Where Winners Live
Book Description:
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 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
Where Winners Live shows readers the most effective way to hold themselves and others accountable.
Table of Contents
Part I: Accountability and You
Chapter 1. You Are Accountable
Chapter 2. What Is Accountability?
Chapter 3. Linda’s Story
Chapter 4. Where Losers Languish
Chapter 5. Where Do You Live?
Chapter 6. Choosing Your Mindset
Chapter 7. Clarity: The Core of Accountability
Chapter 8. Dave’s Story
Chapter 9. Taking Action
Chapter 10. Defining Success
Chapter 11. Accountable For, Accountable To
Chapter 12. Do What You Need to Do
Chapter 13. Fine-Print Accountability
Chapter 14. I’m Sorry, But . . .
Part II: Accountability and Teamwork
Chapter 15. Own Your Compromises
Chapter 16. The Boss of You
Chapter 17. True Teamwork
Chapter 18. The Contradiction
Chapter 19. Five Levels of Teams
Chapter 20. Eleven Behaviors
Chapter 21. Barriers to Teamwork
Chapter 22. Reasonable Expectations
Part III: Accountability and Leadership
Chapter 23. The Accountable Leader
Chapter 24. Pain Point: Retention
Chapter 25. Barriers to Entry
Chapter 26. Culture Clash
Chapter 27. Hiring Integrity
Chapter 28. Triangle of Victimization
Chapter 29. Understanding the Game
Chapter 30. Pain Point: Holding Others Accountable—Or Not
Chapter 31. Pain Point: Rescue, Fix, and Save
Chapter 32. Pain Point: Do It My Way
Chapter 33. Non-negotiables
Chapter 34. Go Ahead: Do It Your Way
Chapter 35. Pain Point: Clarity
Chapter 36. Pain Point: I Can’t Know Everything
Chapter 37. Outcome Equals Intention
Book Details
Hardcover: 240 pages
Publisher: Jossey-Bass (February 2013)
Language: English
ISBN-10: 1118436261
ISBN-13: 978-1118436264
