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Full Description
Don't let anyone tell you that you have to choose between making money and making a difference.
Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas.
Sales leadership experts McLeod and Lotardo reveal 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 own Noble Sales Purpose and create a sales force of True Believers. This new edition covers:
How firms overcome ferocious competition and how you can do the same
Why sales organizations with a clear NSP outperform traditional sales teams
How to avoid the trap of behaving like a transactional salesperson
Why well-intended leaders often unknowingly erode purpose and differentiation
How to use your NSP to increase customer engagement
Why an NSP gives you clarity during times of uncertainty
In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.
Contents
Introduction xv
Part 1 Sales: A Noble Profession? 1
Chapter 1 The Great Sales Disconnect 3
Chapter 2 How a Noble Sales Purpose (NSP) Changes Your Brain 17
Chapter 3 Why Profit 5s Not a Purpose 41
Chapter 4 Where Passion Falls Short 51
Chapter 5 The Leadership Question That Changes Everything 59
Part 2 Naming and Claiming Your Noble Sales Purpose 73
Chapter 6 Crafting Your Noble Sales Purpose 75
Chapter 7 Why Specificity is Sexy 83
Chapter 8 The Stories That Make Your NSP Stick 93
Chapter 9 Why Seemingly Sane People Resist Noble Purpose 107
Part 3 Activating Your Purpose With Customers 119
Chapter 10 Making Your NSP More Than a Tagline 121
Chapter 11 The Customer Intelligence You Didn't Know You Needed 135
Chapter 12 Three Places Where Differentiation Goes to Die 149
Chapter 13 The Dirty Little Secret About Sales Training 161
Chapter 14 Using Technology to Humanize Customers 173
Chapter 15 How Fear Flatlines a Sales Team 179
Part 4 Creating a Tribe of True Believers 193
Chapter 16 Sustaining the "High" of the Close 195
Chapter 17 Sales Meetings That Inspire Action (from Everyone) 201
Chapter 18 Noble Purpose Sales Coaching 209
Chapter 19 Training Your Frontline to Be Noble Purpose Sellers 215
Chapter 20 Incentivizing Purpose 225
Chapter 21 Winning Top Talent 237
Chapter 22 How to Keep Your NSP from Dying in Accounting 245
Chapter 23 Build a Noble Purpose Culture (and Have More Fun at Work) 255
Conclusion: Life on Purpose 263
Appendix A Techniques and Tools 269
Appendix B Glossary 277
Appendix C Frequently Asked Questions 281
Acknowledgments 285
About the Authors 287
Index 289
