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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.

Links from today’s podcast:

Mark Sanborn

The Intention Imperative 

Fred 2.0: New Ideas on How to Keep Delivering Extraordinary Results

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.