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

Overview

A mindset of 100 percent accountability means acknowledging,believing, and acting on the fact that you, and you alone, are 100percent responsible for your own successes, opportunities, andhappiness. It means you blame nobody for anything. You pointfingers at no one. You find no fault. You feel no guilt. You simplyown your choices and every outcome of those choices—good andbad.

Personal accountability is the secret weapon of every successfulsales professional. It is the secret ...

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Overview

A mindset of 100 percent accountability means acknowledging,believing, and acting on the fact that you, and you alone, are 100percent responsible for your own successes, opportunities, andhappiness. It means you blame nobody for anything. You pointfingers at no one. You find no fault. You feel no guilt. You simplyown your choices and every outcome of those choices—good andbad.

Personal accountability is the secret weapon of every successfulsales professional. It is the secret weapon of Where WinnersLive coauthor Dave Porter, who became the owner and CEO ofBaystate Financial Services at age 35 and grew it into a $100million-a-year business over the next 15 years. It is the secretweapon of Where Winners Live coauthor Linda Galindo, whotransformed herself from the self-proclaimed Queen of Victims intoan entrepreneur, business coach, consultant, and speaker whosetypical audience numbers 500 or more.

Written in a no-excuses tone and filled with illustrativepersonal stories and practical exercises, Where Winners Liveoutlines the non-negotiable behaviors of high-performingsalespeople: responsibility, self-empowerment, and ownership ofresults.

Embrace a mindset of 100 percent personal accountability and youwill:

  • Sell more and earn more money
  • Save time and alleviate stress
  • Keep your clients happier
  • Work better with colleagues and bosses
  • Be more satisfied with your job and with your ownperformance
  • Achieve even your highest-reaching goals
  • Live Where Winners Live.

Where Winners Live can help you tap into the power ofpersonal accountability, the secret weapon of successful people atevery level, from newcomers to the sales field, to rising youngstars, to high-earning professionals, to aspiring leaders, toCEOs.

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Product Details

  • ISBN-13: 9781118436264
  • Publisher: Wiley
  • Publication date: 3/5/2013
  • Edition number: 1
  • Pages: 240
  • Sales rank: 1,409,920
  • Product dimensions: 6.30 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

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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Table of Contents

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

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