Bill Hawkins – författare

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.

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.

Elevate Capacity AND Drive Growth Now--Without Adding Headcount Management

"As leaders, we like to think we control everything, and it''s just not true--externals now drive the business. Learn to let go, learn to bring out the best in every employee!" -- Jim Farley, Group VP Global Marketing, Sales & Service, Ford Motor Company

"One of the things we''ll look back on 30 years from now is that this no-normal world has forced a higher quality of leadership than any other era in history. Bring Out the Best in Every Employee is the ultimate leader''s handbook to that higher ground!” -- Howard Morgan, Managing Director, The Leadership Research Institute

"One Fortune organization once reported that it interviewed one million people annually, that it hired 125,000 of them--and that their net productivity gain was only 15,000 employees! This paradox demonstrates the imperative of learning how to bring out the best in every employee you have." -- C.D. "Hoop" Morgan III, founder and Chairman, The Forté Institute

"The productivity of our workforce has to rise with the times. This book is the leader''s guide to starting that process, and to stopping the self-imposed barriers of the ego." -- Chuck Sykes, President and CEO , Sykes Enterprises

"Bring Out the Best in Every Employee shows you how to expand your team''s capacity--without adding a single headcount!" -- Tim Srock, VP Human Resources, McLaren Regional Medical Center

Are You Capturing the Full Potential of Your Workforce?

With employee dissatisfaction at an all-time high and job security more tenuous than ever, today''s managers are scrambling to motivate their teams, often at great cost. If you''re like most, it has been next to impossible to elevate capacity without increasing headcount--until now.

Workplace performance experts Don Brown and Bill Hawkins have created a revolutionary approach to energizing your team.

Now you can drive growth--by targeting and empowering the right people.

Bring Out the Best in Every Employee shows you exactly how to leverage the untapped asset that''s already on your payroll. The fact is, most managers devote so much time to either high-potential or high-problem employees that they neglect the critical mass at the top of the bell curve. And they can mean the difference between surviving . . . and thriving.

This is an essential road map for any manager who wants to:

Identify and target the "core" of his or her teamDiscover what the "silent majority" of the workforce actually wantsCreate a personal, actionable engagement plan for every employeeMaster the techniques to develop the capacity of "Solid Citizens"

Most important, you''ll learn what drives today''s workforce . . . and what employees want from you in order to perform. By surveying more than 6,000 workers around the world, the authors identified what to stop, start, and continue doing to increase your return-on-leadership. Get yourself ready for honest--and sometimes shocking--feedback. Their findings will astound you and broaden your effectiveness exponentially.