CONTENTS SEPTEMBER/OCTOBER 2026


COVER STORY 16 | Michael Weening‘s Rise


from Sales Rep to CEO BY GERHARD GSCHWANDTNER


FEATURE STORIES 22 | Selling Power 500: America‘s


500 Largest Sales Forces 2026 BY SELLING POWER EDITORS


40 | The Advantages (and


Challenges) of AI in B2B Sales BY ABNER LITTEL


AMERICA‘S 500


SALES FORCES 2026


LARGEST


SKILLS 6 | Verbal Buying Signals That Tell


Sales Hook BY RAY DREYFACK


Back BY TODD MARINO


BOOK EXCERPT


You to Close BY SELLING POWER EDITORS


8 | How to Bait Your


CUSTOMER RETENTION 9 | Keep ’Em Coming


SALES STRATEGY 12 | Come Back When You Can Tell Me Something I


Don‘t Know BY GERHARD GSCHWANDTNER


15 | Most Performance Problems Aren‘t Effort Problems. They‘re Knowledge


Problems. BY JOSHUA TEIXIDOR


MANAGEMENT 44 | How to Track Sales for


Maximum Results BY SINDRE HAALAND


SALES OPERATIONS 46 | How to Be a Sales


Ops Champion BY GARY TENNECK


DEPARTMENTS 10 | Blog


49 | Thoughts to Sell By


SELLING TIPS 5, 45 VIDEOS


5, 7, 45, 47


SELLING POWER SEPTEMBER/OCTOBER 2026 | 3 © 2026 SELLING POWER


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