contents MAY 2015


cover story 30 | Go Big


New data-harvesting tools help sales teams sell smarter BY HENRY CANADAY


dynamic management 6 | A Better Offer


How sales executives can evaluate a sales-compensation plan BY DAVE EGLOFF


skills


9 | Four Ways to Beat Rejection Blues BY J.W. MITCHELL


11 | Watch Your Language! BY JIM CATHCART


motivation


14 | Later Never Comes BY DR. JIM TUNNEY


ceo spotlight


16 | Cultivating the Relationship Sale BY BILL MCDERMOTT


practical sales wisdom


18 | Face-to-Face Networking... Still the Key to Connections BY JEFFREY GITOMER


techtalk


20 | The Inside Track to Sales BY HENRY CANADAY


social selling


23 | Managing Your Social Selling BY KURT SHAVER


classic interview


24 | Lies Customers Tell You and How to Uncover the Truth BY GERHARD GSCHWANDTNER


departments 5 | Memorable Sale


35 | Thoughts to Sell By COVER: MCIEK / SHUTTERSTOCK.COM SELLING POWER MAY 2015 | 3 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


MCIEK / SHUTTERSTOCK.COM


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