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What Got You Here Won't Get You There in Sales: How Successful Salespeople Take It to the Next Level

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ISBN-10: 0071773940

ISBN-13: 9780071773942

Edition: 2012

Authors: Marshall Goldsmith, Bill Hawkins, Don Brown

List price: $22.99
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Book details

List price: $22.99
Copyright year: 2012
Publisher: McGraw-Hill Education
Publication date: 9/16/2011
Binding: Hardcover
Pages: 224
Size: 6.30" wide x 9.30" long x 0.79" tall
Weight: 1.034
Language: English

Marshall Goldsmith was born in Valley Station, Kentucky in 1949 and is an American author, professor, consultant, and executive coach. Dr. Goldsmith received his BS from Rose-Hulman Institute of Technology (1970), his MBA from Indiana University (1972), and his PhD from UCLA (1977). Goldsmith was Assistant Professor and then Associate Dean at Loyola Marymount University's College of Business from 1976-2000. He is currently a professor at Alliant International University, he teaches executive education at Dartmouth College's Tuck School, and is a frequent guest speaker at leading business schools. Goldsmith is a co-founder of Keilty, Goldsmith and Company and eventually of Marshall Goldsmith…    

Don Brown is the award-winning author and illustrator of many picture book biographies. He has been widely praised for his resonant storytelling and his delicate watercolor paintings that evoke the excitement, humor, pain, and joy of lives lived with passion. School Library Journal has called him “a current pacesetter who has put the finishing touches on the standards for storyographies.” He lives in New York with his family.

A Letter from Marshall Goldsmith
Introduction: What Got Us Here: How We Know What to Stop
The Millennial Challenge
Hi-Tech/No-Touch-The Game Changes Again
Two Worlds Collide: Functional versus Human
Creating Readiness to Buy: The State of the Moment
An Era of Empathy: The X Factor in Sales
A New Approach to Change: Easier to Stop Than Start
The 16 Habits Your Customers Want You to Give Up
The Habits That Can Hold You Back in Sales
To the Veteran Seller: The Comfort Paradox
When Service Turns to Sales: The Power of Mindset
How to Choose What to Stop
How to Get From Here. . . to There
The Rules Are Different for You: Successful Salespeople and Change
Getting Help, Getting Ideas, Getting There
Are We There Yet?
A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
Don't Give Up: Final Thoughts on Change
Coda: Happy Sales