Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability, 1st Edition

  • Published By:
  • ISBN-10: 1118461355
  • ISBN-13: 9781118461358
  • DDC: 650.1
  • Grade Level Range: 12th Grade +
  • 205 Pages | eBook
  • Original Copyright 2013 | Published/Released May 2014
  • This publication's content originally published in print form: 2013

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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, and: Exposes the key difference between top-earning sales professionals and those who struggle to make their numbers every quarter. Outlines the three critical characteristics of personal accountability: responsibility, self-empowerment, and ownership of results after the fact. Explores personal accountability from the perspective of both leaders and rank-and-file sales professionals. Shows readers the most effective way to hold themselves and others accountable.

Table of Contents

Front Cover.
Other Frontmatter.
Title Page.
Copyright Page.
1: Accountability and You.
2: You Are Accountable.
3: What Is Accountability?.
4: Linda's Story.
5: Where Losers Languish.
6: Where Do You Live?.
7: Choosing Your Mindset.
8: Clarity: The Core of Accountability.
9: Dave's Story.
10: Taking Action.
11: Defining Success.
12: Accountable for, Accountable to.
13: Do What You Need to Do.
14: Fine-Print Accountability.
15: I'm Sorry, but ….
16: Accountability and Teamwork.
17: Own Your Compromises.
18: The Boss of You.
19: True Teamwork.
20: The Contradiction.
21: Five Levels of Teams.
22: Eleven Behaviors.
23: Barriers to Teamwork.
24: Reasonable Expectations.
25: Accountability and Leadership.
26: The Accountable Leader.
27: Pain Point: Retention.
28: Barriers to Entry.
29: Culture Clash.
30: Hiring Integrity.
31: Triangle of Victimization.
32: Understanding the Game.
33: Pain Point: Holding Others Accountable—or Not.
34: Pain Point: Rescue, Fix, and Save.
35: Pain Point: Do It My Way.
36: Non-Negotiables.
37: Go Ahead: Do It Your Way.
38: Pain Point: Clarity.
39: Pain Point: I Can't Know Everything.
40: Outcome Equals Intention.
About the Authors.