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CONTENTS NOVEMBER/DECEMBER 2020


COVER STORY 24 | The CEO Who Just Keeps Winning


BY SELLING POWER EDITORS


FEATURE 30 | The 500 Largest Sales Forces in America


BY SELLING POWER EDITORS


SKILLS 6 | Five Tips for Selling


Remotely BY EMMA WORDEN


8 | Seven Building Blocks for a High- Performance


Culture BY NEIL ZAMAN


MOTIVATION 10 | Positive Brain


Gains BY KIM WRIGHT WILEY


MANAGEMENT 12 | How to Win Sales


in a Tough Market BY SELLING POWER EDITORS


14 | The Three Levers of Customer-


Centric Selling BY TOM WILLIAMS


16 | Executing a


Successful Virtual Sales Enablement


Program BY GERHARD GSCHWANDTNER, FOUNDER AND CEO, SELLING POWER


48 | Excellence in Sales Training


BY SELLING POWER EDITORS


SALES ENABLEMENT 18 | Selling Power’s Top 10 Sales Enablement


Vendors in 2021 BY SELLING POWER EDITORS


SALES TRAINING


PIPELINE MANAGEMENT 22 | Consistent Prospecting Boosts Connections,


Pipelines, and Sales BY HENRY CANADAY


HIGHLY RECOMMENDED BOOKS 23 | Selling Is an Away Game: Close Business and Compete in a


Complex World BY LANCE TYSON


DEPARTMENTS 5 | Selling Tips


29 | Blog Roundup 51 | Thoughts to Sell By


SELLING TIPS


5, 11, 13, 15, 17 VIDEOS


7, 9, 48, 49


SELLING POWER NOVEMBER/DECEMBER 2020 | 3 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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