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Where Winners Live: Sell More, Earn More, Achieve More Through Personal Accountability
Dave Porter and Linda Galindo


9781118436264
Retail Price: $25.95
LS Price: $17.65
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Format: Hardcover, 240pp.
ISBN: 9781118436264
Publisher: Jossey-Bass
Pub. Date: February 26, 2013

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Description and Reviews
From The Publisher:

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

Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live coauthor 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 coauthor 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.

Written in a no-excuses tone and filled with illustrative personal stories and practical exercises, Where Winners Live outlines the non-negotiable behaviors of high-performing salespeople: responsibility, self-empowerment, and ownership of results.

Embrace a mindset of 100 percent personal accountability and you will:
  • 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 own performance
  • Achieve even your highest-reaching goals
  • Live Where Winners Live.
Where Winners Live can help you tap into the power of personal accountability, the secret weapon of successful people at every level, from newcomers to the sales field, to rising young stars, to high-earning professionals, to aspiring leaders, to CEOs.



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Reviews

"Galindo and Porter's direct, no-nonsense approach brings to life the practical success strategies we have heard or seen before but often fail to execute. Using examples of accountable leaders at varying levels in their organizations, Where Winners Live motivates and instructs readers on how to maximize their full potential by being accountable. This is a good read for both experienced leaders and young professionals looking to grow in their careers."
—Alfonzo D. Alexander, president of the Center for the Public Trust, National Association of State Boards of Accountancy


"Linda Galindo and Dave Porter clearly explain that the secret weapon for success in business and in life is personal accountability. Where Winners Live is a must-read for leaders and managers who are responsible for results in today's uncertain economy. If you are willing to open your mind to 100 percent personal accountability and start living Where Winners Live, this book is for you."
—W. David Rook, CPA, partner in charge of firm assurance and advisory services, Weaver and Tidwell, LLP


"Linda Galindo's first book, The 85% Solution, transformed our management team at CALSTAR to be honest and more effective. Her new book with Dave Porter, Where Winners Live, defines personal accountability for financial service professionals so they can decide how and where they want to 'live.'"
—Lynn D. Malmstrom, president and CEO, California Shock Trauma Air Rescue (CALSTAR)


"People starting their careers, all salespeople, and the rest of us who are not getting the results we want should read Where Winners Live. In fact, don't just read the book. Live the life and enjoy your newfound success."
—Marc Kozin, former president, L.E.K. Consulting, LLC


 
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About 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
Part 1: Accountability and You
1You Are Accountable
2What Is Accountability?
3Linda’s Story
4Where Losers Languish
5Where Do You Live?
6Choosing Your Mindset
7Clarity: The Core of Accountability
8Dave’s Story
9Taking Action
10Defining Success
11Accountable For, Accountable To
12Do What You Need to Do
13Fine-Print Accountability
14I’m Sorry, But. . .
 
Part 2: Accountability and Teamwork
15Own Your Compromises
16The Boss of You
17True Teamwork
18The Contradiction
19Five Levels of Teams
2011 Behaviors
21Barriers to Teamwork
22Reasonable Expectations
 
Part 3: Accountability and Leadership
23The Accountable Leader
24Pain Point: Retention
25Barriers to Entry
26Culture Clash
27Hiring Integrity
28Triangle of Victimization
29Understanding the Game
30Pain Point: Holding Others Accountable—Or Not
31Pain Point: Rescue Fix and Save
32Pain Point: Do It My Way
33Non-Negotiables
34Go Ahead: Do It Your Way
35Pain Point: Clarity
36Pain Point: I Can’t Know Everything
27Outcome Equals Intention
 
Epilogue
About the Authors



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