Overview

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.

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Barry Z. Posner holds the Michael J. Accolti, S.J., Chair at Santa Clara University and is professor of leadership with the Leavey School of Business. He is chair of the Department of Management and Entrepreneurship and previously served as associate dean for graduate programs, as well as executive education, and as dean of the Leavey School. James M. Kouzes is a fellow of the Doerr Institute for New Leaders at Rice University and lectures on leadership around the world to corporations, governments, and nonprofits. Deb Calvert, president of People First Productivity Solutions and founder of People First Leadership Academy, works with companies to build organizational strength by putting people first. Her work in leadership development and team effectiveness is research-based and people-focused. Deb's background as a director with a Fortune 500 company along with her diverse experience in sales, human resources, and operations uniquely equips her to work across a variety of industries and functions. Her field research spans twenty-five years, twenty nations, and thousands of buyers and sellers. The public workshops on People First Leadership Academy and Deb's private client engagements all focus on enablement, ennoblement, and engagement. Deb's books focus on getting people connected to themselves and to each other. Her primary research on asking purposeful questions has been expanded in her book DISCOVER Questions for Connections, Clarity & Control. Jim Denison is an AudioFile Earphones Award winner and a Society of Voice Arts and Sciences (SOVAS) Voice Arts Award nominee. He has experience as an actor on a variety of television shows and movies, appearing on Netflix, HBO, the National Geographic Channel, Investigation Discovery, and other networks, as well as appearances and voice-overs in regional and national television and radio ads. A Florida native, he has worked and traveled in many locations within the United States and abroad. For five years he hosted religious programs broadcast from several Caribbean radio stations. He changed careers to voice-over and audiobook narration after forty years of working with Christian churches in Florida, Texas, Trinidad and Tobago, Alabama, South Carolina, Maryland, and Kentucky. Jim and his wife of over thirty-five years, Renee, currently reside in southern Indiana near Louisville, Kentucky. They have two grown daughters. He holds two master's degrees and a doctorate. Jim Denison is an AudioFile Earphones Award winner and a Society of Voice Arts and Sciences (SOVAS) Voice Arts Award nominee. He has experience as an actor on a variety of television shows and movies, appearing on Netflix, HBO, the National Geographic Channel, Investigation Discovery, and other networks, as well as appearances and voice-overs in regional and national television and radio ads. A Florida native, he has worked and traveled in many locations within the United States and abroad. For five years he hosted religious programs broadcast from several Caribbean radio stations. He changed careers to voice-over and audiobook narration after forty years of working with Christian churches in Florida, Texas, Trinidad and Tobago, Alabama, South Carolina, Maryland, and Kentucky. Jim and his wife of over thirty-five years, Renee, currently reside in southern Indiana near Louisville, Kentucky. They have two grown daughters. He holds two master's degrees and a doctorate.

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