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Full Description
Turn an effective sales force into one that is truly outstanding 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. Using hard data and compelling field stories, Selling with Purpose explains why salespeople who understand earnestly how they make a difference to customers outperform their more quota-driven counterparts. This book shows executives, managers, and aspiring sales leaders how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud. * Explains why sales organizations with a clearly stated Noble Sales Purpose (NSP) dramatically outperform sales organizations driven by numbers alone * Details how to find your NSP using a simple three-part formula * Shares how to use NSP to make your salespeople more assertive, focused, and profitable In an era where most organizations believe that money is the only way to motivate salespeople, Selling With Purpose offers a sustainable and exciting alternative.
Contents
IntroductionSales 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
