CONTENTS JULY/AUGUST 2020


COVER STORY 25 | The Selling Power 2020 50 Best Companies to Sell For


BY SELLING POWER EDITORS


FEATURE STORY 34 | Use Your Inner Force to Motivate Yourself and Others


BY GERHARD GSCHWANDTNER SKILLS


7 | The Word “NO” Can Start a Sale BY SEAN PERSHA


10 | How to Uncover the Real Buyer BY SELLING POWER EDITORS


HIRING 22 | Don’t Waste Millions of Dollars


on Bad Sales Hires BY MIKE KUNKLE


TECHNOLOGY 28 | How to Use Analytics to Ramp


Up Your Sales BY MANISH GODHA


32 | How AI Delivers Visibility and


Better Forecasting BY ADAM HONIG


INSIDE SALES 38 | How to Train for Measurable


MANAGEMENT


12 | Four Tips for RFP Success BY ZAK HEMRAJ


VIRTUAL SALES 16 | Eight Tactics to Do Virtual Sales


Communication the Right Way BY HENRY CANADAY


SALES AND MARKETING ALIGNMENT 18 | How to Align Sales and


Marketing Processes BY ADAM LITTLE


Inside Sales Results BY SELLING POWER EDITORS


DEPARTMENTS 5 | Selling Tips


14 | Blog Roundup 41 | Thoughts to Sell By


SELLING TIPS


5, 8, 13, 23, 33, 39 VIDEOS


5, 8, 11, 13, 19, 39 SELLING POWER JULY/AUGUST 2020 | 3 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41