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



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

Dave Porter, Linda Galindo, Sharon O'Malley (With)

ISBN: 978-1-118-46135-8 February 2013 Jossey-Bass 240 Pages


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.

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