Horizon Information Portal

e-branch

Home

My Account/Renew Loans

Find Magazine Articles & more

The unsold mindset : redefining what it means to sell / Colin Coggins & Garrett Brown.

by Coggins, Colin.

View full image

Harper Business, 2023.

658.85001 C676u

Customer relations.

Entrepreneurship.

9780063204904 (hc.)

x, 271 p. ; 24 cm.

"Colin Coggins and his business/teaching/writing partner, Garrett Brown, are authors, speakers, and professors known for their entertaining and unexpected approach to selling that blurs the line between sales and life. They teach the popular class they created, Sales Mindset for Entrepreneurs, at the University of Southern California's Marshall School of Business. As sought-after speakers, they bring their antithetical, mindset-first approach to audiences around the world. They are also co-founders of Agency18, a firm that helps mission-driven companies adopt the Unsold Mindset. Colin has deep experience as a sales leader and theorist, known for his unique and proven approach to scaling revenue generation by cultivating sales IQ across entire organizations, not just within sales units. He has held senior leadership roles at several emerging technology companies, including Bitium, Mobile Roadie, and most recently as the Chief Commercial Officer at Fabric. Colin was the SVP of sales at Bitium, where he and Garrett met for the first time. They worked together until Bitium was acquired by Google, and haven't stopped working together."--Barnes&Noble.

Includes bibliographical references (pages 255-270).

"What if the greatest salespeople on the planet are the opposite of who you think they are? Everyone sells, every day. It's why the most successful people are better than most at selling themselves, their ideas, or their products and services. Yet when people hear the word s a l e s they think of an overly confident, articulate extrovert (at best) or a pushy, know-it-all huckster (at worst). Because of these misperceptions, when we find ourselves in a situation where we need to sell, we feel compelled to put on the persona of a 'good salesperson.' But there's a disconnect between who we think good salespeople are and who they a c t u a l l y are. In any room, they're not the most self-confident, they're the most self-aware. They're not the most sociable, they're the most socially aware. And they don't succeed in spite of obstacles, they succeed b e c a u s e of obstacles. Colin Coggins and Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in hopes of understanding why these people are so extraordinary. Colin and Garrett found that, as different as all these incredible people were, they all had an eerily similar approach to selling. It didn't matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extroverted, jovial or stoic -- t h e y w e r e a l l u n s o l d o n w h a t i t m e a n t t o s e l l a n d u n s o l d o n w h o p e o p l e e x p e c t e d t h e m t o b e. 'The Unsold Mindset' reveals a counterintuitive approach not just to selling but to life. It's a journey toward an entirely new mindset -- the greatest sellers on the planet aren't successful because of what they do, they're successful because of what they think. Being a good person and a good salesperson aren't mutually exclusive. 'The Unsold Mindset' will change the way you think about selling a n d the way you think about yourself."--Jacket.

Brown, Garrett (Professor of entrepreneurship).

Horizon Information Portal 3.24_8902M

© 2001-2013 SirsiDynix All rights reserved.

Horizon Information Portal