Porter / Galindo / O'Malley Where Winners Live

Sell More, Earn More, Achieve More Through Personal Accountability
1. Auflage 2013
ISBN: 978-1-118-46135-8
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 240 Seiten, E-Book

Be accountable and achieve success
Personal accountability is the secret weapon of every successfulsales professional. It is the secret weapon of Where Winners Liveco-author Dave Porter, who became the owner and CEO of BaystateFinancial Services at age 35 and grew it into a $100 million-a-yearbusiness over the next 15 years. It is the secret weapon ofWhere Winners Live co-author Linda Galindo, who transformedherself from the self-proclaimed Queen of Victims into anentrepreneur, business coach, consultant and speaker whose typicalaudience numbers 500 or more.
Like all highly accountable professionals, these authors liveWhere Winners Live, an achievement they say is available toeveryone. Written in a no-excuses tone and filled with personalstories and practical exercises, their book offers readers thenon-negotiable, high-performance behaviors of the sales trade andtried-and-true best practices for success.
* Exposes the key difference between top-earning salesprofessionals and those who struggle to make their numbers everyquarter
* Outlines the three critical characteristics of personalaccountability: responsibility, self-empowerment, and ownership ofresults after the fact
* Explores personal accountability from the perspective of bothleaders and rank-and-file sales professionals
Where Winners Live shows readers the most effective wayto hold themselves and others accountable.

Autoren/Hrsg.

Porter, Dave

Galindo, Linda

O'Malley, Sharon

Inhaltsverzeichnis

Introduction ix
Part I: Accountability and You 1
1. You Are Accountable 3
2. What Is Accountability? 7
3. Linda's Story 11
4. Where Losers Languish 15
5. Where Do You Live? 27
6. Choosing Your Mindset 31
7. Clarity: The Core of Accountability 35
8. Dave's Story 45
9. Taking Action 47
10. Defining Success 53
11. Accountable For, Accountable To 59
12. Do What You Need to Do 73
13. Fine-Print Accountability 85
14. I'm Sorry, But . . . 89
Part II: Accountability and Teamwork 95
15. Own Your Compromises 97
16. The Boss of You 101
17. True Teamwork 105
18. The Contradiction 111
19. Five Levels of Teams 115
20. Eleven Behaviors 119
21. Barriers to Teamwork 133
22. Reasonable Expectations 139
Part III: Accountability and Leadership 143
23. The Accountable Leader 145
24. Pain Point: Retention 149
25. Barriers to Entry 153
26. Culture Clash 157
27. Hiring Integrity 159
28. Triangle of Victimization 163
29. Understanding the Game 165
30. Pain Point: Holding Others Accountable--Or Not 169
31. Pain Point: Rescue, Fix, and Save 175
32. Pain Point: Do It My Way 181
33. Non-negotiables 185
34. Go Ahead: Do It Your Way 187
35. Pain Point: Clarity 195
36. Pain Point: I Can't Know Everything 199
37. Outcome Equals Intention 205
Epilogue 213
About the Authors 221
Index 224

Über Autor(innen)

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.