contents OCTOBER 2015 cover story


31 | The 2015 SP 500 BY SELLING POWER EDITORS


feature 26 | The Force Is in You: An Interview With


r g e s t n A m


r g e s t n A m


Dr. Wayne Dyer BY SELLING POWER EDITORS FROM THE CLASSIC SELLING POWER INTERVIEW SERIES


skills 6 | How to Kickstart


the Hesitant Buyer BY WILLIAM F. KENDY


10 | How to Identify the Decision Maker at


a New Account BY LAINE EHMANN


manage your


team 12 | How to Set Yourself Up for Success in


Your New Job BY THEODORE B. KINNI


ceo spotlight 14 | Turn Groups into


Teams BY BILL MCDERMOTT


tips 16 | Five Tips to


Rejection Proof Your Sales Approach


BY TAYLOR MALLORY HOLLAND


social selling 18 | How to Build


Relationships Using


Social Networks BY MICHAEL IDINOPULOS


sales training 20 | Use the Up-Front


Contract to Set an Agenda


BY DAVID SANDLER


selling tips 5, 7, 15, 17, 19, 21, 23


SELLING POWER OCTOBER 2015 | 3 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


motivation 22 | Release Your


Positive Energy BY KEN BLANCHARD


coaching 24 | How to Give


Feedback that Empowers Salespeople


BY DR. MICHAEL E. BERNARD


departments 5 | Memorable Sale


5 | Rep to Rep 9 | Blog Roundup


49 | Thoughts to Sell By


l as F o als F o T h T h


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