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
Archive
SEF has established a tradition of producing informative annual magazines. Here you will find links to our past publications in pdf format.
Videos
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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.
Annual Magazine-Past Issues
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2020 Annual Magazine
SEF’s 14th Annual Edition
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2019 Annual Magazine
SEF’s 13th edition of the Annual features relevant articles of interest
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2018 Annual Magazine
SEF’s 12th edition of the Annual features relevant articles of interest
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History of SEF ANNUAL magazine
Read the whitepaper including a growth chart of university sales programs
General
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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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Sales Myths Debunked
Jason Jordan revives his “Sales Myths Debunked” series for 2020
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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
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Sales Myths Debunked
Resources for Professionals
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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
Resources for Universities
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2020 Key Statistics on Sales Education
Stats, Numbers & Salary info
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Chally Starter Presentation
See how you can give the Chally Advantage 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
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Establishing, Growing and Running a Sales Program
From FSU Sales Institute
Using Chally Professor Presentations
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: …