Mark Ridley

Ben Laker

Ian Mills

What makes a great salesperson? What beliefs, attitudes and behaviors are linked to being a top performing salesperson? 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 analyses (qualitative and quantitative) of 1000 of the world's leading salespeople, across a mix of industries, cultures and context, the authors present the most rigorous evaluation of how salespeople behave and how they are driven. In doing so, they reveal the secret code behind consistent and high-level success in sales.

The Belief Systems That Distinguish Winners

The Salesperson's Secret Code

Tim Chapman

David Cobb

Rita Trehan

Too Proud To Lead is an exclusive study of the rise and fall of the world's biggest industries, teams and leaders. Punctuated with award-winning research and practical solutions against the systemic hubris plaguing today's organizations, the authors reveal exactly how confidence can sour into overconfidence - and why it can happen to anyone. Laying out the dangers of arrogant overconfidence for both individuals and organizations, Too Proud To Lead explores the economic and psychological costs of hubristic behaviour and argues for a new approach to leadership in order to avoid the pitfalls of hubris. With this easily-absorbed book, packed with checklists and key insights, readers acquire the essential arsenal of tools for understanding, identifying, anticipating and coping with hubris, in both themselves and in the workplace, leading to better lives and sustained success for years to come. Too Proud To Lead guides readers on how to: - Speak up when no one wants to listen; - Challenge the status quo; - Create open and transparent cultures that promote inclusivity; - Foster positive recognition within an organization; and - Remove hubris and harassment from their workplace and life. Hubristic behaviour is an age-old affliction, but signs point to it being on the rise in today's workplace. Illustrated with examples that some will be only too familiar due to the extensive media coverage of their decline, Too Proud To Lead provides the much-needed antidote to the hubris plague spreading through the leadership of today.

How Hubris Can Destroy Effective Leadership and what to Do about it

Too Proud to Lead

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 both individuals and organizations, this book explores both the economic and psychological costs of this destructive behaviour, and boldly argues for a new, revolutionary approach to leadership. Written by three world-renowned experts, Too Proud to Lead provides readers with the essential arsenal of tools for understanding, identifying, anticipating and coping with hubris, in both themselves and in their workplace. Supported by fascinating case studies and enlightening analysis, this is a much-needed antidote to the hubris plague spreading through the leadership of today.

Ben Laker

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