Intro -- Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability -- Copyright -- Contents -- Introduction -- Part I: Accountability and You -- 1. You Are Accountable -- 2. What Is Accountability? -- 3. Linda's Story -- 4. Where Losers Languish -- The Victim -- The Finger-Pointer -- The Robbery Victim -- The Coulda-Woulda -- The Gossip -- The Should-er -- The We-We -- The Yes Man -- The Guess Man -- The Sneak -- The Not-Good-Enougher -- 5. Where Do You Live? -- 6. Choosing Your Mindset -- 7. Clarity: The Core of Accountability -- 8. Dave's Story -- 9. Taking Action -- 10. Defining Success -- 11. Accountable For, Accountable To -- 12. Do What You Need to Do -- Eleven Pearls -- 13. Fine-Print Accountability -- 14. I'm Sorry, But . . . -- Part II: Accountability and Teamwork -- 15. Own Your Compromises -- 16. The Boss of You -- 17. True Teamwork -- 18. The Contradiction -- 19. Five Levels of Teams -- 20. Eleven Behaviors -- Talk to, Not About -- Take-away -- Cancel the "Meeting After the Meeting -- Take-away -- Make Clear Agreements -- Take-away -- Know Your Place -- Take-away -- Understand Priorities -- Take-away -- Learn from Your Mistakes -- Take-away -- Define "Success -- Take-away -- Don't Rescue, Fix, and Save -- Take-away -- Hold Yourself Accountable -- Take-away -- Become "Conflict Competent -- Take-away -- Work Transparently -- Take-away -- 21. Barriers to Teamwork -- 22. Reasonable Expectations -- Part III: Accountability and Leadership -- 23. The Accountable Leader -- 24. Pain Point: Retention -- 25. Barriers to Entry -- 26. Culture Clash -- 27. Hiring Integrity -- 28. Triangle of Victimization -- 29. Understanding the Game -- 30. Pain Point: Holding Others Accountable-Or Not -- 31. Pain Point: Rescue, Fix, and Save -- 32. Pain Point: Do It My Way -- 33. Non-Negotiables -- 34. Go Ahead: Do It Your Way.

35. Pain Point: Clarity -- 36. Pain Point: I Can't Know Everything -- 37. Outcome Equals Intention -- Epilogue -- You Are Accountable -- About the Authors -- Index.

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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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.