What Got You Here Won t Get You There

Author: Marshall Goldsmith
Publisher: Profile Books
ISBN: 9781847651310
Release Date: 2010-09-03
Genre: Self-Help

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 How Successful Salespeople Take it to the Next Level

Author: Marshall Goldsmith
Publisher: McGraw Hill Professional
ISBN: 9780071774468
Release Date: 2011-09-09
Genre: Business & Economics

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.

Triggers

Author: Marshall Goldsmith
Publisher: Crown Pub
ISBN: 9780804141239
Release Date: 2015
Genre: Business & Economics

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.

Taking Your Church to the Next Level

Author: Gary L. McIntosh
Publisher: Baker Books
ISBN: 9781441210852
Release Date: 2009-09-01
Genre: Religion

All local churches experience a predictable life cycle of growth and decline. But if a church is on a downward trend, how can it turn around? Taking Your Church to the Next Level explains the impact of age and size on churches and outlines the improvements that must be made at each point for a church to remain fruitful and faithful to its mission. McIntosh deftly describes the cycles of fruitfulness and the importance of continual improvement to diminish destructive forces that keep a congregation from its mission. Church leaders, pastors, and all who care about the church and desire to see it experience biblical growth will benefit from the sage wisdom offered in these pages.

Drive

Author: Daniel H. Pink
Publisher: Penguin
ISBN: 1101524383
Release Date: 2011-04-05
Genre: Business & Economics

Forget everything you thought you knew about how to motivate people—at work, at school, at home. It's wrong. As Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others) explains in his paradigm-shattering book Drive, the secret to high performance and satisfaction in today's world is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of our lives. He demonstrates that while the old-fashioned carrot-and-stick approach worked successfully in the 20th century, it's precisely the wrong way to motivate people for today's challenges. In Drive, he reveals the three elements of true motivation: *Autonomy—the desire to direct our own lives *Mastery—the urge to get better and better at something that matters *Purpose—the yearning to do what we do in the service of something larger than ourselves Along the way, he takes us to companies that are enlisting new approaches to motivation and introduces us to the scientists and entrepreneurs who are pointing a bold way forward. Drive is bursting with big ideas—the rare book that will change how you think and transform how you live.

Mojo

Author: Marshall Goldsmith
Publisher: Profile Books
ISBN: 9781847652157
Release Date: 2010-12-09
Genre: Self-Help

The follow-up to global bestseller What Got You Here Won't Get You There (the Amazon.com no.1 bestseller for 2007 on Leading People) addresses the vital phases of gaining mojo (tough), maintaining it (tougher) and recapturing it after you lose it (toughest of all, but not impossible) This is vital in any competitive arena, whether business, sport or politics. Goldsmith draws on new research, as well as his extensive experience with corporate teams and top executives, to provide compelling case studies throughout. Readers will learn the 26 powers that are within us all and will come away with a new, hyper-effective technique to define, track and ensure future success for themselves and their organisations. Goldsmith's one-on-one training usually comes with a six-figure price tag. Now his advice is available without the hefty fee.

The New Leader s 100 Day Action Plan

Author: George B. Bradt
Publisher: John Wiley & Sons
ISBN: 9781119223252
Release Date: 2016-01-20
Genre: Business & Economics

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.

How Women Rise

Author: Sally Helgesen
Publisher: Hachette Books
ISBN: 9780316440103
Release Date: 2018-04-10
Genre: Business & Economics

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.

One Size Doesn t Fit All

Author: Gary L. McIntosh
Publisher: Revell
ISBN: 9780800756994
Release Date: 1999-08-01
Genre: Religion

Different churches grow in different ways. This book will help you figure out your church's orientation and show the way to healthy growth.

Your Brain at Work

Author: David Rock
Publisher: Harper Collins
ISBN: 0061943541
Release Date: 2009-10-06
Genre: Business & Economics

In Your Brain at Work, David Rock takes readers inside the heads—literally—of a modern two-career couple as they mentally process their workday to reveal how we can better organize, prioritize, remember, and process our daily lives. Rock, the author of Quiet Leadership and Personal Best, shows how it’s possible for this couple, and thus the reader, not only to survive in today’s overwhelming work environment but succeed in it—and still feel energized and accomplished at the end of the day.

Shantaram

Author: Gregory David Roberts
Publisher: St. Martin's Press
ISBN: 1429908270
Release Date: 2004-10-13
Genre: Fiction

"It took me a long time and most of the world to learn what I know about love and fate and the choices we make, but the heart of it came to me in an instant, while I was chained to a wall and being tortured." So begins this epic, mesmerizing first novel by Gregory David Roberts, set in the underworld of contemporary Bombay. Shantaram is narrated by Lin, an escaped convict with a false passport who flees maximum security prison in Australia for the teeming streets of a city where he can disappear. Accompanied by his guide and faithful friend, Prabaker, the two enter Bombay's hidden society of beggars and gangsters, prostitutes and holy men, soldiers and actors, and Indians and exiles from other countries, who seek in this remarkable place what they cannot find elsewhere. As a hunted man without a home, family, or identity, Lin searches for love and meaning while running a clinic in one of the city's poorest slums, and serving his apprenticeship in the dark arts of the Bombay mafia. The search leads him to war, prison torture, murder, and a series of enigmatic and bloody betrayals. The keys to unlock the mysteries and intrigues that bind Lin are held by two people. The first is Khader Khan: mafia godfather, criminal-philosopher-saint, and mentor to Lin in the underworld of the Golden City. The second is Karla: elusive, dangerous, and beautiful, whose passions are driven by secrets that torment her and yet give her a terrible power. Burning slums and five-star hotels, romantic love and prison agonies, criminal wars and Bollywood films, spiritual gurus and mujaheddin guerrillas---this huge novel has the world of human experience in its reach, and a passionate love for India at its heart. Based on the life of the author, it is by any measure the debut of an extraordinary voice in literature.

What If

Author: Randall Munroe
Publisher: Houghton Mifflin Harcourt
ISBN: 9780544272996
Release Date: 2014-09-02
Genre: Humor

The creator of the incredibly popular webcomic xkcd presents his heavily researched answers to his fans' oddest questions, including “What if I took a swim in a spent-nuclear-fuel pool?” and “Could you build a jetpack using downward-firing machine guns?” 100,000 first printing.

Feedforward

Author: Marshall Goldsmith
Publisher:
ISBN: 1939418003
Release Date: 2012-11-15
Genre: Communication in management

This short comic of Feedforward will eliminate your usage of feedback which rehashes a past that cannot be changed, and will encourage you to spend your time giving Feedforward to create the future.

Reinforcements

Author: Heidi Grant
Publisher: Harvard Business Press
ISBN: 9781633692367
Release Date: 2018-06-12
Genre: Business & Economics

Imagine walking up to a stranger on the subway and asking them for their seat. What about asking a random person on the street if you could borrow their phone? If the idea makes you squeamish, you're not alone--social psychologists have found that doing these very things makes most of us almost unbearably uncomfortable. But here's the funny thing: even though we hate to ask for help, most people are wired to be helpful. And that's a good thing, because every day in the modern, uber-collaborative workplace, we all need to know when and how to call in the cavalry. However, asking people for help isn't intuitive; in fact, a lot of our instincts are wrong. As a result, we do a poor job of calling in the reinforcements we need, leaving confused or even offended colleagues in our wake. This pragmatic book explains how to get it right. With humor, insight, and engaging storytelling, Heidi Grant, PhD, describes how to elicit helpful behavior from your friends, family, and colleagues--in a way that leaves them feeling genuinely happy to lend a hand. Whether you're a first-time manager or a seasoned leader, getting people to pitch in is what leadership is. Fortunately, people have a natural instinct to help other human beings; you just need to know how to channel this urge into what it is you specifically need them to do. It's not manipulation. It's just management.