The Sale
The Number One Strategy to Build Trust and Create Success
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The Sale
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Narrado por:
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Alex Demczak
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In The Sale, bestselling author Jon Gordon and rising star Alex Demczak deliver an invaluable lesson about what matters most in life and work and how to achieve it. The book teaches four lessons about integrity in order to create lasting success.
The authors tell the story of Matt Williams, a sales representative for Turnbow Technologies, an aviation technology company founded by his grandfather. Matt encounters many obstacles both personally and professionally, and ultimately finds himself in a struggling marriage, an unfulfilling job, in a desperate search for answers, and at the crossroads of a major decision that will determine his future. Matt meets an unlikely mentor, who may just have the answers Matt seeks, as he faces the biggest decision and test of his life. The Sale follows Matt as he learns: why his pursuit of financial success at the expense of his family and the people he loves is counterproductive; the power of integrity, trust, and consistency; and powerful ways to create fulfilment and real success that endures.
Perfect for managers, sales professionals, and teams that are seeking durable, reliable, and powerful strategies for success at work, The Sale also belongs on the bookshelves of anyone looking for insightful ways to achieve their goals and realize their greatest potential.
©2022 Jon Gordon and Alex Demczak (P)2022 Ascent AudioLos oyentes también disfrutaron...
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From best-selling author Jon Gordon and coauthor Kate Leavell, Stick Together delivers a crucial message about the power of belief, ownership, connection, love, inclusion, consistency, and hope. The authors guide individuals and teams on an inspiring journey to show them how to persevere through challenges, overcome obstacles, and create success together.
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Meet Jay and Kay. They’re twins, and like many teenagers their age, they’re dealing with stress and anxiety. One day, on their way to school, they have a nice conversation with their old family friend and youth soccer coach Mr. Erwin, who shows them a special garden he created in his backyard. The garden serves as both a place and a metaphor for Mr. Erwin to share a powerful paradigm and practical strategies to help the twins overcome their fear, stress, and anxiety.
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We are not positive because life is easy. We are positive because life can be hard. As a leader, you will face numerous obstacles, negativity, and tests. There will be times when it seems as if everything in the world is conspiring against you and your vision seems more like a fantasy than a reality. That's why positive leadership is essential! Positive leadership is not about fake positivity. It is the real stuff that makes great leaders great.
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In How to be a Coffee Bean, bestselling coauthors of The Coffee Bean Jon Gordon and Damon West present 111 simple and effective strategies to help you lead a coffee bean lifestyle—one full of healthy habits, encouragement, and genuine happiness. From athletes to students and executives, countless individuals have been inspired by The Coffee Bean message. Now, How to be a Coffee Bean teaches you how to put The Coffee Bean philosophy into action to help you create real and lasting change in your life.
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Best-selling author Jon Gordon is back with another life-affirming book. This time, he teams up with Kathryn Gordon, his wife of 23 years, for a look at what it takes to build strong relationships. In Relationship Grit, the Gordons reveal what brought them together, what kept them together through difficult times, and what continues to sustain their love and passion for one another to this day. They candidly share their mistakes, decisions that almost destroyed their marriage, and successes so you can learn from their experiences and make your relationship stronger.
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Great framework!
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Stick Together
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Meet Jay and Kay. They’re twins, and like many teenagers their age, they’re dealing with stress and anxiety. One day, on their way to school, they have a nice conversation with their old family friend and youth soccer coach Mr. Erwin, who shows them a special garden he created in his backyard. The garden serves as both a place and a metaphor for Mr. Erwin to share a powerful paradigm and practical strategies to help the twins overcome their fear, stress, and anxiety.
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5 out of 5 stars
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5 out of 5 stars
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Always positive
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General4.5 out of 5 stars 27
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In How to be a Coffee Bean, bestselling coauthors of The Coffee Bean Jon Gordon and Damon West present 111 simple and effective strategies to help you lead a coffee bean lifestyle—one full of healthy habits, encouragement, and genuine happiness. From athletes to students and executives, countless individuals have been inspired by The Coffee Bean message. Now, How to be a Coffee Bean teaches you how to put The Coffee Bean philosophy into action to help you create real and lasting change in your life.
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General4.5 out of 5 stars 890
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Training Camp is an inspirational story filled with invaluable lessons and insights on bringing out the best in yourself and your team. The story follows Martin, an un-drafted rookie trying to make it in the NFL. He's spent his entire life proving to the critics that a small guy with a big heart can succeed against all odds. After spraining his ankle in the pre-season, Martin thinks his dream is lost - but then he meets a very special coach who shares 11 life-changing lessons that keep his dream alive.
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Faith Based Parable that Outlines Excellence
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The Carpenter
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Michael wakes up in the hospital with a bandage on his head and fear in his heart. The stress of building a growing business, with his wife Sarah, caused him to collapse while on a morning jog. When Michael finds out the man who saved his life is a Carpenter he visits him and quickly learns that he is more than just a Carpenter; he is also a builder of lives, careers, people, and teams. As the Carpenter shares his wisdom, Michael attempts to save his business in the face of adversity, rejection, fear, and failure.
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The Coffee Bean is an inspiring tale that follows Abe, a young man filled with stress and fear as he faces challenges and pressure at school and home. One day after class, his teacher shares with him the life-changing lesson of the coffee bean, and this powerful message changes the way he thinks, acts, and sees the world. Abe discovers that instead of letting his environment change him for the worse, he can transform any environment he is in for the better.
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Grand slam
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The No Complaining Rule
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In the spirit of his international best seller, The Energy Bus, Jon Gordon once again shares an inspiring and enlightening story that reveals a powerful way to tackle the biggest problem in business and life - the negativity that costs organizations billions of dollars and impacts the morale, productivity, and health of individuals and teams.
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5 out of 5 stars
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A Great Message!
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The Hard Hat
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From the moment Jon Gordon heard about George Boiardi and the hard hat, he was intrigued and captivated. Over the years he visited George's coaches, attended several "21 Dinners" held in his honor, met his family, talked to his teammates, and observed how he inspired all who knew him.
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5 out of 5 stars
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Awesome
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The Power of a Positive Team
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Historia4.5 out of 5 stars 408
An audiobook about teams to help teams become more positive, united, and connected.
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5 out of 5 stars
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Simple and Effective
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The Energy Bus
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General4.5 out of 5 stars 13,721
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Historia4.5 out of 5 stars 11,749
In the mode of other best selling business fables, The Energy Bus takes listeners on an enlightening and inspiring ride that reveals 10 secrets for approaching life and work with the kind of positive, forward thinking that leads to true accomplishment - at work and at home. Everyone faces challenges. And every person, organization, company, and team will have to overcome negativity and adversity to define themselves and create their success.
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2 out of 5 stars
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Too Painful to Listen to
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You Win in the Locker Room First
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- Versión completa
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General4.5 out of 5 stars 1,149
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You Win in the Locker Room First draws on the extraordinary experiences of Coach Mike Smith and Jon Gordon - consultant to numerous college and professional teams - to explore the seven powerful principles that any business, school, organization, or sports team can adopt to revitalize their organization.
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5 out of 5 stars
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Develop team culture
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One Word That Will Change Your Life
- Expanded Edition
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General4.5 out of 5 stars 804
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One Word explains how to simplify your life and business by focusing on just one word for the entire year. The simplicity of choosing one word makes it a catalyst for life change. Clutter and complexity lead to procrastination and paralysis, while simplicity and focus lead to success and clarity. By celebrated authors Dan Britton, Jimmy Page, and Jon Gordon, One Word That Will Change Your Life shows you how to cut through to the core of your intention for the next year.
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4 out of 5 stars
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Great concept but...
- De Kelly en 02-21-18
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The Seed
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General4.5 out of 5 stars 629
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This book offers practical wisdom on discovering your true purpose, professionally and in life in general, in the form of a business fable by Jon Gordon, the best-selling author of The Energy Bus and Soup. Nobody captures the deeper meaning of business like Jon Gordon, and The Seed is his most searching and significant book yet. Whatever your profession, take this insightful look at the purpose behind work, and plant the seed of inspiration in your life!
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3 out of 5 stars
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Great Book...terrible narrator
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The Positive Dog
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- Duración: 1 h y 29 m
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Discover the benefits of being positive. We all have two dogs inside of us. One dog is positive, happy, optimistic, and hopeful. The other dog is negative, mad, sad, pessimistic, and fearful. These two dogs often fight inside us, but guess who wins the fight? The one you feed the most. So begins the story about a negative mutt named Matt and a big dog named Bubba who teaches him how to feed himself with positivity each day and in the process Matt transforms his own life and the shelter they call home.
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5 out of 5 stars
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Exceptional Book!
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SOUP
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General4.5 out of 5 stars 457
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Historia4.5 out of 5 stars 398
Only a few months into her new job, Nancy wondered whether or not she should have said yes to the CEO position at Soup, Inc. Sales were declining, bankruptcy and takeover rumors were swirling, and employee morale had never been lower. The company had lost both flavor and heat; and nobody likes lukewarm soup. How was Nancy going to turn it around?Sometimes the answer you need is right in front of you.
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5 out of 5 stars
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Another Fantastic Jon Gordon Book
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Discover the benefits of being positive. We all have two dogs inside of us. One dog is positive, happy, optimistic, and hopeful. The other dog is negative, mad, sad, pessimistic, and fearful. These two dogs often fight inside us, but guess who wins the fight? The one you feed the most. So begins the story about a negative mutt named Matt and a big dog named Bubba who teaches him how to feed himself with positivity each day and in the process Matt transforms his own life and the shelter they call home.
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Exceptional Book!
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The Shark and the Goldfish
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Now more than ever, fear and uncertainty are becoming staples of daily life. During changing times, it's easy to worry, give up, and let fear paralyze you. However, you have more control than you think you do, and how you handle adversity is your choice - the only choice that matters. If you're facing tough economic times, The Shark and the Goldfish will motivate you, inspire you, and give you the confidence you need to thrive during changing times.
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Cleverly positive
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The No Complaining Rule
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A Great Message!
- De morton en 12-17-08
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The Carpenter
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Awesome
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Narración:4.5 out of 5 stars 776
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Historia4.5 out of 5 stars 774
Training Camp is an inspirational story filled with invaluable lessons and insights on bringing out the best in yourself and your team. The story follows Martin, an un-drafted rookie trying to make it in the NFL. He's spent his entire life proving to the critics that a small guy with a big heart can succeed against all odds. After spraining his ankle in the pre-season, Martin thinks his dream is lost - but then he meets a very special coach who shares 11 life-changing lessons that keep his dream alive.
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5 out of 5 stars
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Faith Based Parable that Outlines Excellence
- De J.A.Vess en 07-05-15
De: Jon Gordon
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The Positive Dog
- A Story About the Power of Positivity
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 1 h y 29 m
- Versión completa
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General4 out of 5 stars 1,441
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Narración:4 out of 5 stars 1,250
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Historia4 out of 5 stars 1,248
Discover the benefits of being positive. We all have two dogs inside of us. One dog is positive, happy, optimistic, and hopeful. The other dog is negative, mad, sad, pessimistic, and fearful. These two dogs often fight inside us, but guess who wins the fight? The one you feed the most. So begins the story about a negative mutt named Matt and a big dog named Bubba who teaches him how to feed himself with positivity each day and in the process Matt transforms his own life and the shelter they call home.
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5 out of 5 stars
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Exceptional Book!
- De Rae en 02-09-15
De: Jon Gordon
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The Shark and the Goldfish
- Positive Ways to Thrive During Waves of Change
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 38 m
- Versión completa
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General4.5 out of 5 stars 509
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Narración:4.5 out of 5 stars 424
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Historia4.5 out of 5 stars 419
Now more than ever, fear and uncertainty are becoming staples of daily life. During changing times, it's easy to worry, give up, and let fear paralyze you. However, you have more control than you think you do, and how you handle adversity is your choice - the only choice that matters. If you're facing tough economic times, The Shark and the Goldfish will motivate you, inspire you, and give you the confidence you need to thrive during changing times.
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5 out of 5 stars
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Cleverly positive
- De Nicole Rose en 03-27-25
De: Jon Gordon
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The No Complaining Rule
- Positive Ways to Deal with Negativity at Work
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 2 h y 1 m
- Versión completa
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General4.5 out of 5 stars 1,742
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Narración:4.5 out of 5 stars 1,457
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Historia4.5 out of 5 stars 1,455
In the spirit of his international best seller, The Energy Bus, Jon Gordon once again shares an inspiring and enlightening story that reveals a powerful way to tackle the biggest problem in business and life - the negativity that costs organizations billions of dollars and impacts the morale, productivity, and health of individuals and teams.
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5 out of 5 stars
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A Great Message!
- De morton en 12-17-08
De: Jon Gordon
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Row the Boat
- A Never-Give-Up Approach to Lead with Enthusiasm and Optimism and Improve Your Team and Culture
- De: Jon Gordon, P. J. Fleck
- Narrado por: P. J. Fleck
- Duración: 2 h y 18 m
- Versión completa
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General5 out of 5 stars 13
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Narración:5 out of 5 stars 12
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Historia5 out of 5 stars 12
In Row the Boat, Minnesota Golden Gophers head coach P. J. Fleck and bestselling author Jon Gordon deliver an inspiring message about what you can achieve when you approach life with a never-give-up philosophy. The book shows you how to choose enthusiasm and optimism as your guiding lights instead of being defined by circumstances and events outside of your control.
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5 out of 5 stars
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The growth and the story was really amazing!!!!
- De Anonymous User en 03-07-25
De: Jon Gordon, y otros
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One Word That Will Change Your Life
- Expanded Edition
- De: Jon Gordon, Dan Britton, Jimmy Page
- Narrado por: Jimmy Page, Dan Britton, Jon Gordon
- Duración: 1 h y 3 m
- Versión completa
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General4.5 out of 5 stars 804
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Narración:4.5 out of 5 stars 677
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Historia4.5 out of 5 stars 679
One Word explains how to simplify your life and business by focusing on just one word for the entire year. The simplicity of choosing one word makes it a catalyst for life change. Clutter and complexity lead to procrastination and paralysis, while simplicity and focus lead to success and clarity. By celebrated authors Dan Britton, Jimmy Page, and Jon Gordon, One Word That Will Change Your Life shows you how to cut through to the core of your intention for the next year.
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4 out of 5 stars
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Great concept but...
- De Kelly en 02-21-18
De: Jon Gordon, y otros
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SOUP
- A Recipe to Nourish Your Team and Culture
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 2 h y 22 m
- Versión completa
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General4.5 out of 5 stars 457
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Narración:4.5 out of 5 stars 400
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Historia4.5 out of 5 stars 398
Only a few months into her new job, Nancy wondered whether or not she should have said yes to the CEO position at Soup, Inc. Sales were declining, bankruptcy and takeover rumors were swirling, and employee morale had never been lower. The company had lost both flavor and heat; and nobody likes lukewarm soup. How was Nancy going to turn it around?Sometimes the answer you need is right in front of you.
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5 out of 5 stars
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Another Fantastic Jon Gordon Book
- De Jennifer en 12-01-11
De: Jon Gordon
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Sell!
- The Way Your Customers Want to Buy
- De: Dale Carnegie & Associates
- Narrado por: Dan Strutzel
- Duración: 5 h y 10 m
- Versión completa
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General5 out of 5 stars 39
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Narración:5 out of 5 stars 36
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Historia5 out of 5 stars 36
What do How to Win Friends and Influence People and Sell! have in common (other than Dale Carnegie)? They're both based on the premise that relationships are what matter. In this age where media is social and funding is raised by crowds, the sales cycle has permanently changed. It's no longer enough to know your product, nor always appropriate to challenge your customer's thinking based on your online research. In Sell!: The Way Your Customers Want to Buy, Dale Carnegie & Associates reveal the real modern sales cycle.
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5 out of 5 stars
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Awesome story!
- De SmartSysta en 06-07-23
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Life Word
- Discover Your One Word to Leave a Legacy
- De: Jon Gordon, Dan Britton, Jimmy Page
- Narrado por: Jimmy Page
- Duración: 1 h y 4 m
- Versión completa
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General4.5 out of 5 stars 53
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Narración:4.5 out of 5 stars 43
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Historia4.5 out of 5 stars 43
Life Word reveals a simple, powerful tool to help you identify the word that will inspire you to live your best life while leaving your greatest legacy. In the process, you'll discover your why, which will help show you the way to live with a renewed sense of power, purpose, and passion. The authors walk you step-by-step through the process of discovering your life word and share an action plan with the most successful ways to live and share it. If you're ready to live with more clarity, confidence, and courage and leave a lasting legacy, let's get started!
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4 out of 5 stars
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Straight to the Point!
- De nuccadr en 10-30-18
De: Jon Gordon, y otros
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Stick Together
- A Simple Lesson to Build a Stronger Team
- De: Jon Gordon, Kate Leavell
- Narrado por: Kate Leavell
- Duración: 24 m
- Versión completa
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General5 out of 5 stars 121
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Narración:5 out of 5 stars 99
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Historia5 out of 5 stars 97
From best-selling author Jon Gordon and coauthor Kate Leavell, Stick Together delivers a crucial message about the power of belief, ownership, connection, love, inclusion, consistency, and hope. The authors guide individuals and teams on an inspiring journey to show them how to persevere through challenges, overcome obstacles, and create success together.
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5 out of 5 stars
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Exactly what I needed
- De Jody Kerchal en 11-29-22
De: Jon Gordon, 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 386
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Narración:4.5 out of 5 stars 330
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Historia4.5 out of 5 stars 326
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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The Energy Bus
- 10 Rules to Fuel Your Life, Work, and Team with Positive Energy
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 2 h y 39 m
- Versión completa
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General4.5 out of 5 stars 13,721
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Narración:4.5 out of 5 stars 11,785
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Historia4.5 out of 5 stars 11,749
In the mode of other best selling business fables, The Energy Bus takes listeners on an enlightening and inspiring ride that reveals 10 secrets for approaching life and work with the kind of positive, forward thinking that leads to true accomplishment - at work and at home. Everyone faces challenges. And every person, organization, company, and team will have to overcome negativity and adversity to define themselves and create their success.
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2 out of 5 stars
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Too Painful to Listen to
- De Kenny en 06-22-15
De: Jon Gordon
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Uncommon Service
- How to Win by Putting Customers at the Core of Your Business
- De: Frances Frei, Anne Morriss
- Narrado por: Eliza Foss
- Duración: 6 h y 52 m
- Versión completa
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General4.5 out of 5 stars 41
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Narración:4.5 out of 5 stars 34
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Historia4.5 out of 5 stars 34
Most companies treat service as a low-priority business operation, keeping it out of the spotlight until a customer complains. Then service gets to make a brief appearance - for as long as it takes to calm the customer down and fix whatever foul-up jeopardized the relationship. In Uncommon Service, Frances Frei and Anne Morriss show how, in a volatile economy where the old rules of strategic advantage no longer hold true, service must become a competitive weapon, not a damage-control function. That means weaving service tightly into every core decision your company makes.
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2 out of 5 stars
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1/2 half of the book has good ideas - narrator is a huge drawback
- De Dave-GRMI en 12-26-20
De: Frances Frei, y otros
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Smart Calling, 3rd Edition
- Eliminate the Fear, Failure, and Rejection from Cold Calling
- De: Art Sobczak
- Narrado por: Art Sobczak
- Duración: 9 h y 42 m
- Versión completa
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General4.5 out of 5 stars 81
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Narración:4.5 out of 5 stars 64
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Historia4.5 out of 5 stars 64
In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business.
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5 out of 5 stars
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best book you can buy if you're in Sales
- De Memić en 09-03-20
De: Art Sobczak
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The Garden
- A Spiritual Fable About Ways to Overcome Fear, Anxiety, and Stress
- De: Jon Gordon
- Narrado por: Jon Gordon
- Duración: 1 h y 24 m
- Versión completa
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General5 out of 5 stars 270
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Narración:5 out of 5 stars 231
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Historia5 out of 5 stars 230
Meet Jay and Kay. They’re twins, and like many teenagers their age, they’re dealing with stress and anxiety. One day, on their way to school, they have a nice conversation with their old family friend and youth soccer coach Mr. Erwin, who shows them a special garden he created in his backyard. The garden serves as both a place and a metaphor for Mr. Erwin to share a powerful paradigm and practical strategies to help the twins overcome their fear, stress, and anxiety.
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5 out of 5 stars
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Truth Faith Love! God is Good…and all the time!
- De Darla Rogers en 03-07-24
De: Jon Gordon
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Selling Professional Services the Sandler Way
- Or, Nobody Ever Told Me I’d Have to Sell!
- De: Chuck Polin, Evan Polin, David Mattson - foreword
- Narrado por: Tom Parks
- Duración: 5 h y 39 m
- Versión completa
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General5 out of 5 stars 18
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Narración:5 out of 5 stars 17
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Historia4.5 out of 5 stars 17
Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.
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5 out of 5 stars
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Solid
- De Daniel en 05-24-23
De: Chuck Polin, y otros
Lo que los oyentes dicen sobre The Sale
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
- Scott HD DVD
- 03-21-23
Inspiring story always a good reminder.
Great story. Should be required reading for sales. Enjoyed the story listen to it while driving in my territory.
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Patrick Ware
- 01-17-23
Good message!!
Always nice to hear a good short story!! An easy listen. Have t read a bad Jon Gordon book yet!!!
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Adam
- 06-11-22
Great fable that falls in line
This is a great fable. It falls in line with Jon Gordon’s other books with a great lesson behind it. I really enjoyed this story!
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Brett Lirette
- 01-04-23
Good story but very predictable
The story itself was pretty predictable. The message was one heard 1000’s of times. Still a good message and a good read especially for new sales people
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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
- roger morse
- 07-31-22
Great Book and lessons on integrity 👏
just a great book , awesome examples of integrity, I was able to relate with several characters.
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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
- Kindle Customer
- 06-03-24
Life changing
If you are the person just like me trying to find a way to get customers to trust you by using tactics this is the book to listen to or read. It opened so many things for me to reflect wether is business or life this book will change the way we think.
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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
- Jam
- 08-06-24
Short but very informative
I enjoyed this book. I'll be listening to it very frequently. It’s a must-read.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia3 out of 5 stars
- Paul H. Grau, Jr.
- 03-08-25
Even Better the Second Time!
I love the entire story, the characters, the challenges, and the reality of the tough decisions leaders face continuously.
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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
- Andrew
- 06-12-22
Wow what else can I say ?
Another outstanding piece of work by Alex and Jon. This one hit home and had me in my feels. They discuss living and working with integrity in an amazing fun to follow story. A Home Run
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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
- Amazon Customer
- 11-24-22
Another positive lesson from Jon Gordon
I always enjoy Mr. Gordon's books as this is my 12th. Great life lesson on integrity and doing the right thing.
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