Stop Selling and Start Leading

Stop Selling and Start Leading

by James M. Kouzes, Barry Z. Posner, Deb Calvert
Released March 2018
Publisher(s): Wiley
ISBN: 9781119446286

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Book description

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.

Table of contents

  1. Cover
  2. Praise for Stop Selling & Start Leading
  3. Title Page
  4. Copyright
  5. Introduction: How You Make Extraordinary Sales Happen
  6. What If Sellers Behaved as Leaders?
    1. Chapter 1: When Sellers are at their Best
      1. Redefining the B2B Buyer Experience
      2. Meeting the Preferences of Today's Buyers
      3. The Five Practices of Exemplary Leadership®
      4. It's Time for Real Change
    2. Chapter 2: Credibility is the Foundation of Both Leadership and Making the Sale
      1. Stereotypical Sales Behaviors Diminish Seller Credibility
      2. Credibility Makes a Difference
      3. The Prescription for Strengthening Your Personal Credibility
  7. Practice 1: Model the Way
    1. Chapter 3: Clarify Values
      1. Find Your Voice
      2. Affirm Shared Values
    2. Chapter 4: Set the Example
      1. Live the Shared Values
      2. Teach Others to Model the Values
  8. Practice 2: Inspire a Shared Vision
    1. Chapter 5: Envision the Future
      1. Imagine the Possibilities
      2. Find a Common Purpose
    2. Chapter 6: Enlist Others
      1. Appeal to Common Ideals
      2. Animate the Vision
  9. Practice 3: Challenge the Process
    1. Chapter 7: Search for Opportunities
      1. Seize the Initiative
      2. Exercise Outsight
    2. Chapter 8: Experiment and Take Risks
      1. Generate Small Wins
      2. Learn from Experience
  10. Practice 4: Enable Others to Act
    1. Chapter 9: Foster Collaboration
      1. Create a Climate of Trust
      2. Facilitate Relationships
    2. Chapter 10: Strengthen Others
      1. Develop Competence and Confidence
  11. Practice 5: Encourage the Heart
    1. Chapter 11: Recognize Contributions
      1. Expect the Best
      2. Personalize Recognition
    2. Chapter 12: Celebrate the Values and Victories
      1. Create a Spirit of Community
      2. Be Personally Involved
    3. Chapter 13: Leadership is Everyone's Business
  12. Acknowledgments
  13. About the Authors
  14. Index
  15. End User License Agreement

Product information

  • Title: Stop Selling and Start Leading
  • Author(s): James M. Kouzes, Barry Z. Posner, Deb Calvert
  • Release date: March 2018
  • Publisher(s): Wiley
  • ISBN: 9781119446286