What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Hardcover – September 7, 2011

There is a richness in this book that benefits all leaders beyond those in sales. I benefitted greatly from What Got You Here original edition...anticipate even more value from this one.Many of the discussion points in this book influence effective change in addition to sales. I don't know any change management books that address the sales domain let alone addressed in a clear leadership context.Quoting Harvey Mackay, "To me, job titles don't matter. Everyone is in sales. It's the only way we stay in business." If you believe that - buy this book - it will be of great benefit in the lessons shared and the practical applications to ensure you stick with your plan.

Goldsmith has a way of challenging the reader, and this book is another example of asking some pretty fundamental questions. One question this book raised for me was: are you in touch with your market and have you made the adjustments required to be smart in a very informed buyers market? not only a book of ideas, but a coaching journey

For an organization that doesn't have a clue about sales and subscribes to snake oil methods this is probably useful but for anyone else it is painfully obvious. I bought this because goldsmiths other what got you here book was awesome. Disappointed

it ws okay not great

Reading this book is a very useful "gut check" to make sure you're still practicing the behaviors that add up. Self improvement pointers were spot on.

This is a great book on upping your sales game. There is a lot of good advice in it, and you can easily apply it to a variety of disciplines.Some of my favorite quotes:On the human side of selling: "Let's simplify the human side: Your interactions with customers, regardless of what you sell, involve the combination of providing information and ensuring investment." (16)"Whereas once common sense might have counseled you to 'start paying more attention to customers,' 'stop talking about yourself so much' is now the watchword. We now frame behavioral change not in terms of perhaps 'listen more attentively' but in terms of 'stop playing with your BlackBerry while others are talking.' Most of us are geared to acknowledging the doing of something rather than its absence." (33)Chapter 6, The Habits That Can Hold You Back In Sales, is worth the price of the book alone. The 16 habits listed, if changed, can have a huge impact on how much you sell. My favorites, and ones that I need to improve on, include the failure to be present, contact without a purpose, withholding passion and energy, explaining failure, and wasting energy. Appendix B has a great summary of these habits as well, be sure and check it out.This book focuses on getting rid of bad habits to improve your sales technique, which is a nice change from the formulaic approaches often discussed in sales books. If you follow their advice and really work to remove some or all of these habits from your own life, you will see significant improvement. This is a valuable book for anyone looking to "take it to the next level." Recommended.

This is a great application of the tools presented in his first book, What Got You Here Won't Get You There. Easy to read and apply.

I discovered Marshall Goldsmith's work on coaching several years ago - and it helped me develop even further. This man is a bonafide guru on the subject. Now he has worked with two serious sales guys to apply this stuff to what sales people do. ( Do you ever feel that you were born just a few years to early? ) Boy could I have used this 15 years ago!!!!! For those of you sales people who want to make more money much easier - this is the book for you. If you are a happy Willy Loman just grinding it out, well then skip this book and move on. Just let the rest of us head on over to Presidents Club! ( lesson learned - the only person who will change you - is you.)There is a sub head - Discover the 16 habits your customers want you to give up - Man I am guilty as charged! Failure to be present Vocal filler Selling past the close Selective hearing Contact without purpose Curb qualifying Using tension as a tool One-Upping Over familiarity Withholding Passion and Energy Explaining failure Never having to say you're sorry Throwing others under the bus Propagandizing Wasting energy Obsessing over the numbersThis is a very valuable book in the salespersons and sales managers toolkit. get it, read and reread - and practise it. We do not get older - just better

Perdi o acesso ao ebook. Disse que tinha que comprar de novo!! Não entendi!!