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Sales Publications

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Mastering_Major_Account_SellingMastering Major Account Selling

Major accounts are not just big little accounts – they’re fundamentally different. Mastering Major Account Selling explores the skills and business development competencies of top performers selling in major accounts.

Parlez-Vous BusinessParlez-Vous Business

Parlez-Vous Business helps sales people have smart business conversations with their customers. Top performers know how their solutions can impact their customers’ business initiatives and operations – being “business knowledge smart” is a necessity.

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Getting-Partnering-RightGetting Partnering Right

Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships. It details the best practices of dozens of market-leading companies that are getting partnering right.

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Managing Major SalesManaging Major Sales


Front-line sales managers are the pivotal job for developing and sustaining a superior sales force. Managing Major Sales shares proven best practices used by top performing front-line sales managers in major accounts.

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Emerging Trends in Medical Device Sales podcast

Selling is Not an Individual Sport podcast

Sales Simulations video

The Case for Sales Training video

Coaching Sales Selling podcast

It’s All About Value podcast

Building a World Class Sales Team podcast


Best of the Sales Training Connection


Best of the Sales Training Connection – Summer 2013

Best of the Sales Training Connection – Winter 2013

Best of the Sales Training Connection – Fall 2012

Best of the Sales Training Connection – Summer 2012

Medical Device Round-Up


Medical Device Round Up – Summer 2013

Medical Device Round-Up – Winter 2013

Medical Device Round-Up – Fall 2012

Medical Device Round-Up – Summer 2012

White Papers

Don’t Let Your Next Product Launch Fail

Many new products are doomed from the beginning because they are not launched successfully to the sales force.  Get your Book cover - jpeg-230-300FREE white paper – Don’t Let Your Next Product Launch Fail – sharing industry best practices to help B2B companies launch new products to market successfully.

Click here to get a copy of Don’t Let Your Next Product Launch Fail.


Getting Sales Strategy Right in Major Accounts

Getting Sales Strategy Right in Major Accounts

This FREE white paper highlights 15 best practices for formulating and executing sales strategy in major accounts to help companies drive revenue. Today a major account sales force not only must sell a competitive advantage, they must be a competitive advantage – and that requires the ability to think and act strategically.

Click here to get a copy of Getting Sales Strategy Right in Major Accounts.


The Changing Role of the Orthopaedic Sales Rep

ORTHOKNOW (March 2016) focused on the changing role of orthopedic sales reps in this issue – drawing on insights from six experts including Richard Ruff. Click here to read it.