Issue 164 - 02 | What If Sellers Behaved as Leaders?

By James Kouzes, Barry Posner, and Deb Calvert
Published May 16, 2018 2:00 p.m.
“It is time we start making a shift. Research shows you can make more sales by abandoning sales-y behaviors buyers resist and replacing them with leadership behaviors buyers desire. Sellers do extraordinary things when they stop pushing people to buy before they’re ready, and start guiding buyers by transforming values into actions, visions into realities, obstacles into innovations, separateness into solidarity, and risks into rewards.”

About James Kouzes, Barry Posner, and Deb Calvert | 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.”

http://stopsellingstartleading.com
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