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CONTENTS AUGUST 2019


COVER STORY 21 | 50 Best


Companies to Sell For


FEATURE 24 | The Sky Is No Longer the Limit


How Jon Devore Pushes the Edge of What’s Possible


Every Day BY HEATHER BALDWIN


SKILLS 6 | Recognize the Three Types of


Objections BY ROGER M. PELL


9 | Upselling Is Good


for Business BY WILLIAM F. KENDY


MANAGEMENT 14 | Manage the Elephant in the


Room BY KEN BLANCHARD


MOTIVATION 16 | The Seven Laws of


Success BY MARILYN MANNING, PH.D.


SALES ENGAGEMENT 31 | The Key to Ramping New


Reps Faster BY MAX ALTSCHULER


SELLING POWER AUGUST 2019 | 3 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


BIDDING 28 | When You Should (or Shouldn’t) Bid


for a Sale BY CEDRIC GIRARDCLOS


SALES SURVEY 34 | The Three Traits Shared by Successful Sales


Organizations BY SELESTE LUNSFORD


DEPARTMENTS 5 | Selling Tips


12 | Blog Roundup 37 | Thoughts to Sell By


SELLING TIPS 5, 33, 35


VIDEOS 5, 7, 11, 15, 27


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