Publisher Description
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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About the Authors
Barry Posner is the coauthor of numerous award-winning and bestselling books, including The Leadership Challenge, A Leader’s Legacy, Encouraging the Heart, and Credibility, as well as the widely used Leadership Practices Inventory (LPI).
James Kouzes is the Dean’s Executive Fellow of Leadership, Leavey School of Business at Santa Clara University and lectures on leadership around the world to corporations, governments, and nonprofits. He has coauthored a number of bestselling books, including The Leadership Challenge, A Leader’s Legacy, Encouraging the Heart, and over a dozen workbooks on leadership.