1. What do I lag in?
2. How can I lead it?
3. Why do I want to lead it?
4. What if I do not lead it?
EXCITES people to
authentic leadership is ...
Non-hierarchical Contextual Relational
Position / title does not Situational sensing
make a leader Action consistent Constant cultivation
across roles Develop networks
come in early as a partner
LEARNING TO LEAD ...not late as a judge
learning & leadership styles
What if? How? What? Why?
the followers’ needs
Authenticity The need for passion
Community The need to be real Significance
The need to build it The need for
“Go to the people. Live with them. Learn from them. Love them.
Start with what they know. Build with what they have.
But with the best leaders, when the work is done, the task accomplished, the people will
say "We have done this ourselves".”
Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC
If you sell for a living, you
manage a sales team, or are
Here’s what’s inside:
Paul Sparks. The evolution of professional selling:
understanding the past to inform our future sales
responsible for the growth of
EMERGING TRENDS IN PROFESSIONAL SELLING
your business and you want Michael Schiffner. Building high performance sales
the best outcomes for your teams: going beyond a training mindset to achieve
sales efforts – this book is for sustained sales success.
you. Julia Palmer. Strategic networks: the key to
sustainable sales success.
Some of the world’s leading Mo Fox. See before you sell: how changing your
sales trainers, consultants and perception is the key to better sales results.
Michael Foulds. The sale is the negotiation:
coaches bring you detailed ideas reframing the sales process for better sales and
on how you can improve your stronger customer relationships.
personal performance, and the Malcolm Dawes. Sales leadership or sales
performance of your sales team. management? It does make a difference for high
performing sales teams.
Inside this volume you’ll ﬁnd
Suzanne Mercier. Are your sales people sales
12 chapters to ensure you are imposters? How to overcome fear to create great
informed about the latest trends, sales results.
research and best practice in John Barraclough & Warwick Burgess. Gaining
the last yard in sales: the value of persuasive
professional selling and sales communication.
management. Mark Purbrick. Simply the best: how to attract,
select and retain high performing salespeople.
Each chapter is a book in
Jason White & Giles Rhodes. Rewarding the sales
itself – with more up-to-date force: a taxonomy of sales roles to inform reward
information on personal selling and incentive programs.
and sales management than any Sally-Anne Cotton. The alchemy of 21st century
selling: transmuting balance, alignment and intent
single book published in the last
into golden sales results. VOLUME 1
Dr Yvonne Sum. Tribal insights for sales leaders: the
power of learning partnerships.
“The best book on modern selling and sales management I’ve seen in years with a great range of
relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
COMPILED AND EDITED BY
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations,
discussions and interviews featuring the authors as they take a deeper and wider look at the
The latest innovation,
chapter topics. This professionally produced DVD set is an invaluable tool for sales training and
development and is also great for using in sales meetings to begin
research and best practice
discussion on critical topics in professional selling. in selling and sales management
Compiled and edited by
Australia $66.00 RRP Inc GST
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM
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