contents AUGUST 2015 cover story


31 | Hand in Hand How to combine the best of both worlds – sales and marketing BY HENRY CANADAY


skills


6 | Perfect the Process of Selling BY KAREN E. STARR


10 | How to Handle Tire Kickers


BY JULIE STURGEON


manage your team


12 | It’s All About the Customer BY HENRY CANADAY


ceo spotlight


14 | Creating a Culture of Measurement BY BILL MCDERMOTT


practical sales wisdom


16 | Discover the Decision Maker BY JEFFREY GITOMER


social selling


19 | Leverage Your Connections BY PAUL CASTAIN


sales training


20 | Stop Selling Features and Benefits


BY DAVID SANDLER


26 | Selling Power 2015 Top 20 Sales


Training Companies BY SELLING POWER EDITORS


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


coaching


24 | The Business Case for Sales Coaching BY NORMAN BEHAR


departments 5 | Memorable Sale 5 | Rep to Rep 9 | Blog Roundup


35 | Thoughts to Sell By


selling tips 5, 7, 11, 15, 17, 25


MINDSCAPE STUDIO / SHUTTERSTOCK.COM


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36