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

Format:

Book

Author/Creator:

McLeod, Lisa, 1963- author.

Contributor:

Lotardo, Elizabeth, contributor.

Language:

English

Subjects (All):

Selling.

Physical Description:

1 online resource (339 pages)

Edition:

Second edition.

Place of Publication:

Hoboken, New Jersey : Wiley, [2020]

Summary:

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.

Contents:

Part 1. Sales: A Noble Profession? The Great Sales Disconnect ; How a Noble Sales Purpose (NSP) Changes Your Brain ; Why Profit is Not a Purpose ; Where Passion Falls Short ; The Leadership Question That Changes Everything

Part 2. Naming and Claiming Your Noble Sales Purpose. Crafting Your Noble Sales Purpose ; Why Specificity is Sexy ; The Stories That Make Your NSP Stick ; Why Seemingly Sane People Resist Noble Purpose ; Activating Your Purpose With Customers ; Making Your NSP More Than a Tagline ; The Customer Intelligence You Didn't Know You Needed ; Three Places Where Differentiation Goes to Die ; The Dirty Little Secret About Sales Training ; Using Technology to Humanize Customers ; How Fear Flatlines a Sales Team ; Part 4. Creating a Tribe of True Believers. Sustaining the "High" of the Close ; Sales Meetings That Inspire Action (from Everyone) ; Noble Purpose Sales Coaching ; Training Your Frontline to Be Noble Purpose Sellers ; Incentivizing Purpose ; Winning Top Talent ; How to Keep Your NSP from Dying in Accounting ; Build a Noble Purpose Culture (and Have More Fun at Work) ; Conclusion: Life on Purpose

Appendix A: Techniques and Tools ; Appendix B: Glossary ; Appendix C: Frequently Asked Questions.

Notes:

Description based on print version record.

ISBN:

9781119700890

1119700892

9781119700920

1119700922