Be the Boss Everyone Wants to Work For: A Guide for New Leaders

Berrett-Koehler Publishers
2
Free sample

Flip Your Script!

You've been promoted to leadership—congratulations! But it's nothing like your old job, is it? William Gentry says it's time to flip your script.

We all have mental scripts that tell us how the world works. Your old script was all about “me”: standing out as an individual. But as a new leader, you need to flip your script from “me” to “we” and help the group you lead succeed. In this book, Gentry supports and coaches you to flip your script in six key areas. He offers actionable, practical, evidence-based advice and examples drawn from his research, his work with leaders, and his own failures and triumphs of becoming a new leader. Get started flipping your script and become the kind of boss everyone wants to work for.
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About the author

William A. Gentry, PhD, is a senior research scientist and a director at the Center for Creative Leadership, a top-ranked global provider of executive education that serves more than 20,000 individuals and 2,000 organizations across the public, private, nonprofit, and education sectors, including more than 80 of the Fortune 100 companies.

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Additional Information

Publisher
Berrett-Koehler Publishers
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Published on
Aug 29, 2016
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Pages
216
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ISBN
9781626566279
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Language
English
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Genres
Business & Economics / Business Communication / General
Business & Economics / Decision-Making & Problem Solving
Business & Economics / General
Business & Economics / Human Resources & Personnel Management
Business & Economics / Knowledge Capital
Business & Economics / Leadership
Business & Economics / Management
Business & Economics / Negotiating
Business & Economics / Research & Development
Business & Economics / Sales & Selling / Management
Business & Economics / Workplace Culture
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Content Protection
This content is DRM protected.
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Available on Android devices
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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

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