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Dedication
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Dedication
by Graham Weston, Bill Schley
The UnStoppables: Tapping Your Entrepreneurial Power
Cover
Contents
Title
Copyright
Dedication
Foreword
The UnStoppables in Seven Sentences
Introduction
Part I: Big Ideas About You
Chapter 1: Who Is an Entrepreneur and What Do They Do, Really?
Opinions: Everybody’s Got One . . .
Who’s Going to Make It through Hell Week?
Here’s What We Do Know
. . . And So Do Most Five-Year-Olds
The Entrepreneur’s Real Difference
What Do They Dream About?
From Entrepreneurial to Entrepreneur
Big Wide Tent
Not Just for Start-Ups
Not Just for CEOs
What It Adds Up to
Chapter 2: Accelerated Proficiency
Wax On, Wax Off
The Krav Maga Kids
Accelerated Proficiency 101
The Four Steps for Accelerated Proficiency
The Law of Motion
How to Do Anything the AP Way
Think on Your Feet
Simple Beats Complicated
Define the Center—and Go All in
Chapter 3: Emotional Mechanics
What is Emotional Mechanics?
Examples All around Us
Understanding Fear
Fear and the Brain
Fear’s Achilles’ Heel
The Power of Risk
The Power of Failure
The Power of Obstacles
The Love Advantage
The Unsurpassed Power of Belief
Chapter 4: How to Master Emotional Mechanics Like the Experts
True Team: The Number One Fear Tamer
The Mental Magic of Reframing
The Secret of Self-Talk
Micro-Scripts are the Self-Talk Secret
The Simple Power of “Knowing What to Do”
Procedures and Automatics
Extinguishing
Fear Training
Fear Energy Turned Around
Goodness
Part II: Getting Down to Business
Chapter 5: School of Everything You Need to Know (in an Hour)
Orientation
The Optimizers versus the Entrepreneurs
The Challenge for Any Company
Our Mission at Accelerated Proficiency U.
Chapter 6: The Big Picture in an Hour
Everything You Need to Know about Ideas
What All Business Ideas Must Do
Chapter 7: The Big Picture (Continued)
People
Founding Teams Always Have an Edge
People and Culture, Day One
Give before You Get
What Employees Want
What Customers Want
What Everyone Else Wants
Execution
The Law of the Laser
Data Makes You Dumber
Practice with Live Rounds
Ask, Ask, Ask is How You Receive
Chapter 8: The UnStoppable Six
The Piper Cub Principle
The UnStoppable Six
The Strategic Three
The Tactical Three
Business Planning: Make the UnStoppable Six Your Template
Chapter 9: Everything You Need to Know about Your Unique Difference (in about an Hour)
“Where is the Center?”
Specific is Terrific
No Difference? Then You’re a Commodity
There’s Always a Difference—If You Know Where to Look
Anatomy of a Selling Difference
The One Item of Carry-on Rule
Your Dominant Selling Idea
How Rackspace Discovered Its Difference
The Universal Paradox
Other People’s Heads are All That Counts
Chapter 10: Everything You Need to Know about True Teams (in about an Hour)
The Roots of Small, Super-Powered Teams
True Teams
How an UnStoppable Culture Nurtures Teams
Fish Camp
Big, Simple Cultural Symbols
True Teams at Rackspace: The Untold Story
Chapter 11: Everything You Need to Know about Succeeding with Customers (in about an Hour)
Today the Saying Needs a Tweak
What’s a Customer?
Succeeding with Customers
Customer Psychology
The Most Important Principle of All: Wear Your Values on Your Sleeve
Chapter 12: Everything You Need to Know about Making Yourself Famous (in about an Hour)
Caution: Famous Works Both Ways
Branding 101
The Four-Line Elevator Pitch
How Name, Frame, and Claim Made Rackspace a Multibillion-Dollar Company
Chapter 13: Everything You Need to Know about Creating Revenue, a.k.a. Selling (in about an Hour)
Marketing without Sales is Like Motherhood without Sex
The “Selling is Evil” Myth
The Five Universal Steps to Selling
The X Factor in Selling
Teach Yourself to Sell the Accelerated Proficiency Way
How Much Revenue? Just Break Even
Chapter 14: Everything You Need to Know about Perfecting Your First Product (in about an Hour)
Professionals Make It Real, Not Ideal
Remember, Nobody Wants 57 Features; They Want 1 Done Best
Which Data to Listen to, Which to Throw Away?
UnStoppable Themes
Part III: Conclusion
Chapter 15: Entrepreneur Country and the E-Companies
The Stakes are the Same
How We Can Do It
The Entrepreneurial Groundswell is Happening
Teaching to the Essence
The E-Companies
Fear Cultures
Belief Cultures: How They Happen
Managing to Strengths
New Entrepreneurs and Enterprises Spawned
Welcome to the Arena
Acknowledgments
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TO RACKERS EVERYWHERE
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