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by Deb Calvert, Barry Z. Posner, James M. Kouzes
Stop Selling and Start Leading
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Praise for Stop Selling & Start Leading
Title Page
Copyright
Introduction: How You Make Extraordinary Sales Happen
What If Sellers Behaved as Leaders?
Chapter 1: When Sellers are at their Best
Redefining the B2B Buyer Experience
Meeting the Preferences of Today's Buyers
The Five Practices of Exemplary Leadership®
It's Time for Real Change
Chapter 2: Credibility is the Foundation of Both Leadership and Making the Sale
Stereotypical Sales Behaviors Diminish Seller Credibility
Credibility Makes a Difference
The Prescription for Strengthening Your Personal Credibility
Practice 1: Model the Way
Chapter 3: Clarify Values
Find Your Voice
Affirm Shared Values
Chapter 4: Set the Example
Live the Shared Values
Teach Others to Model the Values
Practice 2: Inspire a Shared Vision
Chapter 5: Envision the Future
Imagine the Possibilities
Find a Common Purpose
Chapter 6: Enlist Others
Appeal to Common Ideals
Animate the Vision
Practice 3: Challenge the Process
Chapter 7: Search for Opportunities
Seize the Initiative
Exercise Outsight
Chapter 8: Experiment and Take Risks
Generate Small Wins
Learn from Experience
Practice 4: Enable Others to Act
Chapter 9: Foster Collaboration
Create a Climate of Trust
Facilitate Relationships
Chapter 10: Strengthen Others
Develop Competence and Confidence
Practice 5: Encourage the Heart
Chapter 11: Recognize Contributions
Expect the Best
Personalize Recognition
Chapter 12: Celebrate the Values and Victories
Create a Spirit of Community
Be Personally Involved
Chapter 13: Leadership is Everyone's Business
Acknowledgments
About the Authors
Index
End User License Agreement
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Copyright
Stop Selling & Start Leading
How to Make
Extraordinary
Sales Happen
James Kouzes
Barry Posner
Deb Calvert
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