CONTENTS JANUARY 2017


COVER STORY


26 | Where’s the Money: How to Create an Accurate


Sales Budget BY HENRY CANADAY


SKILLS 6 | Three Ways to Make More


Time for Face-to-Face Selling BY STEVE ATLAS


8 | Control the Sales Presentation BY DAVE JOHNSON


MANAGEMENT 10 | Rate Your Salespeople’s


Selling Skills BY SELLING POWER EDITORS


PSYCHOLOGY 14 | Be Rational and Emotional…


You Need Both for Success A CLASSIC INTERVIEW FROM SELLING POWER WITH DR. SEYMOUR EPSTEIN


TECHNOLOGY


20 | Personal Best BY SELLING POWER EDITORS


SALES LEADERS 24 | Four High-Impact Sales Gurus and Bestselling Authors Meet with Selling Power


DEPARTMENTS 5 | Rep-to-Rep


13 | Blog Roundup 31 | Thoughts to Sell By


SELLING TIPS 5, 7, 11, 18, 21


VIDEOS 5, 7, 9, 11, 17 ‘‘


Innovation distinguishes between a leader and a


follower. STEVE JOBS


SELLING POWER JANUARY 2017 | 3 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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