CONTENTS 3 | Introduction


COVER STORY 4| Why Sellers Need to Take a Value-Based Approach


LESSONS FROM THE FIELD 8 | Sales leaders weigh in on…


METHODOLOGY 9 | The Power of a Single Sales Methodology


for Global Execution BY PJ NISBET


VIRTUAL SELLING


11 | Prospecting in a Virtual World BY LISA SCHNARE


CORPORATE CULTURE 13 | Value-based Selling Touches Everyone


Inside and Outside a Company BY HENRY CANADAY


FORECASTING 14 | Is Your Sales Forecast like a Hand of


Texas Hold ’Em? BY JB BUSH


VALUE MINDSET


16 | The Value-Selling Mindset BY HENRY CANADAY


TECHNOLOGY 18 | Sales Tech Can Help You Track the Right


Selling Behaviors, Not Build Them BY MARGARET LITTMAN


COACHING


20 | Coaching to a Sales Methodology BY CARLOS M. NOUCHE


MINDSET EXERCISE 22 | Creating Customer Value Through a


Healthy Mindset BY HENRY CANADAY


2 | VALUESELLING ASSOCIATES SPECIAL EDITION 2022 SELLING POWER © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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