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Stop selling & start leading : how t...

Calvert, Deb

Stop selling & start leading : how to make extraordinary sales happen

紀錄類型:	書目-語言資料,印刷品 : 單行本
副題名:	how to make extraordinary sales happen
作者:	KouzesJames M., 1945-
其他作者:	CalvertDeb,
其他作者:	PosnerBarry Z.,
出版地:	Hoboken
出版者:	Wiley;
出版年:	c2018
版本:	1st ed.
面頁冊數:	vii, 214 p.24 cm.;
標題:	Leadership -
標題:	Selling -
附註:	Includes index
摘要註:	"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. "--Provided by publisher
ISBN:	978-1-119-44628-6

Stop selling & start leading : how to make extraordinary sales happen
Kouzes, James M.

Stop selling & start leading : how to make extraordinary sales happen / James M. Kouzes, Barry Posner, Deb Calvert - 1st ed.. - Hoboken : Wiley, c2018. - vii, 214 p. ; 24 cm..
Includes index.
ISBN 978-1-119-44628-6
LeadershipSelling

Calvert, Deb

Stop selling & start leading : how to make extraordinary sales happen
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330 $a "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"--Provided by publisher
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