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

( 2 )

Overview

"If you sell based on a deep mission and purpose, revenue will follow. As Lisa Earle McLeod explains in this remarkable book, you have to start with how to change another life . . . then work back from that purpose."
—TOM RATH, bestselling author of StrengthsFinder 2.0

Most people believe that money is the primary motivator for top salespeople and that doing good by the world runs a distant second. That belief is wrong.

A single interview with ...

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Overview

"If you sell based on a deep mission and purpose, revenue will follow. As Lisa Earle McLeod explains in this remarkable book, you have to start with how to change another life . . . then work back from that purpose."
—TOM RATH, bestselling author of StrengthsFinder 2.0

Most people believe that money is the primary motivator for top salespeople and that doing good by the world runs a distant second. That belief is wrong.

A single interview with a top-performing biotech salesperson led sales leadership consultant Lisa Earle McLeod on a six-year quest to undercover what goes on inside the minds of top-performing salespeople and how leaders can replicate that mindset across their organizations.

McLeod discovered that salespeople who sold with noble purpose—who truly wanted to make a difference to customers—consistently outsold salespeople who were focused on sales goals and money. More than 10,000 hours in the field with top sales performers from organizations like Apple, Kimberly-Clark, and Merck revealed that a Noble Sales Purpose (NSP) is the difference between a sales force that's merely effective and one that's truly outstanding.

Selling with Noble Purpose shows you how to ignite the True Believer that lurks in the heart of every salesperson. Because as much as salespeople want to make money, they also want to make a difference.

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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: 113,274
  • Product dimensions: 5.70 (w) x 8.60 (h) x 1.10 (d)

Meet the Author

LISA EARLE McLEOD is a sales leadership consultant who has worked with clients like Apple, Kimberly-Clark, and Pfizer to create passionate, purpose-driven sales organizations. A sought-after keynote speaker, McLeod has spent over 10,000 hours coaching salespeople and leaders and has conducted over 500 workshops and keynotes. McLeod writes leadership commentary for Forbes.com and has been quoted in major news outlets such as Fortune, the New York Times, and the Wall Street Journal. She has also appeared on the Today show and NBC 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 Find Yours 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 Everything 47

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 Sanitizing Your Stories 102

Chapter 9 How Sales Coaching Drives Better Customer Intelligence 114

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

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

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

Chapter 13 Using Purpose to Eliminate Turf Wars and Silos 151

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

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

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

Chapter 16 Lose the Boring Slides: Sales Meetings That Inspire Action 181

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

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

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

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

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

Chapter 22 Using Your Noble Sales Purpose in Tough Negotiations 204

Conclusion How to Use Purpose to Make the Rest of Your Life More Meaningful 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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