CONTENTS DECEMBER 2016


COVER STORY


22 | Lead the Way Forward: Developing the Will and Skill


to Be a Leader BY SELLING POWER EDITORS


SKILLS 6 | Preparing to Call on Existing


Customers BY LAINE EHMANN


8 | Need-Fulfillment Selling Strategy


BY RON WILLINGHAM


MANAGEMENT 10 | Expert Advice for Sales


Managers BY HENRY CANADAY


PSYCHOLOGY 14 | How to Manage Your Insecurity


and Stop Selling Yourself Short BY DR. CHARLES LARSON


SALES PROCESS 18 | Why Sales Productivity Is Not Enough


BY JASON ANGELOS


TECHNOLOGY 20 | Ionize Your Sales Force


DEPARTMENTS 5 | Rep-to-Rep


13 | Blog Roundup 27 | Thoughts to Sell By


SELLING TIPS 5, 7, 12, 19, 21


VIDEOS 5, 7, 9, 15 ‘‘


Innovation distinguishes between a leader and a


follower. STEVE JOBS


SELLING POWER DECEMBER 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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