Leadership vs. Management with Charles Bernard

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Happy Monday, Let's Talk Sales listeners! On this week's episode, we brought back CFS Founder and CEO Charles Bernard.

Charles has over 20 years of experience in direct sales, sales management, recruiting and training. He founded Criteria for Success back in 2004, and has since trained thousands of CEOs, Sales Managers, and Salespeople on the art of business, relationships, growing revenue, and overcoming challenges. Charles is also an accomplished Sales Keynote Speaker, and is currently writing his new book “Enabling Buying in a World of Selling”.

After you hear this episode, be sure to register for our upcoming webinar series on Creating Growth as a leader. For this series, Charles will be joined by the Chief Marketing Officer of DialAmerica, John Redinger. With one registration, you will get access to all 3 webinars. Sign up today!

We hope you enjoy our discussion!

Discussion with Charles Bernard

In this episode, Charles and I cover:

• Thinking from a buyer's experience and perspective
• Distinguishing leadership from management
• The nuances of leadership
• The concept of a Sales Growth Team and shared accountability
• Coaching as a leadership principle
• The idea of “Knowledge Transfer” and why it should be encouraged
• The value of openness, discovery, and asking questions

Featured on this episode:

• Charles Bernard on LinkedIn
• Elizabeth Frederick on LinkedIn
• Charles's Recommendations:
  • Paradigms: The Business of Discovering the Future by Joel Arthur Barker (book)
  • The Importance of Paradigms in the 21st Century by Joel Barker (video)
  • Leadership and Leadership Development: An Ontological Approach by Michael C. Jensen (Research Summary)
  • Never Split the Difference: Negotiating as if Your Life Depended On It by Chris Voss and Tahl Raz
• CFS Resource Recommendations:
  • CFS Video Library: Micromanagement & Operating States
    • Part 1: What is an Operating State?
    • Part 2: Utilizing Operating States for Effective Leadership
• Subscribe to our blog!
• Follow us on Twitter! @CFSPlayBook

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