ENGLISH

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

By James M. Kouzes

Book information

Publisher
Wiley
Year
2018
ISBN
9781119446323, 9781119446286, 2017051649, 2017054512, 9781119446316, 1119446325
Language
english
Format
EPUB
Filesize
468 kB (479197 bytes)
Pages
224\0
Library
Mobilism
Time added
2022-10-24 10:04:27

Description

In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite the wealth of research documenting 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 with 530 B2B buyers in a 2016 Qualtrics Panel Study reveals the 30 behaviors that would cause buyers to be more likely to meet with sellers and more likely to buy from them. Buyer's preferences are for behaviors that are more often associated with leadership than with sales. This suggests a critical shift in the selling mindset and in the sales role itself is needed, in addition to a behavioral shift, for organizations that want to boost overall sales effectiveness.

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