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

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John Wiley & Sons, Feb 6, 2013 - Business & Economics - 240 pages
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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.

 

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Contents

Introduction
What Is Accountability?
Where Losers Languish
Where Do You Live?
Daves Story
Taking Action
Defining Success
Accountable For Accountable
Five Levels of Teams
Eleven Behaviors Talk to Not About
Cancel the Meeting After the Meeting
Make Clear Agreements
Barriers to Teamwork
Culture Clash
Pain Point Rescue Fix and Save
Pain Point Do It My

Do What You Need to
Eleven Pearls
FinePrint Accountability
Im Sorry But P llA n ili nT mwrk
Own Your Compromises
The Boss of
True Teamwork
The Contradiction
Nonnegotiables
Go Ahead Do It Your
Pain Point Clarity
Pain Point Cant Know Everything Chapter 37 Outcome Equals Intention
Epilogue About the Authors
Index
Copyright

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About the author (2013)

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.

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