Kick your bad habits―and CLOSE MORE SALES! “I love this book, especially the importance of empathy―care enough about what you are selling to personalize its value to your customer!” ―Jim Farley, VP Global Marketing, Ford Motor Company “In over 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new ones―what a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!” ―Chris Richardson, VP Global Sales, Abbott Vascular “Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith’s incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!” ―Jeffrey Gitomer, author of The Little Red Book of Selling “What Got You Here Won’t Get You There in Sales! is a practical guide for anyone in sales―they hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!” ―Tom Reilly, author of Value-Added Selling “Deep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in action―and IT WORKS!” ―Rich Daly, Executive Vice President, Takeda Pharmaceuticals About the Book: One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them and, most importantly―stop. His book What Got You Here Won’t Get You There wasn’t just a runaway bestseller, it has helped untold numbers dramatically improve their careers and personal lives. Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from 5 to 30 percent―and their gross profit up to 50 percent! In short, their approach works. What Got You Here Won’t Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones. When dealing with your customers, do you:
<ul>
<li>Needlessly verbalize and execute every possible step in the sales process? </li>
<li>Repeatedly initiate communication for no apparent purpose? </li>
<li>Attempt to verbally “one up” your customer in conversation?</li>
</ul>
The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors. You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.

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

Business & Money

Goldsmith, Marshall

Brown, Don

Hawkins, Bill

Marketing & Sales

McGraw=Hill

The follow-up to Marshall Goldsmith's 500,000-copy bestseller The Leader of the Future, Global Leadership: The Next Generation systematically identifies what tomorrow's leaders will need to know, do and believe in order to successfully lead the global enterprise of the future. Drawing on the results of an extraordinary 2-year Accenture study of emerging business leaders, this book shows why the skills of today's global leaders won't be enough--and why tomorrow's leaders won't resemble today's. Goldsmith and his co-authors first identify five new "factors of leadership" and their implications: global thinking, appreciation of diversity, technological savvy, a willingness to partner and an openness to sharing leadership. They explain what it will mean to lead in an era where intellectual capital is the dominant source of value; how to lead people whose backgrounds and values may be radically dissimilar from yours; and why achieving personal self-mastery is now a fundamental prerequisite for leading others. From the evolution of "federated," semi-autonomous organizational structures to the personal leadership challenges now arising from globalism, this book offers unprecedented insights into the new challenges of leadership--and what it will take to meet them.

Global Leadership: The Next Generation

Hu-Chan, Maya

Greenberg, Cathy

Robertson, Alastair

Economics

Pearson FT Press

'Helps you keep achieving - and find peace and happiness in the process' Amy Edmondson\nWe are living an earned life when the choices, risks, and effort we make in each moment align with an overarching purpose in our lives, regardless of the eventual outcome.\nIn his most personal and powerful work to date, world-renowned leadership coach Marshall Goldsmith offers a better way to approach fulfilment that goes against everything we're taught about achievement. Taking inspiration from Buddhism, Goldsmith reveals that the key to living the earned life, unbound by regret, requires connecting the habit of earning rewards to something greater than our personal successes.\nGoldsmith implores readers to avoid the Great Western Disease of "I'll be happy when...." He offers practical advice and exercises aimed at helping us shed the obstacles that prevent us from creating fulfilling lives. From learning to privilege your future over your present, knowing how to weigh up opportunity and risk accurately, honing your 'one-trick genius' and needing to earn credibility twice, the book is packed with transformative insights and tools that will help readers close the gap between what they plan to achieve and what they actually get done-and avoid the trap of existential regret, the kind that reroutes destinies and persecutes our memories.\nFull of illuminating stories from Goldsmith's legendary career as a coach to some of the world's highest-achieving leaders and reflections on his own life, The Earned Life is a roadmap for ambitious people seeking a higher purpose.\n'Inspiring insight from the world's top coach. Goldsmith left me tingling from the journey of reflection I'd been taken on' Bruce Daisley

The Earned Life: Lose Regret, Choose Fulfilment

Reiter, Mark

Business Culture

Penguin Business

Ready to take the next step in your career . . . but not sure what's holding you back? Read on. Leadership expert Sally Helgesen and bestselling leadership coach Marshall Goldsmith have trained thousands of high achievers--men and women--to reach even greater heights. Again and again, they see that women face specific and different roadblocks from men as they advance in the workplace. In fact, the very habits that helped women early in their careers can hinder them as they move up. Simply put, what got you here won't get you there . . . and you might not even realize your blind spots until it's too late. Are you great with the details? To rise, you need to do less and delegate more. Are you a team player? To advance, you need to take credit as easily as you share it. Are you a star networker? Leaders know a network is no good unless you know how to use it. Sally and Marshall identify the 12 habits that hold women back as they seek to advance, showing them why what worked for them in the past might actually be sabotaging their future success. Building on Marshall's classic best seller What Got You Here Won't Get You There, their new book How Women Rise is essential reading for any woman who is ready to advance to the next level.

How Women Rise: Break the 12 Habits Holding You Back from Your Next Raise, Promotion, or Job

Helgesen, Sally

Job Hunting & Careers

Hachette Books

Blueprint to a Billion: 7 Essentials to Achieve Exponential Growth Custom

Thomson, David G.

Management & Leadership

wiley

Leadership coaching has become vitally important to today?s most successful businesses. The Art and Practice of Leadership Coaching is a landmark resource that presents a variety of perspectives and best practices from today?s top executive coaches. It provides valuable guidance on exactly what the best coaches are now doing to get the most out of leaders, for now and into the future. Revealing core philosophies, critical capabilities, and the secrets of coaching success, this one-of-a-kind guide includes essays from fifty top coaches, including Ken Blanchard and Frances Hesselbein. Packed with cutting-edge ideas and proven best practices, this is the definitive source of information for anyone dealing with coaching.

The Art and Practice of Leadership Coaching: 50 Top Executive Coaches Reveal Their Secrets

Morgan, Howard

Harkins, Phil

Industries

In business, the right behaviours matter. But getting it right is tricky. Even when we acknowledge the need to change what we do and how we do it, life has a habit of getting in the way, upsetting even the best-laid plans. And just how do we manage those situations that can provoke even the most rational among us into behaving in ways we would rather forget? Triggers confronts head-on the challenges of behaviour and change, looking at the external factors (or 'triggers') - both negative and positive - that affect our behaviours, our awareness of when we need to change, our willingness (or otherwise) to do so and our ability to see the change through. Drawing on his unparalleled experience as an international executive educator and coach, Marshall Goldsmith invites us to understand how our own beliefs and the environments in which we operate can trigger negative behaviours, or a resistance to the need to change. But he also offers up some simple, practical advice to help us navigate the negative and make the most of the triggers that will help us to sustain positive change.

Triggers: Creating Behavior That Lasts--Becoming the Person You Want to Be

Random House Audio |

NEW YORK TIMES BESTSELLER • Discover the steps to earning your path to fulfillment and living without regrets—from the world-renowned executive coach and New York Times bestselling author of Triggers and What Got You Here Won't Get You There\nONE OF SUMMER’S BEST BUSINESS BOOKS: Inc., Society for Human Resource Management • “My life changed for the better when I started working with Marshall Goldsmith. The Earned Life is a wonderful book.”—Dr. Jim Yong Kim, served as president of the World Bank\n“We are living an earned life when the choices, risks, and effort we make in each moment align with an overarching purpose in our lives, regardless of the eventual outcome.”\nThat’s the definition of an earned life. But for many of us, that pesky final phrase is a stumbling block: “regardless of the eventual outcome.” Not being attached to the outcome goes against everything we’re taught about achievement and fulfillment in modern society.\nBut now, in his most personal and powerful work to date, world-renowned leadership coach Marshall Goldsmith offers a dazzling but simple approach that accommodates both our persistent need for achievement and the inescapable “stuff happens” unfairness of life.\nTaking inspiration from Buddhism, Goldsmith reveals that the key to living the earned life, unbound by regret, requires committing to a habit of earning and, crucially, connecting that habit to something greater than the isolated achievements of careerism. By grounding our achievements in a higher aspiration, he shows, we can avoid the easy temptation to wallow in regret.\nGoldsmith implores readers to avoid the Great Western Disease of “I’ll be happy when. . . .” He offers practical advice and exercises aimed at helping us shed the obstacles, especially the failures of imagination, that prevent us from creating our own fulfilling lives. With this book as their guide, readers can close the gap between what they plan to achieve and what they actually get done—and avoid the trap of existential regret, the kind that reroutes destinies and persecutes our memories.\nPacked with illuminating stories from Goldsmith’s legendary career as a coach to some of the world’s highest-achieving leaders as well as reflections on his own experiences, The Earned Life is a road map for ambitious people seeking a higher purpose.\n“Marshall Goldsmith is a wonderful coach, educator, and author.”—Albert Bourla, CEO, Pfizer

The Earned Life: Lose Regret, Choose Fulfillment

Currency

The Earned Life: Lose Regret, Choose Fulfillment (Random House Large Print)

Random House, Large Print

What’s holding you back? Your hard work is paying off. You are doing well in your field. But there is something standing between you and the next level of achievement. Perhaps one small flaw–a behavior you barely even recognize–is the only thing that’s keeping you from where you want to be. Who can help? Marshall Goldsmith is an expert at helping global leaders overcome their sometimes unconscious annoying habits and attain a higher level of success. His one-on-one coaching comes with a six-figure price tag. But, in this audiobook, you get Marshall’s great advice without the hefty fee! What is the solution? The Harvard Business Review asked Goldsmith, “What is the most common problem faced by the executives that you coach?” Inside, he answers this question by discussing not only the key beliefs of successful leaders, but also the behaviors that hold them back. He addresses the fundamental problems that often come with success–and offers ways to attack these problems. Goldsmith outlines twenty habits commonly found in the corporate environment and provides a systematic approach to helping you achieve a positive change in behavior.

What Got You Here Won't Get You There: How Successful People Become Even More Successful

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