TY  - GEN
AU  - Kouzes,James M.
TI  - Stop selling &​ start leading : : how to make extraordinary sales happen /​ 
SN  - 9788126575091
U1  - 658.85 23
PY  - 2018///
CY  - Hoboken, NJ : 
PB  - Wiley, 
KW  - Leadership.
KW  - Selling
N1  - Includes index
; Includes bibliographical references; ch. One When Sellers Are At Their Best
Redefining the B2B Buyer Experience
More of the Same Behaviors Results in More of the Same Reactions
Something Different, but What?
Lessons from the B2C Customer Experience
Meeting the Preferences of Today's Buyers
Research Provides a Behavioral Blueprint
Findings and Implications
The Five Practices of Exemplary Leadership
Model the Way
Inspire a Shared Vision
Challenge the Process
Enable Others to Act
Encourage the Heart
It's Time for Real Change
N2  - 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&​rsquo;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&​rsquo;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.&​nbsp;"--
"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
ER  -