable Design Thinking

From 2019 Stefanie Boyer-Shareable Design Thinking on Technology in the Classroom

Teaching Students the Importance of Being Different

From 2019 Leff Bonney – Teaching Sales Students the Importance of Being Different

Launching a New Sales Program – B. Tod Cox

From 2018 Exploring lessons learned in developing a new sales program …

Sales Innovations in a Digitally Disrupted World – Howard Dover

How do we build a 21st century sales program …

Enhancing Student Role Play – Andrew Loring

Implementing and executing role-plays can be a challenging undertaking for instructors …

Pedagogy and Cold Calling – Harvey Markovitz

Teaching students how to make “Gold Calls: …