Selling with noble purpose : how to drive revenue and do work that makes you proud / Lisa McLeod.

Format:

Book

Author/Creator:

McLeod, Lisa, 1963- author.

Contributor:

ProQuest (Firm)

Language:

English

Subjects (All):

Selling.

Sales presentations.

Genre:

Electronic books.

Physical Description:

1 online resource (xix, 231 pages)

Place of Publication:

Hoboken, N,J : John Wiley and Sons, Incorporated, [2013]

System Details:

text file

Summary:

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 sales-people 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. Book jacket.

Contents:

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 Profit 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.

Notes:

Includes index.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.

OCLC:

823378824

Access Restriction:

Restricted for use by site license.