CONTENTS MAY/JUNE 2020


COVER STORY 32 | How to Get Maximum Results from Sales Training


BY GEOFFREY JAMES FEATURE STORY


22 | Selling Power 2020 Top 20 Sales Training Companies BY SELLING POWER EDITORS


SKILLS 6 | The Four Styles of Selling (Which Are


You?) BY SELLING POWER EDITORS


MANAGEMENT 16 | How to Improve


Sales Results BY AUSTIN ROLLING


18 | Salespeople Can Work from Home…


and Still Win BY AUSTIN RIES


TRAINING 20 | For Best Results Support Salespeople


after Outside Training BY JAMES F. EVERED, CSP


8 | Concentration: The Key to Selling


Power BY WILLIAM SCHWARTZ


MOTIVATION 12 | How to Motivate the Weaker 25 Percent of Any


Sales Force BY SELLING POWER EDITORS


HIGHLY RECOMMENDED BOOKS 28 | An Interview with David Varner, Author of The


Sales Checklist™ BY HENRY CANADAY


29 | Book Excerpt from The Sales


Checklist™ BY DAVID VARNER


SELLING POWER MAY/JUNE 2020 | 3 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION. 30 | Book Excerpt from


Stop Killing Deals BY GEORGE BRONTÉN


CLOSING 36 | How to Boost Closing Ratios Using the ValueSelling


Approach BY HENRY CANADAY


DEPARTMENTS 5 | Selling Tips


15 | Blog Roundup 39 | Thoughts to Sell By


SELLING TIPS


5, 10, 14, 17, 37 VIDEOS


5, 7, 9, 14, 19


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