CONTENTS MAY/JUNE 2021


COVER STORY 26 | The Basics of Successful Selling


BY GERHARD GSCHWANDTNER


FEATURE STORY 18 | Selling Power’s Top Sales Training Companies in 2021


BY SELLING POWER EDITORS SKILLS


6 | Time for a Change BY MALCOLM FLESCHNER


8 | Product Knowledge for


Better Sales BY RENEE HOUSTON ZEMANSKI


MOTIVATION 12 | How Thinking Can Make You


More Productive BY DANA RAY


MANAGEMENT 14 | How to Manage Remote


Sales Teams BY DAVID FLETCHER


COACHING 16 | Four Steps to Create and Scale a


Coaching Culture BY KATE LEWIS


BOOK EXCERPT 24 | Smarketing – Sell Smarter,


Not Harder BY PETER STROHKORB


VIRTUAL SELLING 30 | Virtual Selling


Connecting and Developing


Relationships with Buyers Remotely BY RAY MAKELA


CUSTOMER ENGAGEMENT


34 | Sharpen Your Skills BY DAN DUFFY


SALES TECHNOLOGY 38 | The Ultimate Technology Sales


Engagement Guide BY SARA CRONSIOE


PSYCHOLOGY


40 |Work Hard, but Also Work Smart BY MALCOLM FLESCHNER


DEPARTMENTS 5 | Selling Tips


11 | Blog Roundup 45 | Thoughts to Sell By


SELLING TIPS


5, 10, 13, 37, 43 VIDEOS


5, 7, 9, 15 SELLING POWER MAY/JUNE 2021 | 3 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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