Stop selling and start leading: how to make extraordinary sales happen
"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 buyers journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers....
Gespeichert in:
| Beteiligte Personen: | , , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
Hoboken
Wiley
2018
|
| Schlagwörter: | |
| Links: | https://learning.oreilly.com/library/view/-/9781119446286/?ar |
| Zusammenfassung: | "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 buyers 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. Buyers 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."-- "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"-- |
| Beschreibung: | Includes index. - Includes bibliographical references and index. - Print version record and CIP data provided by publisher |
| Umfang: | 1 Online-Ressource |
| ISBN: | 9781119446323 1119446325 9781119446316 1119446317 9781119446286 |
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| 520 | |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"-- | ||
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| spelling | Kouzes, James M. 1945- VerfasserIn aut Stop selling and start leading how to make extraordinary sales happen James M. Kouzes, Barry Z. Posner, Deb Calvert Hoboken Wiley 2018 1 Online-Ressource Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes index. - Includes bibliographical references and index. - Print version record and CIP data provided by publisher "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 buyers 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. Buyers 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."-- "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"-- Leadership Selling Vente selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior Posner, Barry Z. VerfasserIn aut Calvert, Deb VerfasserIn aut 9781119446286 Erscheint auch als Druck-Ausgabe 9781119446286 |
| spellingShingle | Kouzes, James M. 1945- Posner, Barry Z. Calvert, Deb Stop selling and start leading how to make extraordinary sales happen Leadership Selling Vente selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| title | Stop selling and start leading how to make extraordinary sales happen |
| title_auth | Stop selling and start leading how to make extraordinary sales happen |
| title_exact_search | Stop selling and start leading how to make extraordinary sales happen |
| title_full | Stop selling and start leading how to make extraordinary sales happen James M. Kouzes, Barry Z. Posner, Deb Calvert |
| title_fullStr | Stop selling and start leading how to make extraordinary sales happen James M. Kouzes, Barry Z. Posner, Deb Calvert |
| title_full_unstemmed | Stop selling and start leading how to make extraordinary sales happen James M. Kouzes, Barry Z. Posner, Deb Calvert |
| title_short | Stop selling and start leading |
| title_sort | stop selling and start leading how to make extraordinary sales happen |
| title_sub | how to make extraordinary sales happen |
| topic | Leadership Selling Vente selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| topic_facet | Leadership Selling Vente selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
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