What got you here won't get you there-- in sales
Subtitle: how successful salespeople take it to the next level
By: by Marshall Goldsmith, Bill Hawkins, Don Brown
Contributors: Hawkins, Bill, 1947-; Brown, Don, 1956-
Publisher: McGraw-Hill
Published: 2012
Place of publication: New York
Language: eng
ISBN-13: 9780071773942
Subjects: Sales management; Selling
Notes: Includes index.
Table of contents: title: Hi-tech/no-touch : the game changes again; title: Two worlds collide : functional vs. human; title: Creating readiness to buy : the state of the moment; title: An era of empathy : the X-factor in sales; title: A new approach to change : easier to stop than start; title: The habits that can hold you back in sales; title: The veteran seller : the comfort paradox; title: When service turns to sales : the power of mindset; title: How to choose what to stop; title: The rules are different for you : successful salespeople and change; title: Getting help; title: getting ideas; title: getting there; title: A look to the future : present to ask, learn, follow up, grow; title: Don't give up : final thoughts on change.