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What got you here won't get you there in sales! : how successful salespeople take it to the next level / Marshall Goldsmith, Don Brown, Bill Hawkins.

by Goldsmith, Marshall.

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McGraw-Hill, c2012.

Selling -- Study and teaching.

Selling -- Psychological aspects.

Sales management.

Success in business.

9780071773942 (hc.)

0071773940 (hc.)

Alternate title:

In sales : how successful salespeople take it to the next level

Sales! : how successful salespeople take it to the next level

xiv, 199 p. ; 24 cm.

Includes index.

Hi-tech/no-touch : the game changes again -- Two worlds collide : functional vs. 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 habits that can hold you back in sales -- The veteran seller : the comfort paradox -- When service turns to sales : the power of mindset -- How to choose what to stop -- The rules are different for you : successful salespeople and change -- Getting help -- getting ideas -- getting there -- A look to the future : present to ask, learn, follow up, grow -- Don't give up : final thoughts on change.

Hawkins, Bill, 1947-

Brown, Don, 1956-

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