Archive
SEF has established a tradition of producing informative annual magazines. Here you will find links to our past publications in pdf format.
Sales Myths Debunked
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Sales Myths Debunked Series
Mike Kunkle and Lori Richardson debunk myths about success, interviewing, hiring women in Sales and competitiveness.
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Sales Myths Debunked Series
Jason Jordan's myths include sales pipeline forecasting, coaching which performers and promoting the best salespeople
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Sales Myths Debunked Series
Jason Jordan debunks myths on the 80/20 rule, ratings, pricing and pairing salespeople
"The New Selling of Sales" Podcast
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Talking Sales Research with Deva Rangarajan
Season 2: Episode 4: Deva Rangarajan, Professor of Marketing at IESEG School of Management in Paris joins Marty Holmes to share his journey from Engineering to Sales and discuss the topic of Sales research. Deva gives the audience his views on the research in B2B sales and ideas on future topics in Sales research. He also talks about how he got into sales research.
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A Sales Conversation with Lee Salz
Season 2: Episode 3: Lee Salz, author of Sale Different! and Sales Differentiation joins Marty Holmes to share his expertise. This discussion focuses on creating meaningful value, words to stay away from and the one skill top salespeople master. You'll learn some tips from Lee the 2022 Institute for Sales Excellence Speaker of the Year and hear how Lee offers his expertise to universities teaching Professional Sales. Featured on SEF YouTube Channel
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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
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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
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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
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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
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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
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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
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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
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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
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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
Resources for Universities
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2021 Key Statistics on Sales Education
Sales Education stats, numbers & salary information
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Intro to Using Chally
What's the Chally and advantages to your students
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Successfully Activating Corporate Partnerships
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FSU Sales Institute Paper - Sales Center Education Makes a Difference
Research supports University Sales Education
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The Chally Assessment-Background
The Chally Assessment is a unique tool provided to university sales students
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Building A University Sales Program
Whitepaper outlines suggested structure and curriculum
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Establishing, Growing and Running a Sales Program
From FSU Sales Institute
Using Chally Professor Presentations
Resources for Companies & Professionals
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The Future of Selling 2017
Written for 2017 SEF Annual magazine by Dan Weinfurter, "Support what is established and embrace what is emerging."
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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
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Anatomy of the Modern Sales Manager
A Blueprint for identifying, hiring, and developing
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Implications for B2B Selling - In the Age of AI
Will artificial intelligence really displace the human sales force?
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What Is Social Selling?
Tips to develop your Social Selling skills
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Making the Most of Millennial Talent
Best Practices for Developing Future Leaders
Resources for Students
General
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"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.
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2022 University and College Sales Majors & Minors
See the list of 38 universities and colleges offering a Professional Sales Major & 94 offering a Minor
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Women in Sales Industry Pipeline Problem
Explore Chally Infographic on the Pipeline Problem
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Equality, Parity , Level Playing Field
Interesting research insights on stereotypes
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Why You Should Add Humor
Companies and Universities are turning to humor for high performance
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Diversifying the Sales Force
Filling the Gender Gap in Sales-University of Cincinnati's Dr. Jane Sojka
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FSU Research w/Bonney & Jordan
New research from Florida State finds "Agility" importance
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Sales and Academia
Direct from Howard Stevens and Geoffrey James, this whitepaper explores how the gulf between Sales and Academia is narrowing.
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SEF Overview
Our mission, goals, board members and initiatives all in one document
SEF Videos
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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
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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
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The Future of Sales with Neil Rackham
Enjoy this discussion between SEF Co-Founder Howard Stevens and Sales Author and visionary Neil Rackham.
SEF Annual-Past Issues
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2021 SEF Annual
Our 15th Anniversary Edition focuses on Professional Sales in the Past, Present and Future.
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2020 SEF Annual
SEF's 14th edition focuses on technologies
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2019 SEF Annual
SEF's 13th edition focuses on research
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History of SEF ANNUAL
Read the overview of each year's SEF Annual including a growth chart of "Top Sales Programs"
Sales Educators' Academy Presentations
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Salesforce CRM & Trailhead Modules
From SEA 2019 Semira Amirpour from UT-Dallas shares her assignment guidelines
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Integrated Digital Prospecting - 2019 SEA Award
From 2019 - James Fyles Teaching Award winning presentation
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Shareable Design Thinking
From 2019 Stefanie Boyer-Shareable Design Thinking on Technology in the Classroom
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Teaching Students the Importance of Being Different
From 2019 Leff Bonney - Teaching Sales Students the Importance of Being Different
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Launching a New Sales Program - B. Tod Cox
From 2018 Exploring lessons learned in developing a new sales program ...
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Sales Innovations in a Digitally Disrupted World - Howard Dover
How do we build a 21st century sales program ...
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Enhancing Student Role Play - Andrew Loring
Implementing and executing role-plays can be a challenging undertaking for instructors ...
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Pedagogy and Cold Calling - Harvey Markovitz
Teaching students how to make "Gold Calls: ...