CONTENTS NOVEMBER/DECEMBER 2021 2021 TOP 20


Virtual Sales Training Companies


COVER STORY 20 | How Two Sales Teams Played to Win a


Tough $15 Billion Season BY HENRY CANADAY


FEATURE STORY 24 | Virtual Sales Training Companies 2021:


Meet the Top 20 BY SELLING POWER EDITORS


PROSPECTING 6 | The Six Reasons Texting Has a Higher Response Rate for Sales


Teams BY AJ CHAN


COMMUNICATION 8 | Proof That WIIFM (What’s in It for


Me) Really Works Leveraging Conversational Intelligence Increased Results by 366% BY TOM STANFILL


BOOK EXCERPT 13 | UNRECEPTIVE: A Better Way to Lead,


Sell & Influence BY TOM STANFILL


PIPELINE MANAGEMENT 14 | The Best SDR


Might Be Your AE BY CHRIS BEALL


COACHING 18 | Steal These Ideas and Increase Your Revenue per Rep


by 91%! BY DAVID PEARSON


28 | Five Tips to Transform Your Sales Coaching and


Boost Results BY ARIEL HITRON


MANAGEMENT 10 | The Next Level of


Success The Three Things a CEO Needs to Ensure Their CRO’s Success BY WARREN ZENNA


DIGITAL SELLING 30 | Digital Transformation Can Make – or Break – Your Sales


Organization BY GAL STEINBERG


34 | Phone or Email…


Which and When? BY SELLING POWER EDITORS


SALES PERFORMANCE 36 | How to Bring Agility into Your Sales


Methodology BY BEN TAYLOR


DEPARTMENTS 5 | Selling Tips


16 | Blog Roundup 39 | Thoughts to Sell By


SELLING TIPS 5, 27, 33, 35


VIDEOS 5, 11, 33, 35


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


SKILLS 32 | When to Close


a Sale BY W. I. BARNHART


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