|
No. |
Title |
Length |
| 1. |
Dedication / Acknowledgments |
2:49 |
| 2. |
Definitions |
0:20 |
| 3. |
Introduction |
3:36 |
| 4. |
Leading or Yielding |
1:49 |
| 5. |
Paradox of Success |
6:35 |
| 6. |
Principle 1: Remember Your Purpose |
7:11 |
| 7. |
Principle 2: Be a Sales Pro First |
5:54 |
| 8. |
Principle 3: Master the Sales Process |
4:03 |
| 9. |
Principle 4: Be the Sherpa |
2:41 |
| 10. |
Principle 5: Coach, Don't Manage |
3:43 |
| 11. |
Principle 6: Be On Offense |
4:50 |
| 12. |
Principle 7: Be The 66% |
5:09 |
| 13. |
Principle 8: Live By the Formula for Success |
6:18 |
| 14. |
Principle 9: Prepare for the What Ifs |
3:55 |
| 15. |
Principle 10: Declare Who You Are |
5:52 |
| 16. |
Principle 11: Have Standards of Performance |
4:15 |
| 17. |
Principle 12: Set Expectations Early and Often |
4:23 |
| 18. |
Principle 13: Huddle Up |
3:34 |
| 19. |
Principle 14: Revere Sales |
4:33 |
| 20. |
Principle 15: Communicate to Sell Your "Product" |
3:35 |
| 21. |
Principle 16: Earn Respect |
6:29 |
| 22. |
Principle 17: Respect Their Bucket of Knowledge |
3:51 |
| 23. |
Principle 18: Get Permission |
7:21 |
| 24. |
Principle 19: Use Negative Situations to Get Permission |
3:13 |
| 25. |
Principle 20: Understand Why Your People Are Who They Are and Do What They Do |
2:55 |
| 26. |
Principle 21: Understand Your Team's Programming |
7:33 |
| 27. |
Principle 22: Inspire the Best |
3:42 |
| 28. |
Principle 23: Know Your People |
3:41 |
| 29. |
Principle 24: Know the Why Behind Their Goal |
3:38 |
| 30. |
Principle 25: Three Whys Deep |
7:15 |
| 31. |
Principle 26: Approach Coaching Sessions With Childlike Curiosity |
2:26 |
| 32. |
Principle 27: Ask Better Questions |
5:28 |
| 33. |
Principle 28: Get Tactical |
4:58 |
| 34. |
Principle 29: Be Specific, Specific, Specific |
5:34 |
| 35. |
Principle 30: Say What You Mean, Mean What You Say |
5:59 |
| 36. |
Principle 31: Strike a Balance |
6:01 |
| 37. |
Principle 32: Have No Fear of Conflict |
7:09 |
| 38. |
Principle 33: Use Stories to Communicate |
3:18 |
| 39. |
Principle 34: Be Vulnerable |
3:01 |
| 40. |
Principle 35: Test Their Instincts; Then Teach the Gap |
4:07 |
| 41. |
Principle 36: Teach Until They Get It Right |
5:30 |
| 42. |
Principle 37: Coach Timing |
5:55 |
| 43. |
Principle 38: Coach the D.T.R |
3:17 |
| 44. |
Principle 39: Intro |
4:27 |
| 45. |
Principle 39: Spend 5% of Your Time Coaching Circumstances |
8:39 |
| 46. |
Principle 40: Spend 5% of Your Time Coaching Results |
5:29 |
| 47. |
Principle 41: Spend 10% of Your Time Coaching Activities |
5:44 |
| 48. |
Principle 42: Spend 15% of Your Time Coaching the Process |
5:33 |
| 49. |
Principle 43: Spend 15% of Your Time Coaching the Presentation |
5:54 |
| 50. |
Principle 44: Spend 50% of Your Time Coaching the People Side |
3:19 |
| 51. |
Principle 45: Dig Down Deep |
3:30 |
| 52. |
Principle 46: Coach the Want to |
3:45 |
| 53. |
Principle 47: Expand Their Comfort Zone |
3:04 |
| 54. |
Principle 48: Teach at an Inch Wide, Mile Deep |
3:30 |
| 55. |
Principle 49: Change Perspective |
4:16 |
| 56. |
Principle 50: Lock on, Lock out |
3:46 |
| 57. |
Principle 51: Expect More, Get More |
3:26 |
| 58. |
Principle 52: Provide Objective Reality |
3:24 |
| 59. |
Principle 53: Create Self-Assurance |
6:37 |
| 60. |
Principle 54: Celebrate Effort |
3:26 |
| 61. |
Principle 55: Celebrate X-Factor Sales |
2:47 |
| 62. |
Principle 56: Focus on What's Improved |
3:34 |
| 63. |
Principle 57: Avoid the Experience Trap |
3:50 |
| 64. |
Principle 58: Always Top Grade |
4:39 |
| 65. |
Principle 59: Hire the X Factor |
3:44 |
| 66. |
Principle 60: Hire Based on the Assumption That It's as Good as It's Gonna Get |
2:50 |
| 67. |
Principle 61: Encourage a Growth Mindset |
4:46 |
| 68. |
Principle 62: Create an Achievement Drive System |
2:24 |
| 69. |
Principle 63: Give Team Members an Opportunity to Learn and Grow |
3:33 |
| 70. |
Principle 64: Create the X-Factor Revolution |
3:56 |
| 71. |
Principle 65: Teach Cultural Alignment |
4:46 |
| 72. |
Principle 66: Trump Logic With Passion |
3:06 |
| 73. |
Principle 67: Increase the X-Factor Advantage |
2:56 |
| 74. |
Principle 68: Retain Good People |
2:57 |
| 75. |
Principle 69: Model the X-Factor Mindset |
2:46 |
| 76. |
Principle 70: Bring It |
3:34 |
| 77. |
Principle 71: Overcome Success Disease |
4:32 |
| 78. |
Principle 72: Hold Yourself Accountable |
3:12 |
| 79. |
Principle 73: Hold Your People Accountable |
4:27 |
| 80. |
Principle 74: Revere Criticism |
2:03 |
| 81. |
Principle 75: Give Roots and Wings |
4:38 |
