Who Are We?

Larry Sugarman, president of SMART Selling, Inc., has 37 years of successful experience in sales, sales management, marketing and sales training.  His consistent over quota performance at such varied companies as Xerox Computer Services, SMS and Jostens Learning Corporation attest to the fact that an effective sales process contributes more to power performance than any specific industry knowledge.

Mr. Sugarman has a reputation for working closely with his customers on sales training that is highly targeted to customer needs and concurrent with customer culture.  Larry is known for bridging communication gaps between sales people and their management so that both benefit from his participation.  He insists that SMART Selling training and consulting be energetic, positive and challenging.

SMART Selling is based in Woodinville, Washington where Mr. Sugarman lives with his wife of 39 years, Lynn.

How Do We Know What We Know?

In 1980, the Xerox Corporation sponsored unique research to help better prepare its sales people.  This research, conducted by an independent behavioral consultant, identified critical steps to facilitating change.  SMART Selling president, Larry Sugarman, was one of the sales pioneers who used the Xerox behavioral techniques successfully.  Over the past 29 years, Mr. Sugarman has continued to refine these techniques so they can be highly customized for various corporate cultures.  The SMART Selling process uses these techniques to help sales people understand behaviors inherent in both the selling cycle and the buying cycle.  The result is long term positive change for the organization.