What Works -- Contents -- Preface -- Introduction -- Chapter 1: On Sales -- Care -- Pipeline Comes before Sales -- Sales, Selling, and Getting Your People to Sell -- Saying No and Walking Away -- The Art of the Follow-up -- The Sales Team's Role -- The Tough Part of Sales -- Asking -- Long Sales Pitches -- If They Were Sold, It Would Be Done -- Decide for Them -- Hold Your Position -- Time to Cut the PR and Hit Them Straight -- Taking Money Is Good for Them -- It's Your Consideration or Theirs -- Sales Is a Game of Intention -- Considerations Bog Sales -- Order Taker versus Salesperson -- Two Comments on Sales -- Additional Sales Tips -- How to Fill Your Day -- Causative Sales -- Chapter 2: On Operations -- A Note on IKEA -- Fast Decisions Make Time -- Excitement Fuels a Company -- Can I? Yes. Should I? No. -- Time Is Not Your Friend, But Speed Is an Ally -- Basic Operating Basis Rules -- Getting into Communication -- Getting Organized -- Introductions -- Speed -- Client Prediction -- Chapter 3: On Focus -- Successful Principles -- Identifying the Common Denominators -- Goal Attainment -- Learn to Hate Butterflies -- Look -- Work Ethic (Hustle) -- Do It Now -- All Things to All People -- What Does It Take? -- Be Focused to Drive Statistics -- Chapter 4: On Marketing -- A Lesson from Red Bull -- Proactive versus Reactive -- Speaking Human -- Communicate to Impinge -- Focus on Help -- Why Illusions Help Solidify Sales -- Chapter 5: On Management -- Increasing Production by Defining What to Do -- Knowledge and Management -- Contraction and Expansion -- Order and Expansion -- Shed Duties -- People -- What Makes a Group -- Get Rid of Bad Apples -- Remove Nonproducers off the Line -- True and Accurate Management -- Chapter 6: On People -- Client Needs, Not Wants -- How to Handle Critical Clients -- Customers Aren't Always Right.

The Best Time to Fire Them Is Before You Hire Them -- Criticism and Considerations -- On Being Promoted -- Chapter 7: On Viewpoint -- Aim Small, Miss Small -- Busy or Disorganized -- Dreams and Goals -- Focus -- What You Did Yesterday Doesn't Matter -- Second Wind -- Isn't It a Sport? -- Be Honest with Yourself -- The Buck Stops with You -- Find Inspiration -- Staying the Course -- Dragging Decisions Is Bad Business -- Adding Time -- Decision Comes First -- Doubt -- Spend More Time Planning -- Simple Is Smart -- Write It Down -- You Have to Love Feeling Causative -- Pushing Purpose -- Making Friends -- Title versus Task -- Be a Ball Hog -- Being a Martinet about Neatness -- Manage Objectives Like LEGO Instructions -- Why You're Unique -- Don't Get Too Serious -- Genuine Interest and Care -- Damn the Torpedoes . . . They'll Swerve First -- Money Motivation and Caring about What You Do with Passion -- Know Who You Are -- Push Yourself -- Conclusion -- Acknowledgments -- About the Authors.