-
The Work Before the Work
- The Hidden Habits Elite Sales Professionals Use to Outperform the Competition
- Narrado por: Paul M Caffrey, Phil M Jones
- Duración: 4 h y 56 m
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Resumen del Editor
Discover the six hidden habits of elite sales performers
Have you ever wondered why some sales professionals consistently win year after year, while others have peaks and valleys—or simply fail to ever reach their true potential?
Sure, hard work, dedicated effort, product knowledge, and an attractive personality (and even knowing exactly what to say) can all help with success in sales. And almost anyone who’s reached elite sales performance status has all of these—but it’s not enough to explain how they do it.
In The Work Before the Work, leading sales professionals Paul M. Caffrey and Phil M. Jones reveal the six hidden habits that set sales superstars apart, and how to unlock them in yourself. But be advised: You will find approximately zero “hacks”, and not a single “trick” in these minutes. And at no point will you discover a “hidden secret”.
Instead, you’ll discover the meticulous thinking, questioning, and preparation that the best of the best practice unconsciously, and learn how to ritualize your sales preparation so you, too, can join their ranks. Think of it as a road map that gives you a fair advantage in almost every selling situation—akin to the ability to start a soccer match with a three-goal advantage, a tennis match already a set-up, or a marathon at the eight-mile marker.
Whether you’re prospecting, selling, or looking for your next promotion, you’ll achieve it, and more, when you learn to do The Work Before the Work.
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Sales Leadership
- The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence, and Exceed Your Business Goals
- De: Keith Rosen MCC
- Narrado por: Keith Rosen MCC
- Duración: 11 h y 12 m
- Versión completa
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General4.5 out of 5 stars 36
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Narración:4.5 out of 5 stars 30
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Historia4.5 out of 5 stars 31
What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
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3 out of 5 stars
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Link to collateral mentioned in the book was dead
- De Gina Godsey en 01-22-19
De: Keith Rosen MCC
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Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- De: Jill Konrath
- Narrado por: Joyce Bean
- Duración: 5 h y 14 m
- Versión completa
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General4 out of 5 stars 76
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Narración:4 out of 5 stars 66
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Historia4 out of 5 stars 66
Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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5 out of 5 stars
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Practical and insightful
- De Locke en 08-27-15
De: Jill Konrath
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Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- De: Brian Signorelli
- Narrado por: Kevin Stillwell
- Duración: 7 h y 14 m
- Versión completa
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General4.5 out of 5 stars 46
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Narración:4.5 out of 5 stars 39
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Historia4.5 out of 5 stars 39
Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
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1 out of 5 stars
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Should be titled sales and sales management 101
- De James en 12-11-23
De: Brian Signorelli
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Strategize to WIN
- The New Way to Start out, Step up, or Start Over in Your Career
- De: Carla A. Harris
- Narrado por: Carla A. Harris
- Duración: 8 h y 3 m
- Versión completa
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General4.5 out of 5 stars 215
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Narración:4.5 out of 5 stars 178
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Historia4.5 out of 5 stars 175
The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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5 out of 5 stars
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The advice gets stronger with each chapter!!
- De A. G. en 05-05-17
De: Carla A. Harris
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- De: Ram Charan, Geri Willigan
- Narrado por: Bob Reed
- Duración: 5 h y 48 m
- Versión completa
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General4.5 out of 5 stars 65
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Narración:4.5 out of 5 stars 55
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Historia4.5 out of 5 stars 55
Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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4 out of 5 stars
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- De Niel en 06-23-19
De: Ram Charan, y otros
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 9 m
- Versión completa
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General4.5 out of 5 stars 308
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Narración:4.5 out of 5 stars 266
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Historia4.5 out of 5 stars 265
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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4 out of 5 stars
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gems buried in fluff
- De Andrey Norin en 04-13-18
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- De: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrado por: Brian Holsopple
- Duración: 5 h y 17 m
- Versión completa
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General4.5 out of 5 stars 38
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Narración:4.5 out of 5 stars 34
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Historia4.5 out of 5 stars 35
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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5 out of 5 stars
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Sales leadership 101
- De Sole Trades en 08-29-20
De: James M. Kouzes, y otros
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- De: Mark Hunter CSP
- Narrado por: Sean Pratt
- Duración: 6 h y 10 m
- Versión completa
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General4.5 out of 5 stars 370
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Narración:4.5 out of 5 stars 315
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Historia4.5 out of 5 stars 311
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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3 out of 5 stars
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recycles a lot of common info
- De roland en 04-18-17
De: Mark Hunter CSP
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- De: Roger Connors, Tom Smith
- Narrado por: Lloyd James
- Duración: 9 h y 53 m
- Versión completa
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General4 out of 5 stars 96
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Narración:4 out of 5 stars 61
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Historia4.5 out of 5 stars 61
Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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1 out of 5 stars
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HELP - How Can I Get The Lost Hours Back ?
- De Mike en 09-23-09
De: Roger Connors, y otros
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Who
- The A Method for Hiring
- De: Geoff Smart, Randy Street
- Narrado por: Patrick Lawlor
- Duración: 4 h y 47 m
- Versión completa
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General4.5 out of 5 stars 1,478
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Narración:4.5 out of 5 stars 1,207
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Historia4.5 out of 5 stars 1,197
Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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4 out of 5 stars
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Great book but need PDF of Scorecard material
- De Nancy Walsh en 10-17-12
De: Geoff Smart, y otros
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Prove It
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Your brand is on trial—here’s how to win your case. You know your company is amazing. You say your company is amazing. But why should your customers believe you? In a crowded consumer courtroom full of shady advertisers all claiming to be the best, the fastest, the most caring, your brand is literally on trial—and that means you better deliver the proof.
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5 out of 5 stars
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Proved…
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Exactly What to Say: For Real Estate Agents
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In Exactly What to Say: For Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you. Imagine what it is going to feel like knowing exactly what to say when it matters the most.
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5 out of 5 stars
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excellent read for Realtors
- De phoebe en 11-17-19
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Finding ways to express yourself effectively in tense situations, from negotiations with a potential client to thorny discussions with a colleague, is the key to career success. In this workshop, communications expert Phil Jones shares how three key traits - curiosity, empathy, and courage - have the power to transform any encounter into a meaningful conversation and getting what you want. You'll explore excerpts from three surprising titles that forever changed how Phil approaches complex conversations....
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1 out of 5 stars
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Exactly what I was looking for
- De Anonymous User en 01-06-19
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- De Bryan Eisenberg en 02-11-19
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Prove It
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General4.5 out of 5 stars 7
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Narración:5 out of 5 stars 5
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Historia4.5 out of 5 stars 5
Your brand is on trial—here’s how to win your case. You know your company is amazing. You say your company is amazing. But why should your customers believe you? In a crowded consumer courtroom full of shady advertisers all claiming to be the best, the fastest, the most caring, your brand is literally on trial—and that means you better deliver the proof.
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5 out of 5 stars
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Proved…
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excellent read for Realtors
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1 out of 5 stars
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General4.5 out of 5 stars 11,527
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Narración:4.5 out of 5 stars 9,676
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Historia4.5 out of 5 stars 9,584
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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4 out of 5 stars
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Handful of Good Scripts
- De A. Yoshida en 05-28-18
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The Closer's Survival Guide - Third Edition
- De: Grant Cardone
- Narrado por: Grant Cardone
- Duración: 5 h y 33 m
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General5 out of 5 stars 6,923
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Narración:5 out of 5 stars 5,887
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Historia4.5 out of 5 stars 5,823
The most powerful arsenal of closes ever! This audiobook over 120 Closes includes: 31 Money Closes, 17 Time Related Closes, 3 Pressure Closes, 3 Agreement Closes, 8 Decision Closes, and another 64 of the most creative closes you will ever find in one book! Financial "Closing" is the final step in the pursuit of ANY goal. This thing called closing is not just something that sales people do but something that applies to every person.
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4 out of 5 stars
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If you want to be a closer, this book is for you.
- De Quella en 03-19-17
De: Grant Cardone
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
- Versión completa
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General5 out of 5 stars 90
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Narración:5 out of 5 stars 81
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Historia5 out of 5 stars 81
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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5 out of 5 stars
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One of the best books on Sales!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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Ninja Selling
- Subtle Skills. Big Results.
- De: Larry Kendall
- Narrado por: Larry Kendall, Brandon Arthur
- Duración: 8 h y 6 m
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General5 out of 5 stars 1,004
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Narración:5 out of 5 stars 808
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Historia5 out of 5 stars 801
Stop selling! Start solving! In Ninja Selling, author Larry Kendall transforms the way listeners think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches listeners how to shift their approach from chasing clients to attracting clients. Listeners will learn how to stop selling and start solving by asking the right questions and listening to their clients.
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5 out of 5 stars
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Ready for life change?
- De The1realtor en 04-29-20
De: Larry Kendall
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10x Is Easier than 2x
- How World-Class Entrepreneurs Achieve More by Doing Less
- De: Dan Sullivan, Dr. Benjamin Hardy
- Narrado por: Dr. Benjamin Hardy
- Duración: 9 h y 58 m
- Versión completa
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General5 out of 5 stars 858
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Narración:4.5 out of 5 stars 779
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Historia4.5 out of 5 stars 777
Dan Sullivan, the world's leading coach for highly successful entrepreneurs, wants you to know that achieving 10X growth is exponentially easier than striving for 2X growth. Most find this idea confusing at first because simply imagining 10X growth causes them to think they need to do 10X more work to achieve it. However, being a 10X entrepreneur is nothing like what most people think.
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5 out of 5 stars
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Best Book of the year for me!!!
- De Trenton en 05-15-23
De: Dan Sullivan, y otros
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Slow Productivity
- The Lost Art of Accomplishment Without Burnout
- De: Cal Newport
- Narrado por: Cal Newport
- Duración: 6 h y 17 m
- Versión completa
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General4.5 out of 5 stars 297
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Narración:4.5 out of 5 stars 289
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Historia4.5 out of 5 stars 289
Our current definition of “productivity” is broken. It pushes us to treat busyness as a proxy for useful effort, leading to impossibly lengthy task lists and ceaseless meetings. We’re overwhelmed by all we have to do and on the edge of burnout, left to decide between giving into soul-sapping hustle culture or rejecting ambition altogether. But are these really our only choices?
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2 out of 5 stars
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The worst kind of idea book
- De TL en 03-11-24
De: Cal Newport
Lo que los oyentes dicen sobre The Work Before the Work
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- sandra
- 07-18-23
Great book
This book offered so many great ideas. I’m a team lead and I highly recommend to help you understand how to work with your group.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- kezzy
- 04-11-23
Elite Questions
This book goes so in depth on the work before the work, it's extraordinary. Meticulous thought was put into this book and I suggest any book by Phil M Collins is a must if you want to be a high achieving & professional salesperson.
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Total3 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Caroline
- 10-02-22
Great book but no companion downloads available !
This is a great book but the "companion downloads" mentioned are inexistant and the website doesn't work
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esto le resultó útil a 2 personas
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Total2 out of 5 stars
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Ejecución2 out of 5 stars
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Historia1 out of 5 stars
- Amber Talley
- 12-15-23
Boring
From here on, I won’t be purchasing any Phil M Jones books that aren’t narrated by him. I love his other books, but this one is a dud.
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