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CONTENTS JANUARY/FEBRUARY 2021


COVER STORY 28 | Lessons from a Look Back at Six Renowned Leaders


BY SELLING POWER EDITORS


SKILLS 6 | The Three Mistakes That Could


Ruin Your Remote Sales Career BY WILLIAM CRAIG REED


8 | Manage Your Biggest Accounts


to Achieve Maximum Results BY GINA ROLLINS


HIGHLY RECOMMENDED BOOKS


12 | Selling the Cloud BY MARK PETRUZZI AND PAUL MELCHIORRE


13 | Catapulting Commissions BY ANTHONY GARCIA


MANAGEMENT


14 | Working Together Works BY KEN BLANCHARD


SALES TRAINING


16 | When, Where, and How to Train BY HENRY CANADAY


18 | Expert Advice: Sales Training Strategies for 2021


MOTIVATION 24 | How to Fire Up Complacent


Salespeople BY SELLING POWER EDITORS


VIRTUAL SELLING 26 | How to Use Interactive


Storytelling for Virtual Selling BY GAVIN FINN


TECHNOLOGY 32 | Executive-Based Selling (EBS) Is


Hot (Again) BY RALPH VARCOE


PROPOSALS


34 | A Look at the Future of RFPs BY BEAU WYSONG


DEPARTMENTS 5 | Selling Tips


11 | Blog Roundup 37 | Thoughts to Sell By


SELLING TIPS


5, 15, 27, 33, 35 VIDEOS


5, 7, 9, 15


SELLING POWER JANUARY/FEBRUARY 2021 | 3 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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