
Step Up!
Description
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Making it big in business today means never staying satisfied with things as they are. You must always look to the future. After all, it's a guarantee that your competition has stepped up, so why wouldn't you?
In Step Up! Daniel Grissom explains the six vital steps to business success. He identifies critical challenges facing sellers-and the streetwise strategies for overcoming them. He shows you how to work smarter, not harder, and even includes a collection of "classic quotes" from other leaders in the field of excellence.
The rich content of this unique guide is the result of many years of research, interviews and personal experience. So, the advice is not mere theory ... it's the real deal on results!
Are you ready to kick your company to the next level? Then get ready to Step Up!
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Person
Content
- Intro
- Cover
- Title
- Copyright
- Dedication
- Foreword
- About the Author
- Introduction
- Table of Contents
- Part I: The Results Challenge
- The Results Challenge
- The Market Forces
- Challenge # 1 - Radical Change
- Challenge # 2 - Commoditization
- Challenge # 3 - Hiring Top Talent
- The Market Has Stepped Up, Should You?
- Money or Excuses?
- Modify or Magnify?
- The Acronym for Excellence
- Part II: The Business Solution
- Step 1 - Raise Your Standards
- Personal Excellence
- The Purpose of Selling
- Achieving Sales Excellence
- Raise Your Game
- The Tiger in Your Eye
- The Pursuit of Excellence
- See It. Believe It. Achieve It.
- Defy the Odds. Set a New Standard.
- The Attitude of Excellence
- Leadership Commitment
- Excellence and Obstacles
- Organizational Excellence
- Top vs. Average Performers
- Key Action Steps
- Step 2 - Identify Your Talents
- Surrender to Your Passion
- Personal Passion
- The DNA for Results
- If Your Job Could Talk
- The Uncommon Denominator
- Hiring Top Talent
- Top Talent Turbulence
- Blind Spots
- I Quit, But You're Still Paying Me!
- Right Person. Right Job. Bad Fit?
- Organizational DNA
- Major League Lessons
- Look Below the Surface
- How to Hire Top Talent
- Performance Reviews
- Top vs. Average Performers
- Key Action Steps
- Step 3 - Consistent Self-Evaluation
- The King of Evaluations
- Personal Evaluation
- Questions Are the Answer
- Evaluate Your Communication
- The Core Question
- Quality of Questions
- The Results Gap
- The DNA of Good Decision-Making
- Excellence in Evaluations
- Speed of Opportunity
- Results-Driven Leaders
- Mind Your Business
- The Filter Factor
- The Master Keys
- Top vs. Average Performers
- Key Action Steps
- Step 4 - Proper Preparation
- Personal Preparation
- Achieving TIP TOP Results
- Pre-call Planning
- The Results Cycle
- Prepare to Win
- Slow Down to Speed Up
- Lessons From the Lumberjacks
- Action Plans
- The Power of Planning
- Set Demanding Goals
- Mental Readiness
- Building Mental Muscles
- Time Management Tips
- The Challenge of Change
- S.E.E. the Future
- Top vs. Average Performers
- Key Action Steps
- Step 5 - Unleash Your Potential
- Personal Power
- The Law of Attraction
- Sales Mastery
- Self Mastery
- The Psychology of Winning
- The Key is Confidence
- Play to Win!
- Divide or Multiply?
- Excellence in Execution
- The Knowing-Doing Gap
- You Could. You Should. But Don't?
- You Could. You Should. And You Did!
- Top vs. Average Performers
- Key Action Steps
- Step 6 - Invest in Coaching
- Personal Coaching
- Thin. Act. Win!
- The Business Case for Coaching
- Invest Now or Pay Later?
- The Fortune Is in the Follow-Up
- The Leadership Challenge
- Excellence in Leadership
- The 1% Difference
- The Leadership Solution
- The Winner Within
- Championship Coaching
- Culture of Coaching
- Hire Winners
- Who to Coach?
- What to Coach?
- How to Coach
- Code of Conduct
- Top vs. Average Performers
- Key Action Steps
- Part III: The Final Conclusions
- Are You the CEO?
- Job Security
- The Value of Discipline
- Earn Your PhD in Results
- The Results Iceberg
- Traditional Training
- The STEP UP!
- Improve Training R.O.I.
- Insights Into Excellence
- The Challenge from Within
- Rise to the Challenge
- Mama Was Right!
- Special Report
- Why Do Bad Things Happen to Good Training Programs?
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Copy protection: Watermark-DRM (Digital Rights Management)
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