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CONTENTS MARCH/APRIL 2021


1 2 0 2


Consultants & g n i


Leading Sales


COVER STORY 18 | Love and Aggression


It Takes Both to Win in Sales BY GERHARD GSCHWANDTNER


FEATURE STORY 26 | 2021 Leading Sales Consultants – Sales Training and Coaching


BY SELLING POWER EDITORS


SKILLS 6 | How to Become a Consultant in


the Sales Process BY SELLING POWER EDITORS


MOTIVATION 8 | Become a Motivating Sales


Leader BY ROBIN SHARMA


MANAGEMENT 10 | Five Strategies To Maximize


Your Virtual Selling Channel BY HARRY KENDLBACHER


12 | Personalize the Sales Motion


Process To Get Better Results BY MARY BETH ADDISON


SALES TECHNOLOGY 14 | Buyer Transparency in the Tech Space: What Sellers Need To Know


about Their Changing Customers BY SELESTE LUNSFORD


SALES ENABLEMENT 16 | Sales Enablement for 2021


Where Customers and Tech Collide BY ANGELINA LAWTON


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


SALES OPERATIONS 22 | Digital Selling Is Here To Stay


(and Customers Approve) BY JENNIFER STANLEY


AUTHOR PROFILE 30 | William “Skip” Miller: A Lesson for a Lifetime of Selling With an Excerpt from His Book Outbounding


PROSPECTING 32 | B2B Email Prospecting Still


Works – If You Do It Right BY CHRIS BEALL


DEPARTMENTS 5 | Selling Tips


17 | Blog Roundup 35 | Thoughts to Sell By


SELLING TIPS


5, 7, 9, 11, 13, 30 VIDEOS


5, 11, 23, 33


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