Editorial

• Why We Need to Stop Selling the Way We Sold in the Past

Managers' Forum

• Let’s Focus, People

Video

• What’s on Selling Power TV
  A Million Dollar Marketing Idea

Manage Your Sales Team

• Sales of $1.5 Billion from Only 200 Salespeople
  What Braham Shnider is doing right with his channel-sales strategy

Selling Essentials

• Selling Tips
  Dream It, Believe It, Decide It, Do It! • Value Proposition • Voice of Reason • Motivate Your Sales Team • Hall of Famer: Madam C.J. Walker • The Right Words • The Bottom-Line Focus • No Reason Not to Succeed • Do I Have a Shot at This Sale?
• Managers’ Corner
  At MIT, an international sales contest puts MBAs to the sales test
• Skills
  Words That Sell for You
  How to choose and use the right words to close more sales more often
• Motivation
  The Greatest Motivator
  Current and classic motivation from the master himself, Zig Ziglar (at 82, still going strong)
• Motivation
  How About a Little Respect Here?
  How to encourage respect from your sales manager (and managers, how to give it)

Cover Story

• Lifesaving Sales
  How sales reps become lifesavers just by being on the job

Features

• And the Good News Is…
  How to help your sales team deal with doom and gloom
• Sharing a Lifetime of Leadership
  When Marilyn Carson Nelson stepped down as CEO, she found new promise to inspire the next generation of leaders

Fast Track to the Top

• Laying a Firm Foundation
  Bill Magee, divisional VP, Shaw Industries

New Solutions For Managers

• CRM • Incentives • Meetings • Sales 2.0 • Testing • Training

Departments

• Advertising Index
• Thoughts to Sell By