Stop Selling, Start Leading

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.

List of contents

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
 
Stereotypical Sales Behaviors Diminish Seller Credibility 24
 
Credibility Makes a Difference 25
 
The Prescription for Strengthening Your Personal Credibility 28
 
PRACTICE 1: MODEL THE WAY 31
 
CHAPTER THREE: CLARIFY VALUES 33
 
Find Your Voice 34
 
Affirm Shared Values 38
 
Take Action: Clarify Values 44
 
CHAPTER FOUR: SET THE EXAMPLE 45
 
Live the Shared Values 47
 
Teach Others to Model the Values 52
 
Take Action: Set the Example 57
 
PRACTICE 2: INSPIRE A SHARED VISION 59
 
CHAPTER FIVE: ENVISION THE FUTURE 61
 
Imagine the Possibilities 63
 
Find a Common Purpose 68
 
Take Action: Envision the Future 72
 
CHAPTER SIX: ENLIST OTHERS 73
 
Appeal to Common Ideals 75
 
Animate the Vision 79
 
Take Action: Enlist Others 84
 
PRACTICE 3: CHALLENGE THE PROCESS 85
 
CHAPTER SEVEN: SEARCH FOR OPPORTUNITIES 87
 
Seize the Initiative 90
 
Exercise Outsight 93
 
Take Action: Search for Opportunities 99
 
CHAPTER EIGHT: EXPERIMENT AND TAKE RISKS 101
 
Generate Small Wins 103
 
Learn from Experience 107
 
Take Action: Experiment and Take Risks 112
 
PRACTICE 4: ENABLE OTHERS TO ACT 113
 
CHAPTER NINE: FOSTER COLLABORATION 115
 
Create a Climate of Trust 118
 
Facilitate Relationships 124
 
Take Action: Foster Collaboration 128
 
CHAPTER TEN: STRENGTHEN OTHERS 129
 
Develop Competence and Confidence 133
 
Take Action: Strengthen Others 139
 
PRACTICE 5: ENCOURAGE THE HEART 141
 
CHAPTER ELEVEN: RECOGNIZE CONTRIBUTIONS 143
 
Expect the Best 145
 
Personalize Recognition 150
 
Take Action: Recognize Contributions 155
 
CHAPTER TWELVE: CELEBRATE THE VALUES AND VICTORIES 157
 
Create a Spirit of Community 160
 
Be Personally Involved 164
 
Take Action: Celebrate the Values and the Victories 169
 
CHAPTER THIRTEEN: LEADERSHIP IS EVERYONE'S BUSINESS 171
 
SOURCES AND NOTES 179
 
Introduction: How You Make Extraordinary Sales Happen 179
 
Chapter 1: When Sellers Are at Their Best 179
 
Chapter 2: Credibility Is the Foundation of Both Leadership and Making the Sale 180
 
Chapter 3: Clarify Values 181
 
Chapter 4: Set the Example 181
 
Chapter 5: Envision the Future 182
 
Chapter 6: Enlist Others 182
 
Chapter 7: Search for Opportunities 183
 
Chapter 8: Experiment and Take Risks 183
 
Chapter 9: Foster Collaboration 184
 
Chapter 10: Strengthen Others 185
 
Chapter 11: Recognize Contributions 186
 
Chapter 12: Celebrate the Values and Victories 186

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."

Summary

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.

Additional text

"an interesting and accessible meld of leadership and sales concepts." (Winning Edge, July 2018)

Report

"an interesting and accessible meld of leadership and sales concepts." (Winning Edge, July 2018)

Product details

• Authors: Deb Calvert, Kouzes, James Kouzes, James M Kouzes, James M. Kouzes, James M. Posner Kouzes, Barry Posner, Barry Z Posner, Barry Z. Posner, Posner Barry Z.
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.03.2018
• EAN: 9781119446286
• ISBN: 978-1-119-44628-6
• No. of pages: 224
• Dimensions: 163 mm x 236 mm x 19 mm
• Subjects: Social sciences, law, business > Business > Advertising, marketing; Verkauf, Business & management, sales management, Wirtschaft u. Management, Verkaufsleitung