What Got You Here Won t Get You There

Author: Marshall Goldsmith
Publisher: Profile Books
ISBN: 1847651313
Format: PDF, Docs
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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. That something may just be one of your own annoying habits. Perhaps one small flaw - a behaviour you barely even recognise - is the only thing that's keeping you from where you want to be. It may be that the very characteristic that you believe got you where you are - like the drive to win at all costs - is what's holding you back. As this book explains, people often do well in spite of certain habits rather than because of them - and need a "to stop" list rather than one listing what "to do". Marshall Goldsmith's expertise is in helping global leaders overcome their unconscious annoying habits and become more successful. His one-on-one coaching comes with a six-figure price tag - but in this book you get his great advice for much less. Recently named as one of the world's five most-respected executive coaches by Forbes, he has worked with over 100 major CEOs and their management teams at the world's top businesses. His clients include corporations such as Goldman Sachs, Glaxo SmithKline, Johnson and Johnson and GE.

What Got You Here Won t Get You There in Sales ENHANCED EBOOK

Author: Marshall Goldsmith
Publisher: McGraw Hill Professional
ISBN: 0071791795
Format: PDF, Docs
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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: Needlessly verbalize and execute every possible step in the sales process? Repeatedly initiate communication for no apparent purpose? Attempt to verbally “one up” your customer in conversation? 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.

How Successful People Think

Author: John C. Maxwell
Publisher: Center Street
ISBN: 9781599952154
Format: PDF
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Gather successful people from all walks of life-what would they have in common? The way they think! Now you can think as they do and revolutionize your work and life! A Wall Street Journal bestseller, HOW SUCCESSFUL PEOPLE THINK is the perfect, compact read for today's fast-paced world. America's leadership expert John C. Maxwell will teach you how to be more creative and when to question popular thinking. You'll learn how to capture the big picture while focusing your thinking. You'll find out how to tap into your creative potential, develop shared ideas, and derive lessons from the past to better understand the future. With these eleven keys to more effective thinking, you'll clearly see the path to personal success.

Career Courage

Author: Katie Kelley
Publisher: AMACOM
ISBN: 0814436757
Format: PDF
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Get out of the rut-and into a new career. What do you want to be when you grow up? That question nags at us long after childhood. Why is it so hard to figure out? Because finding your true calling takes courage. It means conquering fears, shedding misguided ideas, and mustering the strength to let go of a safe job and stage your next act. Career Courage serves as a personal coach through the soul-searching and planning process ahead, whether you're a college grad contemplating choices, a seasoned professional seeking new directions, or a stay-at-home mom preparing to reenter the workplace. Packed with exercises and stories of inspiring second acts, the book poses tough questions about motivation, confidence, character, risk tolerance, and more. The answers will power your journey forward as you learn to: Clarify what really matters * Express your point of view * Build strong relationships and a robust network * Stay focused on finances * Think like an entrepreneur * Prioritize a truly fulfilling life * And more A career that seemed promising can feel like a dead end today. Career Courage helps you break free and create your own brand of success.

Relationship Economics

Author: David Nour
Publisher: John Wiley & Sons
ISBN: 1118076036
Format: PDF, ePub
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A revised and updated guide to bridging relationship creationwith relationship capitalization Relationship Economics isn't about taking advantage of friends or coworkers to get ahead. It's about prioritizing and maximizing a unique return on strategic relationships to fuel unprecedented growth. Based on the author's global speaking and consulting engagements, Relationship Economics reveals that success comes from investing in people for extraordinary returns. This revised and updated version explains the three major types of relationships—personal, functional, and strategic—and how to focus each to fuel enterprise growth. It introduces new concepts in relationship management, including the exchange of Relationship Currency, the accumulation of Reputation Capital, and the building of Professional Net Worth. These are the fundamental measures of business relationship, and once you understand them, you'll be able to turn your contacts into better executions, performance, and results. "David Nour is the definitive expert on strategic relationships. He has captured practical, pragmatic, and timely insights in Relationship Economics and has been a valuable resource to my sales transformation efforts." —RANDY SEIDL, Senior VP, Enterprise Servers, Storage and Networking, Americas, HP "Although many understand the importance of relationships, the quantifiable and strategic values of relationships are often underemphasized. David Nour has done just that in¿Relationship Economics." —CRAIG LEMASTERS, President and CEO, Assurant Solutions "If a man is judged by the company he keeps, David Nour's Relationship Economics provides a systematic approach to building value in that judgment. The concepts reach well beyond networking to building lasting and productive relationships." —DENNIS SADLOWSKI, former president and CEO, Siemens Energy & Automation, Inc.

How Women Rise

Author: Sally Helgesen
Publisher: Hachette Books
ISBN: 0316440108
Format: PDF, Mobi
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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.

The New Leader s 100 Day Action Plan

Author: George B. Bradt
Publisher: John Wiley & Sons
ISBN: 1119223253
Format: PDF, ePub, Docs
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Entering a new leadership role? Leading a reorganization or integrating teams? Get better results faster by building and implementing your 100-Day Action Plan Your first 100 days in a new leadership position are critical, as they set the foundation for your team's success going forward. The New Leader's 100-Day Action Plan helps you start gaining traction even before your first day in a new job. The playbook gives you a concrete strategy for getting a fast start—engaging the culture, setting direction, aligning the team, avoiding common missteps, and delivering results. This new fourth edition has been updated with new graphics and downloadable tools, and expanded with new information learned from real-world clients over the past twelve years. Many organizations, regardless of size, industry, or geography, realize that it is strategically imperative to effectively onboard leaders into new roles and combine teams during M&A and reorganization. New thinking for new teams provides ways to get quick results with key business initiatives, and new discussions on cultural fit and evolution to help you better contribute to your organization's success. Updated stories and case studies provide real-life glimpses at how successful leaders navigate tricky situations, and extensive online tools point you toward additional resources as the need arises. 40 percent of new leaders fail within the first eighteen months on the job. When a new leader drops the ball, it's at the expense of the team, the organization, and the leader's track record. Successful leaders start leading and delivering immediately. This book shows you how to start getting results right away and dramatically increase your chances for success—by systematically shaping your leadership with intent. Take control from the start Expect the surprises and avoid the mistakes Manage your message and shape culture Set direction and build an aligned leadership team Fuel momentum and deliver results Your new leadership role begins the moment you accept the offer, the deal is done, or the re-organization is announced. The New Leader's 100-Day Action Plan gives you a concrete framework for successful leadership and a clear roadmap to the critical first 100 days.

Triggers

Author: Marshall Goldsmith
Publisher: Crown Pub
ISBN: 0804141231
Format: PDF, ePub, Mobi
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A renowned executive coach and psychologist shows readers how to recognize and overcome the emotional and psychological triggers that set off a reaction or a behavior that often is detrimental so that they can achieve meaningful and sustained change.

9 Things Successful People Do Differently

Author: Heidi Grant- Halvorson
Publisher: Harvard Business Press
ISBN: 1422193403
Format: PDF, Kindle
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What you can learn from the world's most successful people - via research that uncovers the repeatable behaviors they use to reach their goals.