Selling with Noble Purpose: How to Drive Revenue and Do Work that Makes You Proud

( 2 )

Overview

Using hard data and compelling field stories, Selling with Noble Purpose explains why salespeople who genuinely understand how they can make a difference for customers consistently outsell their more quota-driven counterparts. Drawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers.

Whether you're an executive, manager, or aspiring sales ...

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Overview

Using hard data and compelling field stories, Selling with Noble Purpose explains why salespeople who genuinely understand how they can make a difference for customers consistently outsell their more quota-driven counterparts. Drawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers.

Whether you're an executive, manager, or aspiring sales leader, you'll discover how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud. In Selling with Noble Purpose, you'll learn:

  • Why sales organizations with a clearly stated NSP dramatically outperform sales organizations driven by numbers alone
  • How to find your NSP using a simple three-part formula
  • How to use NSP to make your salespeople more assertive, focused, and profitable
  • How sales managers unknowingly sabotage NSP
  • The magic question sales managers can use to get even mediocre people thinking like top-tier performers
  • Why 90 percent of traditional sales training programs are forgotten within a week and why NSP training sticks with salespeople forever

In an era where most organizations believe that money is the only way to motivate salespeople, Selling with Noble Purpose offers a sustainable and exciting alternative.

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  • Selling with Noble Purpose
    Selling with Noble Purpose  

Product Details

  • ISBN-13: 9781118408094
  • Publisher: Wiley
  • Publication date: 11/27/2012
  • Edition number: 1
  • Pages: 256
  • Sales rank: 152,768
  • Product dimensions: 5.70 (w) x 8.60 (h) x 1.10 (d)

Meet the Author

LISA EARLE McLEOD is a sales leadership consultant whohas worked with clients like Apple, Kimberly-Clark, and Pfizer tocreate passionate, purpose-driven sales organizations. Asought-after keynote speaker, McLeod has spent over 10,000 hourscoaching salespeople and leaders and has conducted over 500workshops and keynotes. McLeod writes leadership commentary forForbes.com and has been quoted in major news outlets such asFortune, the New York Times, and the Wall StreetJournal. She has also appeared on the Today show andNBC Nightly News.

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Table of Contents

Introduction: What Is Selling with Noble Purpose? xv

PART I Why Noble Sales Purpose Matters and Where to FindYours 1

Chapter 1 The Great Sales Disconnect 3

Chapter 2 Why Noble Sales Purpose Works 17

Chapter 3 Why Profi t Is Not a Purpose 36

Chapter 4 The Sales Manager Question That Changes Everything47

Chapter 5 How to Create Your Own Noble Sales Purpose 58

PART II How to Live by Your Noble Sales Purpose 65

Chapter 6 How Fear Flatlines Sales Calls 67

Chapter 7 The Dirty Little Secret about Sales Training 81

Chapter 8 Creating a Powerful Sales Narrative without SanitizingYour Stories 102

Chapter 9 How Sales Coaching Drives Better Customer Intelligence114

Chapter 10 How to Keep Your Sales Force from Being Sabotaged byYour CRM 126

Chapter 11 The Trojan Horse: Using Case Studies to Grab NewMarkets 132

Chapter 12 How to Keep Your Noble Sales Purpose from Being aMere Tagline 137

Chapter 13 Using Purpose to Eliminate Turf Wars and Silos151

Chapter 14 How to Keep Internal Projects from Sucking the SoulOut of Your Sales Force 163

Chapter 15 Reframe Your Team’s Internal Talk Track withOne Pivotal Behavior 173

PART III A Manager's Blueprint for Creating a Noble SalesPurpose-Inspired Team of True Believers 179

Chapter 16 Lose the Boring Slides: Sales Meetings That InspireAction 181

Chapter 17 Inspiring the Many Instead of the Few: Adding Purposeto Your Incentive Programs 186

Chapter 18 The Ultimate Litmus Test: Using Purpose in Interviewsto Eliminate Nonperformers 189

Chapter 19 Using Nobel Sales Purpose to Demonstrate Value inProposals and Presentations 192

Chapter 20 Acronyms Are Not Enough: Breathing New Life intoSales Training 196

Chapter 21 The Most Critical 10 Minutes: Precall and PostcallSales Coaching 200

Chapter 22 Using Your Noble Sales Purpose in Tough Negotiations204

Conclusion How to Use Purpose to Make the Rest of Your Life MoreMeaningful 209

Acknowledgments 217

About the Author 221

Index 223

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Customer Reviews

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Sort by: Showing all of 2 Customer Reviews
  • Posted December 17, 2012

    Great sales professionalscus on worth to their prospects, not on

    Great sales professionalscus on worth to their prospects, not on wealth to their own products. They compassionately sell with soul, rather than cleverly influencing with style. Selling with Noble Purpose will touch your life, transform your approach, and guarantee the long-term loyalty of your customers. I would rank this great book among the top selling books ever written--right up their with Tom Hopkins, Zig Ziglar and Dale Carnegie.

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  • Posted November 20, 2012

    more from this reviewer

    If you run through terms associated with the word ¿noble,¿ you¿l

    If you run through terms associated with the word “noble,” you’ll probably mention “noble leader,” “noble physician” and “noble soldier.” How about “noble salesperson?” Hardly. Yet, according to ace sales coach Lisa Earle McLeod, selling can qualify as a noble profession. People vitally depend on the products and services that someone sells them, such as medications that keep them well or vehicles that convey them to work. Having made her case with good stories (thanks for the one about us ) and easy approachability, if an inviting but leisurely pace, McLeod explains why salespeople who have a noble purpose outperform those who don’t. She believes selling “is one of the highest callings you can have,” and she shows the power of that belief for getting sales results. getAbstract recommends her heartening sales manual to everyone with anything to sell.

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