“Leadership”

Great sales people teach their clients a different way to think about their issues. A research (by CEB) asked thousands of customers about what is it that they valued most from their suppliers. The results showed that what sets the best sales reps apart is the value of their insights in how to make the customer make or save money in ways they did not know were possible. Customers loves salespeople who teach and discover new ways for them to succeed....

It was striking to see in Benjamin Zander’s Ted talk his capacity to “move” people. Note how he delivers his talk, how he brings attention and accent to different parts of it, how he uses stories, how he makes it so inspiring and emotional. His stories were meant to make people emotional, so that the impact is far greater. At the end it shows how leadership is about moving others to action....