Stop Selling and Start Leading: How to Make Extraordinary Sales Happen
- 5h 18m 11s
- Barry Z. Posner, Deb Calvert, James M. Kouzes
- Gildan Media
- 2018
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer's journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them-and more likely to buy from them.
In Stop Selling & Start Leading, you'll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mind-set, and in the sales role itself, is the key to boosting your overall sales effectiveness.
- Inspire, challenge, and enable buyers
- Change your behavior to build trust and increase sales
- Step into your leadership potential
- See yourself the way your buyers do
When you're aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
About the Author
JAMES M. KOUZES is the Dean’s Executive Fellow of Leadership, Leavey School of Business, Santa Clara University, and according to the Wall Street Journal, one of the twelve best executive educators in the United States.
BARRY Z. POSNER, PhD, is the Accolti Endowed Professor of Leadership at the Leavey School of Business, Santa Clara University, where he served for twelve years as Dean of the School.
DEB CALVERT is the founder of People First Productivity Solutions and The Sales Experts Channel, and author of one of HubSpot’s “Top 20 Most Highly Rated Sales Books of All Time.”
In this Audiobook
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Introduction: How You Make Extraordinary Sales Happen
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Chapter 1 - When Sellers are at their Best
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Chapter 2 - Credibility is the Foundation of Both Leadership and Making the Sale
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Chapter 3 - Clarify Values
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Chapter 4 - Set the Example
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Chapter 5 - Envision the Future
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Chapter 6 - Enlist Others
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Chapter 7 - Search for Opportunities
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Chapter 8 - Experiment and Take Risks
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Chapter 9 - Foster Collaboration
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Chapter 10 - Strengthen Others
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Chapter 11 - Recognize Contributions
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Chapter 12 - Celebrate the Values and Victories
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Chapter 13 - Leadership is Everyone's Business
