CONTENTS DECEMBER 2018


COVER STORY


22 | Let the Games Begin: How to Outwit Prospects and


Customers Who Play Power Games BY KIM WRIGHT WILEY


FEATURE STORY 30 | 2018 Leading Sales Consultants


– Sales Enablement BY SELLING POWER EDITORS


SKILLS 6 | How to Use the Probability


Close BY STEVEN S. WEST


8 | How to Get the Truth from


Prospects BY STEVE ATLAS


PSYCHOLOGY 10 | How to Manage Feelings of


Helplessness BY GERHARD GSCHWANDTNER AN INTERVIEW WITH DR. MARTIN SELIGMAN


MANAGEMENT 16 | Measuring (and Increasing)


Your Sales Team’s Productivity BY KEN BLANCHARD


PROSPECTING 18 | Sales Reps Coming up Short on Resources Needed for B2B


Prospecting BY JULIE THOMAS


TECHNOLOGY 26 | Five Ways AI Can Add


Creativity to Meetings BY EDUARDO COCOZZA


RECRUITING 34 | Five-step Performance-based


Recruiting BY RENEE HOUSTON ZEMANSKI


SELLING POWER AWARD 36 | Getting Face to Face to Increase Sales:


The 2018 Sales Video Awards BY STEVE PACINELLI


DEPARTMENTS 5 | Selling Tips


15 | Blog Roundup 41 | Thoughts to Sell By


SELLING TIPS 5, 19, 20


VIDEOS 5, 7, 9, 17 SELLING POWER DECEMBER 2018 | 3 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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