September 2011
Beginner
224 pages
4h 59m
English
book
What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level
by Marshall Goldsmith, Bill Hawkins, Don Brown
Content preview from What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next LevelBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
Start your free trial
Contents
A Letter from Marshall Goldsmith
Introduction: What Got Us Here: How We Know What to Stop
SECTION ONEThe Millennial Challenge
Chapter 1 Hi-Tech/No-Touch—The Game Changes Again
Chapter 2 Two Worlds Collide: Functional versus Human
Chapter 3 Creating Readiness to Buy: The State of the Moment
Chapter 4 An Era of Empathy: The X Factor in Sales
Chapter 5 A New Approach to Change: Easier to Stop Than Start
SECTION TWOThe 16 Habits Your Customers Want You to Give Up
Chapter 6 The Habits That Can Hold You Back in Sales
Chapter 7 To the Veteran Seller: The Comfort Paradox
Chapter 8 When Service Turns to Sales: The Power of Mindset
Chapter 9 How to Choose What to Stop