Weekend Reading: “Stop Selling and Start Leading” By Deb Calvert

Douglas Burdett on Mar 9, 2018 in Sales Alignment

For the 165th episode of TheMarketing Book Podcast, I interviewed Deb Calvert, co-author of Stop Selling & Start Leading: How to 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.

From the book:

Stop Selling & Start Leading is a book about how to make more sales. How? Our research shows you can make more sales by abandoning sales-y behaviors buyers resist and replacing them with leadership behaviors buyers desire.

A bit more about the book…

Douglas Burdett
Douglas Burdett
Douglas Burdett is the Principal of Artillery, a B2B marketing agency and is host of The Marketing Book Podcast. He is a former artillery officer, Madison Avenue ad man and stand-up comedian.