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The Marketing Book Podcast: "Stop Selling and Start Leading" by Deb Calvert

Stop Selling and Start Leading: How to Make Extraordinary Sales Happen by James Kouzes, Barry Posner and Deb Calvert

Stop Selling & Start Leading Combo

As President and Founder of People First Productivity Solutions, Deb Calvert helps companies to boost productivity through people development. This work includes Sales Training, Team Effectiveness Consulting, and Leadership Program Design.

Deb has been named by the sales recruiting firm Treeline as one of “The 65 Most Influential Women in Business” and she consistently appears on lists of Top Sales Influencers and Thought Leaders.

Prior to founding her firm, Deb was a corporate training director for a Fortune 500 Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb’s previous bestselling book is "DISCOVER Questions Get You Connected," has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot.

And interesting fact: Deb resides in the town of Peculiar, Missouri (population @5,000) - the town motto Peculiar, Missouri is "Where the 'odds' are with you."

The Host's Perspective:

In this new age where the customer is in control of much more of the buyer-seller dance, sales effectiveness is in flux. What should salespeople be doing now if the old sales tactics are dramatically less effective?


Enlightened sales organizations know that salespeople should now be creating value in every step of the buyer's journey. But sellers continue to struggle with how to do that and connect meaningfully with the buyers.

The book is about how to make more sales based on research the authors did that indicates that you can make more sales by abandoning salesy behaviors that buyers resist and replacing them with leadership behaviors that buyers want.

The book reveals the extraordinary things sellers will do when they stop pushing people to buy before they're ready, and they start guiding buyers by transforming values into actions, visions into realities, obstacles into innovations, separateness into solidarity, and risks into rewards.

 

Listen to the Interview:

 

Show Notes

The Leadership Challenge: How to Make Extraordinary Things Happen in Organizations by Jim Kouzes and Barry Posner

Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You by Jim Keenan

When: The Scientific Secrets of Perfect Timing by Daniel Pink

Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount

Stop Selling and Start Leading (Book Page)

Deb Calvert’s Consultancy

Deb Calvert’s Twitter

 

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Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

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