Drawing on two decades of consulting with leading salesorganizations, sales leadership expert Lisa Earle McLeod revealshow a Noble Sales Purpose (NSP) can drive a team to outstandingsales numbers. Using hard data and compelling field stories,Selling with Purpose explains why salespeople who understandearnestly how they make a difference to customers outperform theirmore quota-driven counterparts. This book shows executives,managers, and aspiring sales leaders how to find your NSP andcreate a sales force of True Believers who drive revenue and dowork that makes them proud.
- Explains why sales organizations with a clearly stated NobleSales Purpose (NSP) dramatically outperform sales organizationsdriven by numbers alone
- Details how to find your NSP using a simple three-partformula
- Shares how to use NSP to make your salespeople more assertive,focused, and profitable
In an era where most organizations believe that money is theonly way to motivate salespeople, Selling With Purposeoffers a sustainable and exciting alternative.
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About 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.
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
About the Author 221
Most Helpful Customer Reviews
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.
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.