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NAMED THE #3 TOP SALES BOOK OF 2018!Make extraordinary sales happen! 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…mehr
NAMED THE #3 TOP SALES BOOK OF 2018!Make extraordinary sales happen! 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 mindset, 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 Feel good about selling again When you re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
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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."
Inhaltsangabe
INTRODUCTION: HOW YOU MAKE EXTRAORDINARY SALES HAPPEN 1
WHAT IF SELLERS BEHAVED AS LEADERS? 7
CHAPTER ONE: WHEN SELLERS ARE AT THEIR BEST 9
Redefining the B2B Buyer Experience 10
More of the Same Behaviors Results in More of the Same Reactions 10
Something Different, but What? 10
Lessons from the B2C Customer Experience 13
Meeting the Preferences of Today's Buyers 14
Research Provides a Behavioral Blueprint 15
Findings and Implications 16
The Five Practices of Exemplary Leadership 17
Model the Way 18
Inspire a Shared Vision 19
Challenge the Process 20
Enable Others to Act 20
Encourage the Heart 21
It's Time for Real Change 22
CHAPTER TWO: CREDIBILITY IS THE FOUNDATION OF BOTH LEADERSHIP AND MAKING THE SALE 23
