What Got You Here
Won't Get You There ... in Sales!

In 2007 Marshall Goldsmith published his best-seller "What Got You Here Wont’ Get You There", written as a guide for today’s manager to stopping the interpersonal habits that keep them from effectively leading their organizations. At the same time, Marshall was also part of a review board for Don Brown’s research thesis on the impact of coupling Marshall's coaching to Situational Selling training (both Marshall and Don have had the blessing of a relationship with Dr. Paul Hersey as boss, mentor, friend and significant life event). In reviewing some pretty phenomenal results in the research, Marshall brought in his partner, Bill Hawkins who spent decades managing sales organizations and asked; “Do you guys want to do a book together?"

Couple a runaway bestseller approach, with the application of Marshall’s concepts to the line level of customer influence, with subsequent interviews within fortune organizations, from major manufacturers to banking, to insurers to pharmaceuticals and healthcare, along with a literature search of sales development over the last fifty years – and for balance, add in the 100 years of first-hand experience – and you have "What Got You Here Wont’ Get You There…In Sales Either!"

Built upon the foundation of a belief in human connection (customers too have a need to connect with others, and empathy is the glue), self-determination (the customer merits a greater measure of control…the days of the driving, controlling sales person are gone) and free will (we can stop engaging in ineffective behaviors), "What Got You Here Wont’ Get You There…In Sales Either!" lets you know what you’re doing wrong, and what to do about it. We’ve taken the best of "What Got You Here Wont’ Get You There" and applied it to the very special world of customer interaction…enjoy.

Early reviews from a former Training & Development Manager,
Current VP of Global Sales on
"What Got You Here Won't Get You There - In Sales Either"

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