Stop Selling and Start Leading

How to Make Extraordinary Sales Happen

By: James M. Kouzes, Barry Z. Posner, Deb Calvert

Narrated by: Brian Holsopple

Length: 5 hrs and 17 mins

Publisher's Summary

Make extraordinary sales happen! 

In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on 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 bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them. 

In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mind-set, and in the sales role itself, is the key to boosting your overall sales effectiveness. 

• Inspire, challenge, and enable buyers 
• Change your behavior to build trust and increase sales 
• Step into your leadership potential 
• See yourself the way your buyers do 
• Feel good about selling again 

When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

Download the accompanying reference guide.

©2018 James M. Kouzes, Barry Z. Posner, and Deb Calvert (P)2018 Audible, Inc.

Sales leadership 101

Anyone can learn from this masterpiece of brilliant knowledge and experience sharing.

Highly recommend salespeople of any and every level go through this book and implement the takeaways as I already have.

Well done to the team of thought leaders who put this together 💪🏾💪🏾

Terrible narration; Generic story.

I wish I could get my audible credit back. The narration makes this borderline unlistenable. I got this on the strength of Deb Calvert, but my trust in her brand just diminished significantly after this waste of time. The authors should heed their own advice and start leading by creating a better book. On the whole, this is perhaps the worst book on sales or leadership I’ve ever read.

good perspective

I would listen again to it. if you want to move up within sales it's a must

Excellent! A Unique Framework on Effective Salesmanship!!

Another outstanding sales book by author Deb Calvert! This well researched book is unique because it describes effective selling as a form of effective leadership. The author’s advice is effective and doesn’t contain any of the manipulative and deceptive practices advocated by some salesmanship authors. I’d also highly recommend purchasing Deb Calvert’s “DISCOVER Questions;” which is simply the best sales book I’ve ever come across. Unfortunately it isn’t available on Audible yet.

Excellent Book for All Sales Reps and Managers

Loved it - listened to it 3 times in a row. Recommend this book for anyone in sales environment!!!

Intellectual Masturbation

Had seen an interview with Deb Calvert and was impressed with Discover Questions (not on audible) but the other authors most have short-circuited her input because this is dross.

You know those books where some egghead - who has probably never actually sold - preaches at you for hours on end with no practical guidance? This is one of those... Don't waste a credit.

They cherry pick endless examples of situations where people had isolated success with one specific strategy (which they won't tell you how to actually implement) and got a win in those instances. While you're left thinking, well wow it worked in that one particular instance but that was blatantly a one-off where that particular buyer recognised something they liked in that particular seller. That doesn't mean that that strategy is going to have a high success rate with others!

I guarantee if you asked one of these authors to pick out even one point in any of the endless lists of aimless supposed action points here they wouldn't have a clue because it is simply pie in the sky intellectual masturbation. It would be hilarious to ask one of them to pick up a phone and actually call someone. That I'd spend a credit to see.