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Songs (81)
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Dedication / Acknowledgments
Definitions
Introduction
Leading or Yielding
Paradox of Success
Principle 1: Remember Your Purpose
Principle 2: Be a Sales Pro First
Principle 3: Master the Sales Process
Principle 4: Be the Sherpa
Principle 5: Coach, Don't Manage
Principle 6: Be On Offense
Principle 7: Be The 66%
Principle 8: Live By the Formula for Success
Principle 9: Prepare for the What Ifs
Principle 10: Declare Who You Are
Principle 11: Have Standards of Performance
Principle 12: Set Expectations Early and Often
Principle 13: Huddle Up
Principle 14: Revere Sales
Principle 15: Communicate to Sell Your "Product"
Principle 16: Earn Respect
Principle 17: Respect Their Bucket of Knowledge
Principle 18: Get Permission
Principle 19: Use Negative Situations to Get Permission
Principle 20: Understand Why Your People Are Who They Are and Do What They Do
Principle 21: Understand Your Team's Programming
Principle 22: Inspire the Best
Principle 23: Know Your People
Principle 24: Know the Why Behind Their Goal
Principle 25: Three Whys Deep
Principle 26: Approach Coaching Sessions With Childlike Curiosity
Principle 27: Ask Better Questions
Principle 28: Get Tactical
Principle 29: Be Specific, Specific, Specific
Principle 30: Say What You Mean, Mean What You Say
Principle 31: Strike a Balance
Principle 32: Have No Fear of Conflict
Principle 33: Use Stories to Communicate
Principle 34: Be Vulnerable
Principle 35: Test Their Instincts; Then Teach the Gap
Principle 36: Teach Until They Get It Right
Principle 37: Coach Timing
Principle 38: Coach the D.T.R
Principle 39: Intro
Principle 39: Spend 5% of Your Time Coaching Circumstances
Principle 40: Spend 5% of Your Time Coaching Results
Principle 41: Spend 10% of Your Time Coaching Activities
Principle 42: Spend 15% of Your Time Coaching the Process
Principle 43: Spend 15% of Your Time Coaching the Presentation
Principle 44: Spend 50% of Your Time Coaching the People Side
Principle 45: Dig Down Deep
Principle 46: Coach the Want to
Principle 47: Expand Their Comfort Zone
Principle 48: Teach at an Inch Wide, Mile Deep
Principle 49: Change Perspective
Principle 50: Lock on, Lock out
Principle 51: Expect More, Get More
Principle 52: Provide Objective Reality
Principle 53: Create Self-Assurance
Principle 54: Celebrate Effort
Principle 55: Celebrate X-Factor Sales
Principle 56: Focus on What's Improved
Principle 57: Avoid the Experience Trap
Principle 58: Always Top Grade
Principle 59: Hire the X Factor
Principle 60: Hire Based on the Assumption That It's as Good as It's Gonna Get
Principle 61: Encourage a Growth Mindset
Principle 62: Create an Achievement Drive System
Principle 63: Give Team Members an Opportunity to Learn and Grow
Principle 64: Create the X-Factor Revolution
Principle 65: Teach Cultural Alignment
Principle 66: Trump Logic With Passion
Principle 67: Increase the X-Factor Advantage
Principle 68: Retain Good People
Principle 69: Model the X-Factor Mindset
Principle 70: Bring It
Principle 71: Overcome Success Disease
Principle 72: Hold Yourself Accountable
Principle 73: Hold Your People Accountable
Principle 74: Revere Criticism
Principle 75: Give Roots and Wings
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