What makes a great salesperson? What beliefs, attitudes and behaviours are linked to being a top performer? What impact does culture, industry and sales context have? And does a formal sales methodology or process make a difference? This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analysis (qualitative and quantitative) of 300 of the world’s leading salespe...

What makes a great leader? What beliefs, attitudes and behaviours are linked to being a top performing and influential leader, especially in these uncertain times? What impact does culture, industry and business context have? And do formal training and education make a difference?This book is for any business manager or executive, or indeed anyone involved in leading a team in their company, who wants to learn the secrets of successful leadership. Based on interviews and analysis (...

A fascinating investigation into how leaders' confidence can transform into hubris, which has the devastating potential to lead not only to their own downfall, but also to the collapse of entire organizations.While confidence is a vital attribute for any successful business leader, it is often taken too far – they fall into the pitfalls of hubris and, like Icarus, find themselves flying too close to the sun. Laying out the dangers of arrogant overconfidence for bot...

A fascinating investigation into how leaders' confidence can transform into hubris, which has the devastating potential to lead not only to their own downfall, but also to the collapse of entire organizations.While confidence is a vital attribute for any successful business leader, it is often taken too far – they fall into the pitfalls of hubris and, like Icarus, find themselves flying too close to the sun. Laying out the dangers of arrogant overconfidence for bot...

What makes a great salesperson? What beliefs, attitudes, and behaviors are linked to being a top performer? What impact do culture, industry, and sales context have? And does a formal sales methodology or process make a difference? This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analysis (qualitative and quantitative) of 300 of the world's leading salespeo...

Too Proud to Lead provides essential advice on how to avoid hubristic behavior that can endanger businesses, as well as cope with arrogant overconfidence in others in the workplace.Laying out the dangers of arrogant overconfidence for both individuals and organizations, Too Proud To Lead explores the economic and psychological costs of hubristic behavior and argues for a new approach to leadership in order to avoid the pitfalls of hubris. Punctuat...