CONTENTS JULY 2019


COVER STORY


20 | Heart of a Champion: How NFL Star CJ Anderson Overcame the Odds to Win On and Off


the Field BY HEATHER BALDWIN


SKILLS


6 | How to Uncover the Real Buyer BY WILLIAM F. KENDY


8 | Using Value Propositions to


Make Your Sales BY SELLING POWER EDITORS


MANAGEMENT 12 | Who’s the Dead Weight on Your


Team? BY C. LEE SMITH


16 | Eliminate Confusion and


Increase Sales BY EDWARD HENRY


MOTIVATION 18 | Setting Goals That Motivate,


Not Demoralize BY KIM WRIGHT WILEY


SALES & MARKETING ALIGNMENT 24 | Can AI Create the Perfect Partnership between Marketing


and Sales? BY RASHMI VITTAL


26 | How to Use New Marketing


Tech to Boost Sales BY JASON WRIGHT


DEPARTMENTS 5 | Selling Tips


11 | Blog Roundup 29 | Thoughts to Sell By


SELLING TIPS


5, 10, 17, 19, 25 VIDEOS


5, 7, 10, 13


CORRECTION A correction to the June 2019 Selling Power story titled “Selling Smarter and Faster with the Help of AI” is below: Many sales organizations currently use AI or plan to use it to drive more intelligence in their sales enablement activities.


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


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