CONTENTS SEPTEMBER 2016


FEATURE STORY 21 | The 50 Best


Companies to Sell For BY SELLING POWER EDITORS


COVER STORY 34 | The Long-Term Strategy: How to Create Lasting Relationships with Major Accounts


BY SELLING POWER EDITORS


SKILLS 6 | Enhance Professional


Selling Skills BY JOE CHARBONNEAU


9 | Four Selling Skills You Need in the


Social Age BY KURT SHAVER


TRAINING 15 | Beat the


Post-Summer Prospecting


Blues…by Leaving Better Voicemail


Messages BY DAVE MATTSON


18 | It’s Official: Motivation Improves Sales


Results BY MARTIN OETTING


MOTIVATION 26 | New Self-Talk Scripts to Become Your Own


Cheerleader BY NANCY PARRISH


MANAGEMENT


SURVEY 30 | How New Sales Leaders Achieve Success and Avoid Failure


BY DARIO PRIOLO AND GERHARD GSCHWANDTNER


DEPARTMENTS 5 | Rep-to-Rep


12 | Blog Roundup 39 | Thoughts to Sell By


SELLING TIPS 5, 7, 31


VIDEOS 5, 7, 10, 28 SELLING POWER SEPTEMBER 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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