Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

Stop Selling and Start Leading: How to Make Extraordinary Sales Happen

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Product Details

ISBN-13: 9781119446286
Publisher: Wiley
Publication date: 03/13/2018
Pages: 224
Sales rank: 827,555
Product dimensions: 6.20(w) x 9.10(h) x 1.00(d)

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."

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Table of Contents

Introduction: How You Make Extraordinary Sales Happen 1

What If Sellers Behaved as Leaders? 7

Chapter 1 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 2 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 3 Clarify Values 33

Find Your Voice 34

Affirm Shared Values 38

Take Action: Clarify Values 44

Chapter 4 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 5 Envision the Future 61

Imagine the Possibilities 63

Find a Common Purpose 68

Take Action: Envision the Future 72

Chapter 6 Enlist Others 73

Appeal to Common Ideals 75

Animate the Vision 79

Take Action: Enlist Others 84

Practice 3 Challenge the Process 85

Chapter 7 Search for Opportunities 87

Seize the Initiative 90

Exercise Outsight 93

Take Action: Search for Opportunities 99

Chapter 8 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 9 Foster Collaboration 115

Create a Climate of Trust 118

Facilitate Relationships 124

Take Action: Foster Collaboration 128

Chapter 10 Strengthen Others 129

Develop Competence and Confidence 133

Take Action: Strengthen Others 139

Practice 5 Encourage the Heart 141

Chapter 11 Recognize Contributions 143

Expect the Best 145

Personalize Recognition 150

Take Action: Recognize Contributions 155

Chapter 12 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 13 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

Chapter 13 Leadership Is Everyone's Business 188

Acknowledgments 189

About the Authors 191

Index 197

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