Stop Selling and Start Leading

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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 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

Cover
Praise for Stop Selling & Start Leading
Title Page
Copyright
Introduction: How You Make Extraordinary Sales Happen
What If Sellers Behaved as Leaders?
Chapter 1: When Sellers are at their Best
Chapter 2: Credibility is the Foundation of Both Leadership and Making the Sale
Practice 1: Model the Way
Chapter 3: Clarify Values
Chapter 4: Set the Example
Practice 2: Inspire a Shared Vision
Chapter 5: Envision the Future
Chapter 6: Enlist Others
Practice 3: Challenge the Process
Chapter 7: Search for Opportunities
Chapter 8: Experiment and Take Risks
Practice 4: Enable Others to Act
Chapter 9: Foster Collaboration
Chapter 10: Strengthen Others
Practice 5: Encourage the Heart
Chapter 11: Recognize Contributions
Chapter 12: Celebrate the Values and Victories
Chapter 13: Leadership is Everyone’s Business
Acknowledgments
About the Authors
Index
End User License Agreement


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