Where Winners Live

Sell More, Earn More, Achieve More Through Personal Accountability

Inbunden, Engelska, 2013

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Beskrivning

Be accountable and achieve success Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live co-author Dave Porter, who became the owner and CEO of Baystate Financial Services at age 35 and grew it into a $100 million-a-year business over the next 15 years. It is the secret weapon of Where Winners Live co-author Linda Galindo, who transformed herself from the self-proclaimed Queen of Victims into an entrepreneur, business coach, consultant and speaker whose typical audience numbers 500 or more.Like all highly accountable professionals, these authors live Where Winners Live, an achievement they say is available to everyone. Written in a no-excuses tone and filled with personal stories and practical exercises, their book offers readers the non-negotiable, high-performance behaviors of the sales trade and tried-and-true best practices for success. Exposes the key difference between top-earning sales professionals and those who struggle to make their numbers every quarterOutlines the three critical characteristics of personal accountability: responsibility, self-empowerment, and ownership of results after the factExplores personal accountability from the perspective of both leaders and rank-and-file sales professionalsWhere Winners Live shows readers the most effective way to hold themselves and others accountable.

Produktinformation

Utgivningsdatum:2013-04-05
Mått:160 x 236 x 23 mm
Vikt:422 g
Format:Inbunden
Språk:Engelska
Antal sidor:240
Förlag:John Wiley & Sons Inc
ISBN:9781118436264

Utforska kategorier

Företagsekonomi inom Ekonomi och Ledarskap

Mer om författaren

Dave Porter is the president and CEO of Baystate Financial Services, one of New England's most prestigious financial service firms. He was named one of Boston's Most Admired CEOs in 2011 by the Boston Business Journal which also has ranked Baystate as one of Boston's Best Places to Work. Linda Galindo is a consultant, keynote speaker, leadership development facilitator, executive coach, and president of Galindo Consulting Inc. She has been named a Woman Business Owner of the Year by the National Association of Women Business Owners, and is author of two books as well as a training package based on her book The 85% Solution. She is regularly quoted in periodicals, including Investor's Business Daily, Forbes, and Leader to Leader. Sharon O'Malley is a writer, editor, consultant, and adjunct faculty member at the Philip Merrill College of Journalism, University of Maryland.

Innehållsförteckning

Introduction ixPart I: Accountability and You 11. You Are Accountable 32. What Is Accountability? 73. Linda’s Story 114. Where Losers Languish 155. Where Do You Live? 276. Choosing Your Mindset 317. Clarity: The Core of Accountability 358. Dave’s Story 459. Taking Action 4710. Defining Success 5311. Accountable For, Accountable To 5912. Do What You Need to Do 7313. Fine-Print Accountability 8514. I’m Sorry, But . . . 89Part II: Accountability and Teamwork 9515. Own Your Compromises 9716. The Boss of You 10117. True Teamwork 10518. The Contradiction 11119. Five Levels of Teams 11520. Eleven Behaviors 11921. Barriers to Teamwork 13322. Reasonable Expectations 139Part III: Accountability and Leadership 14323. The Accountable Leader 14524. Pain Point: Retention 14925. Barriers to Entry 15326. Culture Clash 15727. Hiring Integrity 15928. Triangle of Victimization 16329. Understanding the Game 16530. Pain Point: Holding Others Accountable—Or Not 16931. Pain Point: Rescue, Fix, and Save 17532. Pain Point: Do It My Way 18133. Non-negotiables 18534. Go Ahead: Do It Your Way 18735. Pain Point: Clarity 19536. Pain Point: I Can’t Know Everything 19937. Outcome Equals Intention 205Epilogue 213About the Authors 221Index 224