CONTENTS OCTOBER 2019


COVER STORY 14 | The 500 Largest Sales Forces in America


FEATURE STORY 32 | The Route to Sales Management


BY JULIE STURGEON


SKILLS 6 | Add-ons Add Up To sell across the entire enterprise,


consider the big picture BY WILLIAM F. KENDY


8 | Customers for Keeps Sixteen ways to keep your customers


for life BY JOHN R. GRAHAM


MANAGEMENT 10 | Are You Measuring the Right


Sales Metrics? BY GEOFFREY JAMES


MOTIVATION 12 | Meaningful Management Moments Ten ways to make every moment you


spend with a salesperson count BY GERHARD GSCHWANDTNER


SALES PRESENTATION 36 | Five Ways to Improve Your Sales Presentation Techniques


to Help You Close More Deals BY KEITH MESSICK


SALES ENABLEMENT 38 | The 3D Advantage™ Sale Building Competitive Advantage in


the Era of “Magic Bullet” Selling BY RICHARD BARKEY


DEPARTMENTS 5 | Selling Tips


31 | Blog Roundup 41 | Thoughts to Sell By


SELLING TIPS 5, 11, 13, 37


VIDEOS 5, 7, 9, 11 SELLING POWER OCTOBER 2019 | 3 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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