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Stop Selling and Start Leading
book

Stop Selling and Start Leading

by James M. Kouzes, Barry Z. Posner, Deb Calvert
March 2018
Beginner content levelBeginner
224 pages
4h 36m
English
Wiley
Content preview from Stop Selling and Start Leading

Index

A

  • Abell, Morris
  • Accountability: Finding Your Voice and clarifying values through; fueling your buyer's sense of power and control; how asking questions indicates trust by shifting; Patrick Fariss's story on affirming Shared Values through
  • Action: buyer feedback on the impact of your; buyers want to be stirred into; DWYSYWD and follow-through on promises with; Enabling Others to Act; set the example by aligning Shared Values with. See also Taking Action
  • Active listening
  • Affirming Shared Values: clarifying values by; Patrick Fariss's story on
  • AllSearch Professional Staffing
  • Amazon.com
  • American Girl
  • Animating the Vision: Daniel Burnham's story on; Enlisting Others by; the test drive example of; weaving the emotional connection for
  • Appeal to Common Ideals: answering questions in order to; Enlisting Others by; two paper shredding companies story on. See also Common Purpose; Shared Values
  • Appreciation: Encourage the Heart by showing; Recognize Contributions by showing. See also Motivating
  • Ashley's story
  • Authenticity: celebrating with fun and; clarifying values with honesty and; to create authentic experiences for buyers; importance of inclusion in selling work
  • Awesome: creating a connecting experience that is; definition of
  • “Awesome connecting experience”: creating for the buyer a; as high standard essential to leadership; seller–buyer relationship required for an; using the Five Practices to create the. See also B2B buyer experience

B

  • B2B buyer expectations: to be heard ...
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Publisher Resources

ISBN: 9781119446286Purchase book