Episode #142: The Why and The What of Sales with Mark Sanborn
In This Episode of The Buyer’s Mind with Jeff Shore:
Mark Sanborn, author of The Intention Imperative, discusses his new book with Jeff. Do you understand your company’s culture? Do you understand the goals? Sales professionals understand the goal is to sell, but without an understanding of “Why you sell” and “What you sell,” you’ll miss focusing on the customer. You need to be intentional. Learn how in today’s episode.
Topics we’re going to cover on today’s podcast:
[3:23] What is the gratification of working with sales leaders?
[8:20] The genesis of intention
[12:13] The difference between clarity and certainty
[15:55] The three imperatives
[21:08] Motivation to the power of purpose
[27:54] Designing for emotion is more important than designing for experience
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More about our guest Mark Sanborn:
Mark Sanborn is the president of Sanborn & Associates, an idea lab for leadership development. GlobalGurus.org ranks our speaker today as one of the Top 5 leadership experts in the world. As a leadership strategist he has authored 8 books, including the international bestsellers, The Fred Factor and You Don’t Need a Title to be a Leader. His ideas are taught 90 countries and he is one of the youngest members ever inducted into the Speaker Hall of Fame. Mark is the Leadership Expert in Residence at High Point University, the premier life skills university. His client list of 2600+ includes St. Jude Children’s Research Hospital, Whirlpool, American Express, Costco, and In ’n Out Burger.